INDIAN INSTITUTE OF MANAGEMENT KOZHIKODE

Executive Post Graduate Programme in Management 2023

Course Outline

Course Code and Course Title Selling as a Life Skill

Course type Elective
Pre-requisites (if any) None
Course Credit 2
Total no. of sessions 16
Session Duration 1 hr 15 mins
Term IV
Year and Batch 2023
Sections (if any) 1
Instructor(s) Dr. G. Sridhar
Contact Details drgsridhar@iiimk.ac.in
Office 104
Consultation Hours On Prior Appointment

Introduction
Selling is pervasive. Even our brain sells us to selectively perceive from about 74 GB of data
it processes daily. Be it a leader, a spouse, a father, or a daughter. If you plan to take up roles
as an investment banker, consultant, brand manager, entrepreneur, or production manager,
possessing good salesmanship is critical for success. Each of us has a salesperson in us, and
that is the unit of study/understanding for this course.

Selling is a skill integral to everything we do. Especially in a work environment. Good selling
(by good salespeople) always has a congruence of thought, word, and action called Trikarana
(मनस्येकं वचस्येकं कमर्ण्येकं महात्मनाम् || Mansyekam, Vachasyekam, Karmanyekam
Mahatmanam).1 Trikarana enables trust, reciprocity, and success that is more sustainable.

Every act of selling has the following components: Learn (context, others), Glean (reasoning,
focus), Spin (communicate), Earn (like relationships, dignity, and reciprocity), and Rerun
(feedback).

This course integrates the above two issues and helps the participant excel in every act of selling
(Pic- I). The participants may note that this course is not on Professional Selling.

The course is a cocktail of Indian curry (tales, history, and anecdotes) and Western Salads
(literature from management, psychology, sociology, and so on). Delivery involves a mix of
stories and science. The aim of the course is to help the participant own the act of selling in
action, words, and heart.

1
A similar verse is evident in Zoroastrianism ‘Humata, Hukhta and Huvarshta’ translated as ‘Good
Thoughts, Good Words, and Good deeds.’
Textbooks and Learning Materials
Select readings would be provided as soft copies. A few books mentioned in the session plan
will be given as soft copies (Kindle). Other books can be referenced in the library, or you are
suggested to purchase a copy.

Learning Outcomes/Course Objectives

The learning outcomes are useful for any management role where the act of selling is
involved.

Course Objectives / Program

Learning Outcomes Outcome Assessment Tool(s)
1. appreciate and understand PO1 and Role Plays, Exercises, and End term
various skills and PO3 examination. These test the conceptual
attitudes for selling. understanding and analytical skills required
for Selling
2. utilise “appropriate tools PO2 and Course projects and assignments, where the
and techniques” to evolve PO3 students would critically analyzing acts of
good salesmanship selling.

Pedagogy Used/Learning Process

Pedagogy includes lectures, exercises, role plays, assignments, and project work.
Evaluation Components/Assessment of Student Learning
Assessment Tool Percentage Description
End term Exam 50 Check and evaluate the student's
understanding of concepts and its
application.
Class Participation (Class 10 To assess the participant attentiveness
Exercises) in classroom and critical thinking in a
peer group.
Assignments (2) 40 This facilitates students to demonstrate
the ability to integrate the skills.

End Term Examination (50%): The end term may have questions drawn from the readings
(including the cases) given in the course pack. Details of the end term will be given later.

Class Participation (10%): Class participation marks would be awarded based on the
relevance of arguments deliberated by participants to the ongoing discussion. Note the
following for what I mean by relevance.
1. Are the arguments linked to the comments of others?
2. Do the arguments add to our understanding of the situation?
3. Do the arguments show evidence of analysis of the case?
4. Does the participant distinguish among different kinds of facts, figures, and opinions?
5. Is there a willingness to test new ideas, or are all comments “safe”? (For example,
repetition of case facts without analysis and conclusions or comment already made by
a colleague)

A trained teaching assistant would keenly observe the arguments of each participant and enter
them into the journal the faculty gave. After duly going through the journal, discussing it with
the teaching assistant, and corroborating with the observations made by the faculty, grades for
this component would be assigned to the participant. The decision of the faculty is final.

Assignments (40%)
i. Sell yourself (20 marks). Details will be given later.
ii. Negotiation Exercise (20 marks). Details will be given later.
 SESSION PLAN (20 HRS; 16 SESSIONS)

Session 1 & 2: Introduction & Example

Objective: Introduction to the course. Example for Trikarana using Goal Setting
Readings:
(Reference Book): The One Thing by Gary Keller and Jay Papasan

MODULE 1: LEARN
Session 3 & 4: Understanding Context
Objective: How would we learn about a phenomenon, and what are the sources?
Readings:
(Compulsory): Teaching Note on ‘3 Sources & 4 Routes’

Session 5: Questioning
Objective: Importance of asking the right question to the right person
Readings:
(Compulsory): Brooks, Alison Wood, and Leslie K. John. "The surprising power of
questions." Harvard business review 96.3 (2018): 60-67.
(Reference Book): Humble Inquiry by Edger Schein

Session 6: Listening
Objective: Importance of asking the right question to the right person
Readings:
(Compulsory): Itzchakov, Guy, and Avraham N. Kluger. "The power of listening in helping
people change." Harvard Business Review (2018): 1-7.
(Reference Book): The Lost Art of Listening by Michale Nichols

MODULE 2: GLEAN
Session 7 & 8: Reasoning
Objective: Develop Reasoning and problem-solving skills
Readings:
(Compulsory): 1. Wedell-Wedellsborg, Thomas. "Are you solving the right
problems?" Harvard Business Review 95.1 (2017): 76-83.
(Reference Book) How We Decide by Johah Lehrer

Session 9: Errors / Biases

Objective: Develop the ability to appreciate and identify errors and biases.
Readings:
(Compulsory): Teaching Note on ‘Errors and Biases’

MODULE 3: SPIN
Session 10: Negotiation
Objective: Key negotiation skills
Readings:
(Compulsory): 1 Negotiation Exercise Note
(Reference Book) Never Split the Difference by Chris Voss

Session 11: Differentiation

Objective: How to distinguish yourself from others like peers, seniors, and juniors?
Readings:
(Reference Book): Sales Differentiation by Lee Salz
Session 12: Story Telling
Objective: Skills of storytelling
Readings:
(Compulsory): Zak, Paul J. "Why your brain loves good storytelling." Harvard business
review 28 (2014): 1-5.
(Reference Book): Made to Stick by Dan Chip and Heath Chip

Session 13: Influence

Objective: To understand a few tools for Influencing
Readings:
(Reference Book): Influencing by Robert Cialdini

MODULE 4: EARN & RERUN

Session 14: Rejection
Objective: How to take Rejection
Readings:
(Reference Book): Rejection proof by Jia Jhang

Session 15: Positivity

Objective: To understand the power of positive emotions and states
Readings:
(Compulsory) Michel, E. J., and Neuman, A. "Positive psychology as a catalyst for change."
Harvard Business Review 88.11 (2010): 1-4.
(Reference Book): The Happiness Advantage by Shawn Acker

Session 16: Summary

Objective: To recap and become a Trikarana Shuddha Salesperson
Readings:
(Reference Book): To Sell is Human by Daniel Pink