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BBYCT 133 Plant Ecology and Taxonomy | IN-DEPTH STUDY GUIDE for IGNOU 
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BGGCT 131 Physical Geography | IN-DEPTH STUDY GUIDE for IGNOU 
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BCOS 186 Personal Selling and Slesmanship | Quick...
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| Category | : BACHELOR‘S DEGREE PROGRAMMES |
| Sub Category | : Bachelor of Science (BSCG) |
| Products Code | : BSCG-SEC-3.05 |
| HSN Code | : 490110 |
| Language | : English |
| Author | : BMA PUBLICATION PVT LTD |
| Publisher | : BMAP EDUSERVICES PVT LTD |
| University | : IGNOU (Indira Gandhi National Open University) |
| Pages | : 300 |
| Weight | : 199 GM |
| Dimensions | : 21.0 x 29.7 cm (A4 Size Pages) |
BCOS 186 Personal Selling and Salesmanship is a comprehensive course designed for Bachelor of Commerce (BCom) students, focusing on developing the essential skills and knowledge required for success in sales roles. This course provides students with a deep understanding of personal selling techniques, sales strategies, and customer relationship management practices.
The course begins by examining customer relationship management (CRM) principles. Students learn strategies for building and maintaining strong relationships with customers, understanding their needs, and providing personalized solutions. They explore the importance of trust, credibility, and communication in establishing long-term customer loyalty and satisfaction.
Sales strategies are another key focus area of the course. Students delve into the principles of effective selling, including prospecting, qualifying leads, making persuasive presentations, and overcoming objections. They learn how to develop sales plans, set targets, and implement strategies for achieving sales goals in various business contexts.
Negotiation skills are essential for success in sales roles. The course covers negotiation techniques and strategies for closing deals, handling objections, and resolving conflicts. Students learn how to identify win-win solutions, leverage strengths, and navigate challenging negotiation situations effectively.
Ethical considerations in personal selling and salesmanship are also emphasized. Students explore the ethical issues and dilemmas that arise in sales interactions, including honesty, integrity, and transparency. They learn the importance of ethical conduct in building trust with customers and maintaining the reputation of the organization.
Through case studies, role-plays, and practical exercises, students apply personal selling and salesmanship concepts to real-world sales scenarios. They develop critical thinking skills, problem-solving abilities, and interpersonal skills necessary for success in sales roles.
In addition to its educational value, this study guide is invaluable for building practical sales skills. Covering the entire syllabus comprehensively and spanning approximately 300-350 pages, it equips students with the knowledge, tools, and confidence needed to excel in personal selling and salesmanship roles and build successful careers in sales.
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