CORE CONCEPTS OF MANAGEMENT
MARKETING MANAGEMENT
FINANCIAL MANAGEMENT
HUMAN RESOURCES MANAGEMENT
OPERATIONS & PRODUCTION MANAGEMENT

Personal Selling
This is a lesson in the art and science of Personal Selling. Can the lessons in Behavioural Science (HM/OB2, HM/OB3 and HM/OB4) be applied to perfect this art? What about negotiation skills? After all, isn’t the salesman the company in the eyes of the customer? The author Prof. P N Thirunarayana of IIMB illustrates the benefi ts of openness, candour and empathy in the selling process. He shows how ethical confl icts are automatically resolved. The author argues that it is the salesperson who discovers and delivers customer empowerment. The lesson also deals with the nuts and bolts of the professional selling process.
MM/AS3

21 Mins

22 Mins

40 Pages
Equivalent classroom time: 6hrs