Professional Selling Course Module
Developed by Maxwell Ranasinghe - For Diploma and Undergraduate Level Students
45 Hours Class work.
Text Books recommended: ABC of Selling -Frutel
Sales Bible- Gitmore
Supplementary reading: Unlimited Sales Success- Brain Tracy
Objective of the Course
- Provide participants with solid understanding of fundamentals of selling and characteristics of
a professional Salesperson
- Pave the way for the participants to develop such traits and skills within themselves.
- Let know the participants that selling is a profession like any other profession and desire to
become a top sales person needs lot of hard work and discipline
- Make them ready to be on the job at the end of the session
The goal of the course is to teach and let know the students the place where sales stands in the bigger
picture of marketing ,fundamentals of selling in an organized and step by step process and providing a
forum for the participants to practice it within the classroom. The course objective includes understand
the relationship between marketing and sales, Traits of a Professional Salesperson, Psychology of
Selling, Personal Sales Planning and Selling Process, Understanding Customers, Prospecting,
Relationship Selling, Consultative Selling, Using Modern Technologies in Selling, Making Persuasive Sales
Presentations, Overcoming Sales Objections, Closing Techniques in Selling, Getting Resales and
Referrals, Self Management for Sales Professionals.
Learner centered teaching methodologies including interactive discussions, case studies, group project
and role-plays to be applied. The techniques taught and skills developed could be used in both B2C and
B2B sales situations.
A case will be given to students to apply the knowledge gained from the course to analyse a real life
An integral part of the course based on a specific sales scenario will be give to the students to develop a
strategy in developing a sales plan. Small groups of 3 to 5 students will have to write, present and
defend their plan in an interactive session in the classroom.
Attendance and participation: 40 out of 100
Case study: 10 out of 100
Project: 20 out of 100
Final written exam: 30 out of 100