NH-7, Kompally, Secunderabad – 500014, A.P.

, India
Ph.: 040–27165450-55; 040-65457236-37; Fax: 040-27165452; www.ssim.ac.in
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CERTIFICATE PROGRAM IN EFFECTIVE SELLING SKILLS

The Certificate Program in Effective Selling Skills will navigate through the following
areas:-

1. Introduction to Sales Management

2. Types of Sales people, Qualities and traits of a Good Sales Persons
3. Psychology of Selling
4. Business Communication and etiquettes
5. Buying Process, buyers and industrial and personal buying
6. Sales Process-I
7. Sales Process-II
8. Customer Psychology
9. Customer objection Handling and handling of difficult customers
10. Territory Planning, Utilization of technology and Time
11. Future of selling, Market analysis and Sales forecasting and techniques in
prospecting and networking
12. CRM practices: Strategy for relationship, retention and referrals

Objective of the program: To provide participants with a frame work for the Sales
Process at a comprehensive level and to assess the participants’ ability to apply the
principles learned during this program in a simulated environment.

Target group:
◊ Newly appointed sales people with little or no previous formal training in selling skills
◊ Sales people with 1-2 years of experience wishing to upgrade their selling skills
◊ Anyone who is involved in selling services or products where dynamic approaches are
required to close a deal.

Faculty Resources:

(i) Seasoned Sales trainers with experiences ranging from office automation,
FMCG, Insurance, Pharmaceutical and Industrial marketing fields from SSIM
(ii) Expert sales practitioners from the industry

Methodology: Blend of lectures, case studies, role plays, simulation and games.

Certification: “Certificate in Effective Selling Skills” will be awarded by SIVA

SIVANI INSTITUTE OF MANAGEMENT, a leading B School in the country
Assessment:
◊ Participants will be assessed at the end of every module
◊ At the end of final module, participants will be required to make a sales presentation
in a simulated environment

Course commencing : 19th July 2009

Course Duration : 36 Hours – Six Sundays
Batch Size : Maximum 40 participants
Course Fees : INR 5000/-
Registration fee : INR 250/-

Contact:

Mr. S. Saibaba,Co-ordinator +91 9985424930 saibaba@ssim.ac.in

Mr.Madhusudan Kota +91 9000017590 madhusudan.kota@gmail.com
Mr.Pankaj K Mohanty +91 9948843326 pankaj@ssim.ac.in