BBA- Semester IV

SALESMANSHIP & IDEAS

Course Code: BBA411

L-4, T-0, P-0, C-4

Learning Objectives:
To provide an overview of the elements of success in sales, including researching products and
competitors, handling objections, making sales through in-person interviews or over the phone,
identify different types of customers and how to sell best to each type, and selling to
corporations.
Learning Outcomes:
1. Identify the characteristics and tools to become a good sales person.
2. Comprehend the different steps to close a sale.
3. Apply the techniques to close a deal with various types of clients.
4. Recognize the components for a successful negotiation.
5. Discuss the usage of social media and e-commerce sites for effective selling.

1. Ideas as Products, Insights in Products, Six Is, Me First and Me Too, Evolution of
Products: An Example, Four Parameters of Judging a Product Idea, Evaluating a Product,
Evolution of New Products Introduction, Does Form Follow Function?, Evaluating New
Product Ideas
08 Hours
2. Ideas and Services Offline Services, Hospitality Industry, Hotels: From Economic To
Extravagant, Price, Service, Amenities, Unusual Accommodations
08 Hours
3. Online Services Industry, Emails, Hotmail, Gmail, Search Engines, The Yahoo! Story, Have
you Googled Today? Social Network, Orkut, Facebook, Twitter, LinkedIn, eMercants,
Paypal, Amazon, EBay, Flipkart, iTunes, Online Trading, Not-for-Profit Services, Six Is
08 Hours
4. Ideas in Selling, Experiential and Relationship Marketing, Experiential Marketing, Why
Experiential Marketing?, Critical Considerations in Experiential Marketing, Successful
Implementation of Experiential Marketing, Relationship Marketing, Role of Relationship
Marketing in Salesmanship, Strategies to Build a Strong Customer Relationship
08 Hours
5. Personal Selling, Personal Selling, Steps in Personal Selling, Prospecting, Approaching,
Making the Presentation, Overcoming Objections, Closing the Sale, Follow-up, Selling

Tactics, AIDA Approach, Foot in the Door Technique, Door-in-the-Face Technique, Low-Ball
Technique, Add-On Sales Ideas, Cross-selling, Up-selling, Essential Attributes of Successful
Salespersons
08 Hours
Text Books:
1.

Robert Gravlin Cooper. Winning at New Products. Accelerating the process from Idea to
Launch. Addison-Wesley. 1993
2.
Edward Patrick McGuire. Generating New Product Ideas. Conference Board. 1972
3.
Edward Patrick McGuire. Evaluating New Product Proposals. Conference Board. 1973
Reference Books:
1.
Charles Panati. Browsers Book of Beginnings. Origins of everything under and including
the Sun. Houghton Mifflin Company. 1984
2.

Henry Petroski. The Evolution of Useful Things. First Vintage Books Edition. 1994
Semester-II
MARKETING MANAGEMENT

Course Code: MBA201

L- 4, T-0, P -0, C-4
Objective: The basic objective of this course is to understand the concepts of marketing.
Unit-wise Course Contents:
1. Basics of Marketing: Introduction, Definition, Importance and Scope of Marketing, Core
marketing concepts, Elements of Marketing - Needs, Wants, Demands, Consumer, Markets
and Marketers; Marketing Vs Selling, Consumer Markets and Industrial Markets. Concept of
Marketing Management, Marketing Mix, Functions of Marketing Management, Marketing
Organizations, Marketing Environment, Factors Affecting Marketing Environment,
Marketing Information System and Marketing Research. (8 Hour )
2. STP Marketing: Market Segmentation, Segmenting the Market, Benefits, of Market
Segmentations, Market Segmentation Procedure, Basis for Consumer/Industrial Market
Segmentation. Market Targeting Introduction, Procedure. Product Positioning Introduction, Objectives, Usefulness, Differentiating the Product, Product Positioning
Strategy.(10 Hours )
3. Product Design: Marketing - Mix Decisions, Product Decisions, New Product
Development-Concept and Necessity for Product Development, Failure of New Products,
New Product Planning and Development Process, Product-Mix, Branding and Packaging
Decisions, Product Life cycle - Stages and Strategies for Different Stages of PLC. (8
Hours )
4. Pricing, Distribution, and Promotion Decision: Pricing Decisions, Pricing Objectives,
Policies Methods of Setting Price, Pricing Strategies, Channels of Distribution for Consumer/
Industrial Products, Factors Affecting Channel Distribution, Management of Channels:
Current Trends in Wholesaling and Retailing Decision. (8 Hours )
5. Service Marketing Aspect: A Brief Account of Marketing of Services, Social Marketing,
Online Marketing.(6 Hours )
Text Books:
1. Kotler Philip, Marketing Management: Analysis, Planning, Implementations and Control,
Pearson Education, New Delhi. 2003, 11th edition.

2. Stanton William J., Fundamentals of Marketing, McGraw Hill, N. Delhi 10th Ed.
3. Kotler Philip & Armstrong Graw, Principles of Marketing, Pearson Education, New Delhi
2004.
Reference Books:
1. Neelamegham S., Indian Cases in Marketing, Vikas Publication, New Delhi.
2. Bull Victor P., Marketing Management: A Strategic Planning Approach, McGraw Hill, New
York.
3. Czinkota M.R., Marketing Management, Pearson Education Asia, New Delhi 2004.
* Latest editions of all the suggested books are recommended.