B.Com. (Investment Management) Sales and Negotiation Syllabus - Mumbai University
This is the FY BCom IM syllabus under NEP 2020, in force from the academic year 2024-25. The University still sets the earlier Choice Based papers alongside it for ATKT candidates, so check which scheme your exam form names before you revise.
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Syllabus for Sales and Negotiation
Module I: Sales Techniques and Strategies
- Introduction to Sales Understanding the sales process, Importance of effective sales techniques, Overview of different sales methodologies
- Building Relationships with Customers Establishing rapport and trust, Effective communication skills in sales, Understanding customer needs and motivations
- Sales Presentation and Pitching Crafting a compelling sales pitch, Presentation techniques and storytelling, Handling objections and overcoming resistance
- Closing Sales and Follow-Up Closing techniques and strategies, Creating a sense of urgency, Importance of follow-up and relationship maintenance
Module II: Negotiation Skills and Strategies
- Introduction to Negotiation Understanding the negotiation process, Different negotiation styles and approaches, Key principles of effective negotiation
- Preparation and Planning Conducting research and gathering information, Setting negotiation objectives and goals Developing negotiation strategies and tactics
- Communication in Negotiation Verbal and non-verbal communication techniques, Active listening and empathy, Managing emotions and building rapport
- Win-Win Negotiation Creating value and maximizing outcomes for both parties, Collaborative negotiation techniques, Negotiating with integrity and ethics
References
- 1 You Can Sell by Shiv Khera. It's published by Bloomsbury India.
- 2 The Art of Negotiation: Lessons from the Great Master by Deepak Malhotra - Published by Simon & Schuster India.
- 3 Secrets of Great Sales Management Advanced Strategies for Maximizing Performance by Manoj Arora, published by Vision Books.
- 4 You Can Negotiate Anything by Herb Cohen - Published by Rupa Publications India B.Com. (Investment Management) As Per NEP with effect from the Academic Year 2024-2025
Reproduced from the University of Mumbai syllabus for B.Com. (Investment Management) under NEP 2020, in force from the academic year 2024-25. Wording is as printed in that syllabus. Module numbering is as printed there too.
The complete syllabus
This subject is cut from the University circular for its year. Open a document here if you want the whole thing rather than a single subject.