Selling & Negotiation

By Dr. Kajal Chheda, Meena Desai | ISME School of Technology, ATLAS SkillTech University, Mumbai, ISME School of Technology, ATLAS SkillTech University, Mumbai

Learners enrolled: 1354

1. Understand the concept of sales 2. Understand the dynamics of ‘YOU’ as a Brand 3. Learn the art of persuasion and the psychology of selling 4. Dive deep into the process of personal selling and demonstrate situational awareness. 5. Evaluate the various aspects associated with sales, understand the connection between sales and marketing mix, factors linked with building an effective sales team. 6. Learn the forecasting of sales budgets from the business perspective, managing sales territories and quotas and lastly, learn retail & industrial selling. 7. Understand the concept and models of negotiation 8. Identify negotiation dimensions of value claiming and creation, psychology & ethics. 9. Evaluate the developments of basic conflict resolutions and discuss the main problems about multi-party and cross cultural negotiation.

Summary

Course Status :	Ongoing
Course Type :	Core
Language for course content :	English
Duration :	6 weeks
Category :	Management Studies
Level :	Postgraduate
Start Date :	15 Jul 2024
End Date :	31 Oct 2024
Enrollment Ends :	31 Aug 2024
Exam Date :

Page Visits

Course layout

Week 1: Introduction to Selling & Psychology of Selling
Week 2: The Sales Process
Week 3: Essentials of Selling
Week 4: Introduction to Negotiation
Week 5: Nature of Negotiation
Week 6: Conflict Management

Syllabus page

Books and references

The Psychology of Selling by Brian Tracy ● Getting to Yes by Roger Fisher & William Ury –Random House ● Never Split the Difference: Negotiating As If Your Life depended on it by Chris Voss ● The Challenger Sale by Brent Adamson and Mathew Dixon

Instructor bio

Dr. Kajal Chheda

ISME School of Technology, ATLAS SkillTech University, Mumbai

Dr. Kajal, currently employed at Atlas Skill Tech University, boasts 15 years of teaching experience, and has mentored over 100 graduates, postgraduates, and MBA aspirants. She is not only a dedicated educator but also a devoted daughter, responsible daughter-in-law, and a mother to a teenage daughter. Remarkably, she is currently pursuing a degree in law, exemplifying her commitment to lifelong learning, regardless of age.

During her tenure at Gurukul College, Dr. Kajal served as the Program Officer for NSS and received an award from renowned actor Shri Ajay Devgn for her contributions to AIDS awareness in red-light areas. Her remarkable achievements also include the "Outstanding Educator Award" from the Indo Global Chambers of Commerce, Pune, and recognition for "Excellence in Inclusive Education" by the All-India Institute of Researchers.

Dr. Kajal's academic journey is equally impressive, having presented more than 50 research papers at various colleges and institutions across India. She has authored books in collaboration with esteemed publishers such as Himalaya Publications and creates modules for M. Com students at the University of Mumbai. Beyond her academic pursuits, she conducts training sessions for retail managers in the unorganized sector, helping them enhance their approach and perspectives.

Her guiding principles are rooted in hard work, dedication, and unwavering focus. Dr. Kajal's ability to meet deadlines and achieve personal and professional targets is a testament to her meticulous attention to detail and commitment.

Outside of her professional life, she is an avid reader and poet, with a profound love for literature in English, Hindi, and Marathi. Dr. Kajal's deep-seated belief in Jainism and her passion for researching epics like the Ramayana and Mahabharata have led her to deliver lectures in corporate settings, colleges, and universities. She has even designed a 30-hour course curriculum titled "Innovative Thinking – Learning Management Lessons from Ancient Tales."

Dr. Kajal's profound patriotism for her country is evident, and she serves as a role model for her family, friends, and students, who seek her guidance and inspiration.

Meena Desai

ISME School of Technology, ATLAS SkillTech University, Mumbai

Meena Desai is currently the Dean- Undergraduate Programs, Admissions & Partnerships at ATLAS School of Management & Entrepreneurship, Mumbai (Formerly ISME)

With a teaching experience of over 18 years, Meena is widely loved by her students and is a passionate teacher at heart. Her firm belief in action-based learning has ensured that all theoretical concepts are re- inforced in a practical manner within the college ecosystem. Her areas of interest include Business Management, Human Resource Management, Marketing, Organisational Behaviour and Entrepreneurship. Besides her role as as an academic and an administrator, Meena is solely responsible for admissions and all outreach activities of the Undergraduate programs at ISME. As part of her outreach activities, she has curated special workshops for 21st century learners in the areas of Design, Innovation, Creativity and Entrepreneurship (DICE) and impacted over 8000 students in India and abroad. She has also developed workshops for the 21st century educators which have benefited over 2500 educators across the country.

In 2020 she was featured as an Educationist with a Mission by CEO Insights, a leading digital magazine. In 2016, Meena was awarded the “Emerging Woman Leader” by the Higher Education Forum and in 2006 was awarded the “Promising Young Faculty” by HR College of Commerce & Economics.

Course certificate

Given that this is a non-credit course, it is important to note that there will be no final examination. Consequently, learners will not receive a certificate upon completion of the course. This structure aligns with the academic nature of the program, emphasizing the absence of a formal assessment and certification process for non-credit courses.

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