Abstract

This case study details the dilemma faced by a software professional as he volunteers to prepare a personal selling strategy for a set of books on spirituality on behalf of a trust. The case study also offers the students/trainees a chance to enhance their knowledge and sales skills through role play

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• Understand the various stages of the sales process, particularly objection handling
• and Understand the importance of objection handling and the various techniques/steps involved in handling an objection.

Keywords

Personal selling, Sales process, Steps in the Sales process, Lead generation, Lead qualification, Pre-Approach, Sales presentation, Objection Handling, Personal selling strategy, Role play