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75 
 
UNIT NO: V: Soft Skills in selling. 
Unit Code: Unit Title: Soft skills in selling and marketing. 
Location 
Class Room  
 
 SESSION – I  SOFT SKILLS 
 Learning out 
come  
Knowledge 
Evaluations   
Performance 
Evaluation  
Teaching and 
Training method  
 Soft Skills     
 (1) Describe Soft 
and hard 
skills. 
 
 
 
Explain the need of  
(1) hard skills and 
soft skills 
(2) Importance of 
soft skills in 
selling/ 
marketing.  
 
(1) Distinguish 
between soft 
skills and hard 
skills.   
(2) List three soft 
skills. 
Interactive Lecture.  
Soft skills Hard 
skills.  
 
Activity:  
Student is asked to 
list soft skills. 
SESSION – II 
 Communication Skills 
 (2) Explain the 
meaning of 
Communicatio
n skill. 
(1) Importance of 
communication 
skill in selling and 
marketing. 
(2) State the role of 
oral and written 
communication. 
(3) Explain the 
need to take 
feedback receiver?s 
response.  
 
 
 
(1) Steps to create 
favorable 
image. 
(2) Evaluate 
effective 
communication 
in selling. 
(3) Justify need in 
your career 
success. 
(4) Explain Need 
to pay attention 
to details while 
putting 
agreement in 
writing.   
 
(1) Interactive 
Lecture on 
communication 
skills. 
(2) Power point 
presentation.  
 SESSION – III  
Page 2


75 
 
UNIT NO: V: Soft Skills in selling. 
Unit Code: Unit Title: Soft skills in selling and marketing. 
Location 
Class Room  
 
 SESSION – I  SOFT SKILLS 
 Learning out 
come  
Knowledge 
Evaluations   
Performance 
Evaluation  
Teaching and 
Training method  
 Soft Skills     
 (1) Describe Soft 
and hard 
skills. 
 
 
 
Explain the need of  
(1) hard skills and 
soft skills 
(2) Importance of 
soft skills in 
selling/ 
marketing.  
 
(1) Distinguish 
between soft 
skills and hard 
skills.   
(2) List three soft 
skills. 
Interactive Lecture.  
Soft skills Hard 
skills.  
 
Activity:  
Student is asked to 
list soft skills. 
SESSION – II 
 Communication Skills 
 (2) Explain the 
meaning of 
Communicatio
n skill. 
(1) Importance of 
communication 
skill in selling and 
marketing. 
(2) State the role of 
oral and written 
communication. 
(3) Explain the 
need to take 
feedback receiver?s 
response.  
 
 
 
(1) Steps to create 
favorable 
image. 
(2) Evaluate 
effective 
communication 
in selling. 
(3) Justify need in 
your career 
success. 
(4) Explain Need 
to pay attention 
to details while 
putting 
agreement in 
writing.   
 
(1) Interactive 
Lecture on 
communication 
skills. 
(2) Power point 
presentation.  
 SESSION – III  
76 
 
 Negotiation Skills 
 Explain the 
meaning of 
Negotiation 
skills. 
(1) How 
communicatio
n skills will 
impact in a 
business 
negotiation? 
(2) Explain why 
verbal 
communicatio
n is effective 
in 
negotiations? 
(3) How 
negotiations 
settle conflicts. 
 
(1) How will 
emotional 
control help 
during 
negations? 
(2) Justify 
discussions 
useful to 
gather more 
information. 
(3) Why an actual 
negotiations 
be patience 
listener? 
Interactive Lecturer 
on negotiations 
skills. 
 
Arrange negotiating 
meeting between two 
groups of students. 
 
Observer the 
discussions of 
negotiating meeting. 
 SESSION – IV 
 
 Grooming and 
Personal 
Etiquette  
Knowledge 
Evolution  
Performance 
Evolution  
Teaching and 
training method  
 State the 
meaning of 
personal 
grooming and 
etiquettes. 
   
  (1) Why Etiquette 
is required in 
business 
dealing. 
(2) Familiarize 
students with 
dress and 
grooming in a 
formal sales 
meeting. 
(3) Need for 
appropriate 
dress.  
(4) Introduce 
students with 
Etiquette in a 
formal set up. 
How to receive 
a customer in 
your office? 
(5) Business 
(1) It is necessary 
to groom our 
self according 
to the need of 
the hour. State 
appropriate 
dress for a 
lady sales 
person. 
(2)  Would you 
recommend 
clothes with 
large floral 
prints?  
(3) Understand e-
mail etiquettes 
telephone 
manners and 
overall 
conduct at the 
work place. 
- Interactive 
Lecturer on 
grooming and 
personal etiquettes. 
 
- Introduce activity.  
Ask students on 
personal grooming 
and personal 
hygiene – 
demonstration. 
 
- Power point 
presentation. 
 
 
Page 3


75 
 
UNIT NO: V: Soft Skills in selling. 
Unit Code: Unit Title: Soft skills in selling and marketing. 
Location 
Class Room  
 
 SESSION – I  SOFT SKILLS 
 Learning out 
come  
Knowledge 
Evaluations   
Performance 
Evaluation  
Teaching and 
Training method  
 Soft Skills     
 (1) Describe Soft 
and hard 
skills. 
 
 
 
Explain the need of  
(1) hard skills and 
soft skills 
(2) Importance of 
soft skills in 
selling/ 
marketing.  
 
(1) Distinguish 
between soft 
skills and hard 
skills.   
(2) List three soft 
skills. 
Interactive Lecture.  
Soft skills Hard 
skills.  
 
Activity:  
Student is asked to 
list soft skills. 
SESSION – II 
 Communication Skills 
 (2) Explain the 
meaning of 
Communicatio
n skill. 
(1) Importance of 
communication 
skill in selling and 
marketing. 
(2) State the role of 
oral and written 
communication. 
(3) Explain the 
need to take 
feedback receiver?s 
response.  
 
 
 
(1) Steps to create 
favorable 
image. 
(2) Evaluate 
effective 
communication 
in selling. 
(3) Justify need in 
your career 
success. 
(4) Explain Need 
to pay attention 
to details while 
putting 
agreement in 
writing.   
 
(1) Interactive 
Lecture on 
communication 
skills. 
(2) Power point 
presentation.  
 SESSION – III  
76 
 
 Negotiation Skills 
 Explain the 
meaning of 
Negotiation 
skills. 
(1) How 
communicatio
n skills will 
impact in a 
business 
negotiation? 
(2) Explain why 
verbal 
communicatio
n is effective 
in 
negotiations? 
(3) How 
negotiations 
settle conflicts. 
 
(1) How will 
emotional 
control help 
during 
negations? 
(2) Justify 
discussions 
useful to 
gather more 
information. 
(3) Why an actual 
negotiations 
be patience 
listener? 
Interactive Lecturer 
on negotiations 
skills. 
 
Arrange negotiating 
meeting between two 
groups of students. 
 
Observer the 
discussions of 
negotiating meeting. 
 SESSION – IV 
 
 Grooming and 
Personal 
Etiquette  
Knowledge 
Evolution  
Performance 
Evolution  
Teaching and 
training method  
 State the 
meaning of 
personal 
grooming and 
etiquettes. 
   
  (1) Why Etiquette 
is required in 
business 
dealing. 
(2) Familiarize 
students with 
dress and 
grooming in a 
formal sales 
meeting. 
(3) Need for 
appropriate 
dress.  
(4) Introduce 
students with 
Etiquette in a 
formal set up. 
How to receive 
a customer in 
your office? 
(5) Business 
(1) It is necessary 
to groom our 
self according 
to the need of 
the hour. State 
appropriate 
dress for a 
lady sales 
person. 
(2)  Would you 
recommend 
clothes with 
large floral 
prints?  
(3) Understand e-
mail etiquettes 
telephone 
manners and 
overall 
conduct at the 
work place. 
- Interactive 
Lecturer on 
grooming and 
personal etiquettes. 
 
- Introduce activity.  
Ask students on 
personal grooming 
and personal 
hygiene – 
demonstration. 
 
- Power point 
presentation. 
 
 
77 
 
meetings are 
not confined to 
closed door.  
(6) Type of dress 
one wears in 
outdoor 
business 
meeting. 
(7) Etiquette to be 
maintained if 
there is a 
telephone call 
on your mobile.    
 
 
 
 
(4) Do you invite 
customer to sit 
or take seat or 
say nothing. 
Its impact on 
your business 
meeting?  
 
 
 
 
 
 
 
 
SESSION – V 
 
 Ethical Behavior     
 (1) Describe the 
meaning of 
ethical 
behavior.  
(2) State 
principles and 
rules of 
conduct 
applied in 
business.  
(3) Is it a part of 
social 
responsibility 
of business?  
 
(1) Classify unfair 
business 
dealing. 
 
(2) Importance of 
code of conduct 
and ethics used 
in business 
dealing. 
 
 
Identify unethical 
activities  
 
Analyses ethical 
behavior to justify 
importance. 
 
Differential 
between moral 
values and moral 
education 
distinguish 
between ethics and 
values.  
Interactive Lecturer 
and discussions. 
 
 
 
Power point 
presentation. 
 
 
List the code of 
conduct developed 
by certain trade 
association. 
 SESSION –VI 
 
Page 4


75 
 
UNIT NO: V: Soft Skills in selling. 
Unit Code: Unit Title: Soft skills in selling and marketing. 
Location 
Class Room  
 
 SESSION – I  SOFT SKILLS 
 Learning out 
come  
Knowledge 
Evaluations   
Performance 
Evaluation  
Teaching and 
Training method  
 Soft Skills     
 (1) Describe Soft 
and hard 
skills. 
 
 
 
Explain the need of  
(1) hard skills and 
soft skills 
(2) Importance of 
soft skills in 
selling/ 
marketing.  
 
(1) Distinguish 
between soft 
skills and hard 
skills.   
(2) List three soft 
skills. 
Interactive Lecture.  
Soft skills Hard 
skills.  
 
Activity:  
Student is asked to 
list soft skills. 
SESSION – II 
 Communication Skills 
 (2) Explain the 
meaning of 
Communicatio
n skill. 
(1) Importance of 
communication 
skill in selling and 
marketing. 
(2) State the role of 
oral and written 
communication. 
(3) Explain the 
need to take 
feedback receiver?s 
response.  
 
 
 
(1) Steps to create 
favorable 
image. 
(2) Evaluate 
effective 
communication 
in selling. 
(3) Justify need in 
your career 
success. 
(4) Explain Need 
to pay attention 
to details while 
putting 
agreement in 
writing.   
 
(1) Interactive 
Lecture on 
communication 
skills. 
(2) Power point 
presentation.  
 SESSION – III  
76 
 
 Negotiation Skills 
 Explain the 
meaning of 
Negotiation 
skills. 
(1) How 
communicatio
n skills will 
impact in a 
business 
negotiation? 
(2) Explain why 
verbal 
communicatio
n is effective 
in 
negotiations? 
(3) How 
negotiations 
settle conflicts. 
 
(1) How will 
emotional 
control help 
during 
negations? 
(2) Justify 
discussions 
useful to 
gather more 
information. 
(3) Why an actual 
negotiations 
be patience 
listener? 
Interactive Lecturer 
on negotiations 
skills. 
 
Arrange negotiating 
meeting between two 
groups of students. 
 
Observer the 
discussions of 
negotiating meeting. 
 SESSION – IV 
 
 Grooming and 
Personal 
Etiquette  
Knowledge 
Evolution  
Performance 
Evolution  
Teaching and 
training method  
 State the 
meaning of 
personal 
grooming and 
etiquettes. 
   
  (1) Why Etiquette 
is required in 
business 
dealing. 
(2) Familiarize 
students with 
dress and 
grooming in a 
formal sales 
meeting. 
(3) Need for 
appropriate 
dress.  
(4) Introduce 
students with 
Etiquette in a 
formal set up. 
How to receive 
a customer in 
your office? 
(5) Business 
(1) It is necessary 
to groom our 
self according 
to the need of 
the hour. State 
appropriate 
dress for a 
lady sales 
person. 
(2)  Would you 
recommend 
clothes with 
large floral 
prints?  
(3) Understand e-
mail etiquettes 
telephone 
manners and 
overall 
conduct at the 
work place. 
- Interactive 
Lecturer on 
grooming and 
personal etiquettes. 
 
- Introduce activity.  
Ask students on 
personal grooming 
and personal 
hygiene – 
demonstration. 
 
- Power point 
presentation. 
 
 
77 
 
meetings are 
not confined to 
closed door.  
(6) Type of dress 
one wears in 
outdoor 
business 
meeting. 
(7) Etiquette to be 
maintained if 
there is a 
telephone call 
on your mobile.    
 
 
 
 
(4) Do you invite 
customer to sit 
or take seat or 
say nothing. 
Its impact on 
your business 
meeting?  
 
 
 
 
 
 
 
 
SESSION – V 
 
 Ethical Behavior     
 (1) Describe the 
meaning of 
ethical 
behavior.  
(2) State 
principles and 
rules of 
conduct 
applied in 
business.  
(3) Is it a part of 
social 
responsibility 
of business?  
 
(1) Classify unfair 
business 
dealing. 
 
(2) Importance of 
code of conduct 
and ethics used 
in business 
dealing. 
 
 
Identify unethical 
activities  
 
Analyses ethical 
behavior to justify 
importance. 
 
Differential 
between moral 
values and moral 
education 
distinguish 
between ethics and 
values.  
Interactive Lecturer 
and discussions. 
 
 
 
Power point 
presentation. 
 
 
List the code of 
conduct developed 
by certain trade 
association. 
 SESSION –VI 
 
78 
 
 Influencing Skill.    
 Describe the 
meaning of 
influencing skill. 
- Explains the 
relationship 
between 
negotiation and 
persuasion 
skills. 
- Distinguish 
between 
persuasive skill 
and influencing 
skills.  
Understand the 
doctrine of 
consistence   in 
completing the 
task. 
 
Analysis business 
objectives to solve 
business problem. 
Interactive Lecturer 
and discussions. 
 
 
 
Power point 
presentation. 
 
SESSION –VII 
 
 Emotional 
Quotient  
 
   
 - Describe the 
meaning of 
Emotional 
Quotient  
- State the impact 
of emotional 
quotient in or 
emotional 
intelligence on 
your action in 
business dealing. 
- Evaluate your 
self-awareness 
soft skill.   
Interactive Lectures 
and discussions. 
 
Power point 
presentation. 
 
 
  
Page 5


75 
 
UNIT NO: V: Soft Skills in selling. 
Unit Code: Unit Title: Soft skills in selling and marketing. 
Location 
Class Room  
 
 SESSION – I  SOFT SKILLS 
 Learning out 
come  
Knowledge 
Evaluations   
Performance 
Evaluation  
Teaching and 
Training method  
 Soft Skills     
 (1) Describe Soft 
and hard 
skills. 
 
 
 
Explain the need of  
(1) hard skills and 
soft skills 
(2) Importance of 
soft skills in 
selling/ 
marketing.  
 
(1) Distinguish 
between soft 
skills and hard 
skills.   
(2) List three soft 
skills. 
Interactive Lecture.  
Soft skills Hard 
skills.  
 
Activity:  
Student is asked to 
list soft skills. 
SESSION – II 
 Communication Skills 
 (2) Explain the 
meaning of 
Communicatio
n skill. 
(1) Importance of 
communication 
skill in selling and 
marketing. 
(2) State the role of 
oral and written 
communication. 
(3) Explain the 
need to take 
feedback receiver?s 
response.  
 
 
 
(1) Steps to create 
favorable 
image. 
(2) Evaluate 
effective 
communication 
in selling. 
(3) Justify need in 
your career 
success. 
(4) Explain Need 
to pay attention 
to details while 
putting 
agreement in 
writing.   
 
(1) Interactive 
Lecture on 
communication 
skills. 
(2) Power point 
presentation.  
 SESSION – III  
76 
 
 Negotiation Skills 
 Explain the 
meaning of 
Negotiation 
skills. 
(1) How 
communicatio
n skills will 
impact in a 
business 
negotiation? 
(2) Explain why 
verbal 
communicatio
n is effective 
in 
negotiations? 
(3) How 
negotiations 
settle conflicts. 
 
(1) How will 
emotional 
control help 
during 
negations? 
(2) Justify 
discussions 
useful to 
gather more 
information. 
(3) Why an actual 
negotiations 
be patience 
listener? 
Interactive Lecturer 
on negotiations 
skills. 
 
Arrange negotiating 
meeting between two 
groups of students. 
 
Observer the 
discussions of 
negotiating meeting. 
 SESSION – IV 
 
 Grooming and 
Personal 
Etiquette  
Knowledge 
Evolution  
Performance 
Evolution  
Teaching and 
training method  
 State the 
meaning of 
personal 
grooming and 
etiquettes. 
   
  (1) Why Etiquette 
is required in 
business 
dealing. 
(2) Familiarize 
students with 
dress and 
grooming in a 
formal sales 
meeting. 
(3) Need for 
appropriate 
dress.  
(4) Introduce 
students with 
Etiquette in a 
formal set up. 
How to receive 
a customer in 
your office? 
(5) Business 
(1) It is necessary 
to groom our 
self according 
to the need of 
the hour. State 
appropriate 
dress for a 
lady sales 
person. 
(2)  Would you 
recommend 
clothes with 
large floral 
prints?  
(3) Understand e-
mail etiquettes 
telephone 
manners and 
overall 
conduct at the 
work place. 
- Interactive 
Lecturer on 
grooming and 
personal etiquettes. 
 
- Introduce activity.  
Ask students on 
personal grooming 
and personal 
hygiene – 
demonstration. 
 
- Power point 
presentation. 
 
 
77 
 
meetings are 
not confined to 
closed door.  
(6) Type of dress 
one wears in 
outdoor 
business 
meeting. 
(7) Etiquette to be 
maintained if 
there is a 
telephone call 
on your mobile.    
 
 
 
 
(4) Do you invite 
customer to sit 
or take seat or 
say nothing. 
Its impact on 
your business 
meeting?  
 
 
 
 
 
 
 
 
SESSION – V 
 
 Ethical Behavior     
 (1) Describe the 
meaning of 
ethical 
behavior.  
(2) State 
principles and 
rules of 
conduct 
applied in 
business.  
(3) Is it a part of 
social 
responsibility 
of business?  
 
(1) Classify unfair 
business 
dealing. 
 
(2) Importance of 
code of conduct 
and ethics used 
in business 
dealing. 
 
 
Identify unethical 
activities  
 
Analyses ethical 
behavior to justify 
importance. 
 
Differential 
between moral 
values and moral 
education 
distinguish 
between ethics and 
values.  
Interactive Lecturer 
and discussions. 
 
 
 
Power point 
presentation. 
 
 
List the code of 
conduct developed 
by certain trade 
association. 
 SESSION –VI 
 
78 
 
 Influencing Skill.    
 Describe the 
meaning of 
influencing skill. 
- Explains the 
relationship 
between 
negotiation and 
persuasion 
skills. 
- Distinguish 
between 
persuasive skill 
and influencing 
skills.  
Understand the 
doctrine of 
consistence   in 
completing the 
task. 
 
Analysis business 
objectives to solve 
business problem. 
Interactive Lecturer 
and discussions. 
 
 
 
Power point 
presentation. 
 
SESSION –VII 
 
 Emotional 
Quotient  
 
   
 - Describe the 
meaning of 
Emotional 
Quotient  
- State the impact 
of emotional 
quotient in or 
emotional 
intelligence on 
your action in 
business dealing. 
- Evaluate your 
self-awareness 
soft skill.   
Interactive Lectures 
and discussions. 
 
Power point 
presentation. 
 
 
  
79 
 
UNIT – V 
SOFT SKILLS IN MARKTING AND SELLING 
LEARNING OBJECTIVES 
 
After reading this unit the learner would be able to: 
(1) Describe soft and hard skills 
(2)  Distinguish between soft and hard skills 
(3) Understand the need of communication skills 
(4) Know the significance of negotiable skill. 
(5) Explain the significance of influencing skill in selling. 
(6) Familiarize students with dress and grooming in a formal business meeting. 
(7) Explain the importance and use of courtesy  
(8) Familiarize manners to be observed in Lunch/Dinners business meetings. 
(9) Appreciate the need and significance of ethical behavior in business dealing. 
(10) Appreciate self management and EQ and job satisfaction. 
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