Careers in Selling | Marketing and Sales for Class 10 PDF Download

 Page 1


58 
 
 
 
UNIT IV: CAREERS IN SELLING 
X 
Unit Code: 
UNIT TITLE: CAREERS IN SELLING 
Duration: 
Location: 
 
Classroom or 
Company?s 
premises 
SESSION1: CHELLENGES IN SELLING CAREER 
Learning 
Outcome 
Knowledge Evaluation Performance 
Evaluation 
Teaching and 
Training Method 
1. Career 
opportunities 
in sales 
 
1. To introduce about vast 
range of career 
positions in sales career 
path 
1. Evaluate the 
significance of various 
career positions in 
sales 
1.Introduction of 
different career 
positions in sales 
with current 
examples 
2. Challenges 
in Selling 
career 
 
 
2.  To discuss various job 
related 
difficultiescoming 
before a salesman or 
sales manager 
2. Justify need for 
understanding these 
problems to tackle 
them skillfully 
2. Discussion of 
problems with the 
help of situations 
and find out 
solutions from 
students' 
perspective 
 
SESSION 2: SKILLS IN SELLING AND THEIR TRAINING 
 
1. Pre-requisite 
skill set for 
salesmen 
1. Explain the meaning 
ofPeople skills, 
Communication skills,  
Selling skills,Information 
and technology skills, 
Self management skills 
1.Distinguish different 
types of skills essential 
to convince customers  
in selling process 
 
2.Justify the need for 
their training 
Interactive Lecture:  
Introduction of 
different skill sets of 
good salesmen in 
sellingprocess with 
their significance 
 
Activity: 
Role play enactment 
SESSION 3: ROLES AND RESPONSIBILITIES OF SALESMEN 
1. Methodical 
classificatio
n of various 
rolesof 
sales 
persons in 
selling  
 
1.Different roles played 
by a salesman like- 
Revenue generator, 
Consultant to customers, 
Image builder, 
Relationship builder 
 
2. Activities related with 
above said roles 
 
 
 
1.Explain the 
significance of each role 
played by a salesman 
and discuss skills 
associated with it 
 
 
Interactive Lecture:  
Explain duties 
associated witheach 
role- Revenue 
generator, 
Consultant to 
customers, 
Image builder 
Relationship builder 
of the sales man with 
examples. 
Responsibilitie
s of sales 
1.Acknowledge different 
duties and responsibilities 
1. Substantiate the 
essential obligations and 
Interactive Lecture:  
Clarification on 
Page 2


58 
 
 
 
UNIT IV: CAREERS IN SELLING 
X 
Unit Code: 
UNIT TITLE: CAREERS IN SELLING 
Duration: 
Location: 
 
Classroom or 
Company?s 
premises 
SESSION1: CHELLENGES IN SELLING CAREER 
Learning 
Outcome 
Knowledge Evaluation Performance 
Evaluation 
Teaching and 
Training Method 
1. Career 
opportunities 
in sales 
 
1. To introduce about vast 
range of career 
positions in sales career 
path 
1. Evaluate the 
significance of various 
career positions in 
sales 
1.Introduction of 
different career 
positions in sales 
with current 
examples 
2. Challenges 
in Selling 
career 
 
 
2.  To discuss various job 
related 
difficultiescoming 
before a salesman or 
sales manager 
2. Justify need for 
understanding these 
problems to tackle 
them skillfully 
2. Discussion of 
problems with the 
help of situations 
and find out 
solutions from 
students' 
perspective 
 
SESSION 2: SKILLS IN SELLING AND THEIR TRAINING 
 
1. Pre-requisite 
skill set for 
salesmen 
1. Explain the meaning 
ofPeople skills, 
Communication skills,  
Selling skills,Information 
and technology skills, 
Self management skills 
1.Distinguish different 
types of skills essential 
to convince customers  
in selling process 
 
2.Justify the need for 
their training 
Interactive Lecture:  
Introduction of 
different skill sets of 
good salesmen in 
sellingprocess with 
their significance 
 
Activity: 
Role play enactment 
SESSION 3: ROLES AND RESPONSIBILITIES OF SALESMEN 
1. Methodical 
classificatio
n of various 
rolesof 
sales 
persons in 
selling  
 
1.Different roles played 
by a salesman like- 
Revenue generator, 
Consultant to customers, 
Image builder, 
Relationship builder 
 
2. Activities related with 
above said roles 
 
 
 
1.Explain the 
significance of each role 
played by a salesman 
and discuss skills 
associated with it 
 
 
Interactive Lecture:  
Explain duties 
associated witheach 
role- Revenue 
generator, 
Consultant to 
customers, 
Image builder 
Relationship builder 
of the sales man with 
examples. 
Responsibilitie
s of sales 
1.Acknowledge different 
duties and responsibilities 
1. Substantiate the 
essential obligations and 
Interactive Lecture:  
Clarification on 
59 
 
persons in 
selling   
of salespersons 
in selling 
commitments in the role 
of good salesman 
importance of 
timelymeeting the 
responsibilities and 
duties by salesmen 
and in proper order   
Activity: 
Enlistobligations and 
commitments of 
salespersons 
 
 
SESSION 4: AFTER SALE SERVICES 
 
1. After sale 
services 
1. Meaning of After 
sale services 
2.Techniques of After 
sale services 
3. Significance of 
After sale services 
1.To explain the 
concept  of After sale 
services, its various 
methods and the 
importance of After 
sale services 
1. By lecture 
method the 
students are 
updated about  
meaning of „After 
sale services? 
techniques of 
After sale services 
and significance 
of After sale 
services  
 
(Note: The location would depend upon the topic under discussion, wherein it will be the classroom 
for the theoretical interactions and the student will be required to visit field/retail outlet or the 
marketing department of an organization to observe and comprehend the concepts related to 
salesmanship.) 
 
 
 
SESSION1: CHELLENGES IN SELLING CAREER 
 
 
Page 3


58 
 
 
 
UNIT IV: CAREERS IN SELLING 
X 
Unit Code: 
UNIT TITLE: CAREERS IN SELLING 
Duration: 
Location: 
 
Classroom or 
Company?s 
premises 
SESSION1: CHELLENGES IN SELLING CAREER 
Learning 
Outcome 
Knowledge Evaluation Performance 
Evaluation 
Teaching and 
Training Method 
1. Career 
opportunities 
in sales 
 
1. To introduce about vast 
range of career 
positions in sales career 
path 
1. Evaluate the 
significance of various 
career positions in 
sales 
1.Introduction of 
different career 
positions in sales 
with current 
examples 
2. Challenges 
in Selling 
career 
 
 
2.  To discuss various job 
related 
difficultiescoming 
before a salesman or 
sales manager 
2. Justify need for 
understanding these 
problems to tackle 
them skillfully 
2. Discussion of 
problems with the 
help of situations 
and find out 
solutions from 
students' 
perspective 
 
SESSION 2: SKILLS IN SELLING AND THEIR TRAINING 
 
1. Pre-requisite 
skill set for 
salesmen 
1. Explain the meaning 
ofPeople skills, 
Communication skills,  
Selling skills,Information 
and technology skills, 
Self management skills 
1.Distinguish different 
types of skills essential 
to convince customers  
in selling process 
 
2.Justify the need for 
their training 
Interactive Lecture:  
Introduction of 
different skill sets of 
good salesmen in 
sellingprocess with 
their significance 
 
Activity: 
Role play enactment 
SESSION 3: ROLES AND RESPONSIBILITIES OF SALESMEN 
1. Methodical 
classificatio
n of various 
rolesof 
sales 
persons in 
selling  
 
1.Different roles played 
by a salesman like- 
Revenue generator, 
Consultant to customers, 
Image builder, 
Relationship builder 
 
2. Activities related with 
above said roles 
 
 
 
1.Explain the 
significance of each role 
played by a salesman 
and discuss skills 
associated with it 
 
 
Interactive Lecture:  
Explain duties 
associated witheach 
role- Revenue 
generator, 
Consultant to 
customers, 
Image builder 
Relationship builder 
of the sales man with 
examples. 
Responsibilitie
s of sales 
1.Acknowledge different 
duties and responsibilities 
1. Substantiate the 
essential obligations and 
Interactive Lecture:  
Clarification on 
59 
 
persons in 
selling   
of salespersons 
in selling 
commitments in the role 
of good salesman 
importance of 
timelymeeting the 
responsibilities and 
duties by salesmen 
and in proper order   
Activity: 
Enlistobligations and 
commitments of 
salespersons 
 
 
SESSION 4: AFTER SALE SERVICES 
 
1. After sale 
services 
1. Meaning of After 
sale services 
2.Techniques of After 
sale services 
3. Significance of 
After sale services 
1.To explain the 
concept  of After sale 
services, its various 
methods and the 
importance of After 
sale services 
1. By lecture 
method the 
students are 
updated about  
meaning of „After 
sale services? 
techniques of 
After sale services 
and significance 
of After sale 
services  
 
(Note: The location would depend upon the topic under discussion, wherein it will be the classroom 
for the theoretical interactions and the student will be required to visit field/retail outlet or the 
marketing department of an organization to observe and comprehend the concepts related to 
salesmanship.) 
 
 
 
SESSION1: CHELLENGES IN SELLING CAREER 
 
 
60 
 
 
 
 
 vast range of career positions in sales career path 
 
 
 
 
 
 
 
INTRODUCTION: 
The vastness and complexity of industry and commerce has made buying and selling a complicated 
matter today. The services of salesman are indispensable in marketing, as he facilitates the sale of 
product or service to a household customer, a manufacturing firm, an intermediary like a distributor or 
retailer, or to some organization.In fact, selling proposes more career opportunities andvast range of 
career positionsthan any other area of marketing.It is very interesting activity which gives salesmen 
freedom, an opportunity to interact with different types of people as well as handsome financial 
Learning Objectives 
After reading this unit, the students will be able to: 
1. know vast range of career positions in sales career and their significance 
2. understand various challenges in selling career 
3. recognize different types of skills essential to convince customers  
4. justify the need for the training for these skills 
5. comprehend various roles of sales persons in selling 
6. acknowledge different duties and responsibilities of salespersons  
7. find out various methods of After sale service and their importance 
1. c
o
m
p
r
e
h
e
n
d
 
t
h
e
 
s
t
e
p
Page 4


58 
 
 
 
UNIT IV: CAREERS IN SELLING 
X 
Unit Code: 
UNIT TITLE: CAREERS IN SELLING 
Duration: 
Location: 
 
Classroom or 
Company?s 
premises 
SESSION1: CHELLENGES IN SELLING CAREER 
Learning 
Outcome 
Knowledge Evaluation Performance 
Evaluation 
Teaching and 
Training Method 
1. Career 
opportunities 
in sales 
 
1. To introduce about vast 
range of career 
positions in sales career 
path 
1. Evaluate the 
significance of various 
career positions in 
sales 
1.Introduction of 
different career 
positions in sales 
with current 
examples 
2. Challenges 
in Selling 
career 
 
 
2.  To discuss various job 
related 
difficultiescoming 
before a salesman or 
sales manager 
2. Justify need for 
understanding these 
problems to tackle 
them skillfully 
2. Discussion of 
problems with the 
help of situations 
and find out 
solutions from 
students' 
perspective 
 
SESSION 2: SKILLS IN SELLING AND THEIR TRAINING 
 
1. Pre-requisite 
skill set for 
salesmen 
1. Explain the meaning 
ofPeople skills, 
Communication skills,  
Selling skills,Information 
and technology skills, 
Self management skills 
1.Distinguish different 
types of skills essential 
to convince customers  
in selling process 
 
2.Justify the need for 
their training 
Interactive Lecture:  
Introduction of 
different skill sets of 
good salesmen in 
sellingprocess with 
their significance 
 
Activity: 
Role play enactment 
SESSION 3: ROLES AND RESPONSIBILITIES OF SALESMEN 
1. Methodical 
classificatio
n of various 
rolesof 
sales 
persons in 
selling  
 
1.Different roles played 
by a salesman like- 
Revenue generator, 
Consultant to customers, 
Image builder, 
Relationship builder 
 
2. Activities related with 
above said roles 
 
 
 
1.Explain the 
significance of each role 
played by a salesman 
and discuss skills 
associated with it 
 
 
Interactive Lecture:  
Explain duties 
associated witheach 
role- Revenue 
generator, 
Consultant to 
customers, 
Image builder 
Relationship builder 
of the sales man with 
examples. 
Responsibilitie
s of sales 
1.Acknowledge different 
duties and responsibilities 
1. Substantiate the 
essential obligations and 
Interactive Lecture:  
Clarification on 
59 
 
persons in 
selling   
of salespersons 
in selling 
commitments in the role 
of good salesman 
importance of 
timelymeeting the 
responsibilities and 
duties by salesmen 
and in proper order   
Activity: 
Enlistobligations and 
commitments of 
salespersons 
 
 
SESSION 4: AFTER SALE SERVICES 
 
1. After sale 
services 
1. Meaning of After 
sale services 
2.Techniques of After 
sale services 
3. Significance of 
After sale services 
1.To explain the 
concept  of After sale 
services, its various 
methods and the 
importance of After 
sale services 
1. By lecture 
method the 
students are 
updated about  
meaning of „After 
sale services? 
techniques of 
After sale services 
and significance 
of After sale 
services  
 
(Note: The location would depend upon the topic under discussion, wherein it will be the classroom 
for the theoretical interactions and the student will be required to visit field/retail outlet or the 
marketing department of an organization to observe and comprehend the concepts related to 
salesmanship.) 
 
 
 
SESSION1: CHELLENGES IN SELLING CAREER 
 
 
60 
 
 
 
 
 vast range of career positions in sales career path 
 
 
 
 
 
 
 
INTRODUCTION: 
The vastness and complexity of industry and commerce has made buying and selling a complicated 
matter today. The services of salesman are indispensable in marketing, as he facilitates the sale of 
product or service to a household customer, a manufacturing firm, an intermediary like a distributor or 
retailer, or to some organization.In fact, selling proposes more career opportunities andvast range of 
career positionsthan any other area of marketing.It is very interesting activity which gives salesmen 
freedom, an opportunity to interact with different types of people as well as handsome financial 
Learning Objectives 
After reading this unit, the students will be able to: 
1. know vast range of career positions in sales career and their significance 
2. understand various challenges in selling career 
3. recognize different types of skills essential to convince customers  
4. justify the need for the training for these skills 
5. comprehend various roles of sales persons in selling 
6. acknowledge different duties and responsibilities of salespersons  
7. find out various methods of After sale service and their importance 
1. c
o
m
p
r
e
h
e
n
d
 
t
h
e
 
s
t
e
p
61 
 
rewards.It is considered to be one of the fastest routes to reach to the top of an organization. 
Apersonstarting asa salesman can be promoted to Field Sales Manager, AreaSales Manager, Zonal or 
Regional Sales Manager post. He  may scale up to the highest level in selling career, as Vice 
President-Sales or National Sales Manager,making long term planning for his organization, co-
coordinating all functional areas of the organization and controlling their performance to achieve short 
term as well as long term goals.  
This career path with many advancement opportunities is very exciting;but is full of manyobstacles 
and challenges also.A salesman or sales manager representing the firm, producer or retailer 
facesfollowing job related difficultiesin the journey of selling career. 
1. Competitionwith low-priced competitors- Market is full of competitors manufacturing 
relatively cheaper substitute products and thus the sales person faces a difficult situation to 
achieve his sales targets. He has to create awareness and liking for his firm's product amongst 
prospective buyers. How to educate customers to differentiate quality of his product from that 
of other competitors; how to improve advertising message of the productto deliver more value 
to the customers; how to convince prospects to make adeal in quality by emphasizing value 
over price; and how to provide value for money to the customersare the real challenges before 
him. 
 
 
 
 
 
2. To find out more qualified leads - Another big issue before a sales man is how to identify 
qualified leads and what new lead sources he can hit into? He has to explore names of 
prospects through sales records, referrals from a satisfied customer, list of responses to 
advertisements, cold calling as well as through online lead sources etc. He has to work 
Page 5


58 
 
 
 
UNIT IV: CAREERS IN SELLING 
X 
Unit Code: 
UNIT TITLE: CAREERS IN SELLING 
Duration: 
Location: 
 
Classroom or 
Company?s 
premises 
SESSION1: CHELLENGES IN SELLING CAREER 
Learning 
Outcome 
Knowledge Evaluation Performance 
Evaluation 
Teaching and 
Training Method 
1. Career 
opportunities 
in sales 
 
1. To introduce about vast 
range of career 
positions in sales career 
path 
1. Evaluate the 
significance of various 
career positions in 
sales 
1.Introduction of 
different career 
positions in sales 
with current 
examples 
2. Challenges 
in Selling 
career 
 
 
2.  To discuss various job 
related 
difficultiescoming 
before a salesman or 
sales manager 
2. Justify need for 
understanding these 
problems to tackle 
them skillfully 
2. Discussion of 
problems with the 
help of situations 
and find out 
solutions from 
students' 
perspective 
 
SESSION 2: SKILLS IN SELLING AND THEIR TRAINING 
 
1. Pre-requisite 
skill set for 
salesmen 
1. Explain the meaning 
ofPeople skills, 
Communication skills,  
Selling skills,Information 
and technology skills, 
Self management skills 
1.Distinguish different 
types of skills essential 
to convince customers  
in selling process 
 
2.Justify the need for 
their training 
Interactive Lecture:  
Introduction of 
different skill sets of 
good salesmen in 
sellingprocess with 
their significance 
 
Activity: 
Role play enactment 
SESSION 3: ROLES AND RESPONSIBILITIES OF SALESMEN 
1. Methodical 
classificatio
n of various 
rolesof 
sales 
persons in 
selling  
 
1.Different roles played 
by a salesman like- 
Revenue generator, 
Consultant to customers, 
Image builder, 
Relationship builder 
 
2. Activities related with 
above said roles 
 
 
 
1.Explain the 
significance of each role 
played by a salesman 
and discuss skills 
associated with it 
 
 
Interactive Lecture:  
Explain duties 
associated witheach 
role- Revenue 
generator, 
Consultant to 
customers, 
Image builder 
Relationship builder 
of the sales man with 
examples. 
Responsibilitie
s of sales 
1.Acknowledge different 
duties and responsibilities 
1. Substantiate the 
essential obligations and 
Interactive Lecture:  
Clarification on 
59 
 
persons in 
selling   
of salespersons 
in selling 
commitments in the role 
of good salesman 
importance of 
timelymeeting the 
responsibilities and 
duties by salesmen 
and in proper order   
Activity: 
Enlistobligations and 
commitments of 
salespersons 
 
 
SESSION 4: AFTER SALE SERVICES 
 
1. After sale 
services 
1. Meaning of After 
sale services 
2.Techniques of After 
sale services 
3. Significance of 
After sale services 
1.To explain the 
concept  of After sale 
services, its various 
methods and the 
importance of After 
sale services 
1. By lecture 
method the 
students are 
updated about  
meaning of „After 
sale services? 
techniques of 
After sale services 
and significance 
of After sale 
services  
 
(Note: The location would depend upon the topic under discussion, wherein it will be the classroom 
for the theoretical interactions and the student will be required to visit field/retail outlet or the 
marketing department of an organization to observe and comprehend the concepts related to 
salesmanship.) 
 
 
 
SESSION1: CHELLENGES IN SELLING CAREER 
 
 
60 
 
 
 
 
 vast range of career positions in sales career path 
 
 
 
 
 
 
 
INTRODUCTION: 
The vastness and complexity of industry and commerce has made buying and selling a complicated 
matter today. The services of salesman are indispensable in marketing, as he facilitates the sale of 
product or service to a household customer, a manufacturing firm, an intermediary like a distributor or 
retailer, or to some organization.In fact, selling proposes more career opportunities andvast range of 
career positionsthan any other area of marketing.It is very interesting activity which gives salesmen 
freedom, an opportunity to interact with different types of people as well as handsome financial 
Learning Objectives 
After reading this unit, the students will be able to: 
1. know vast range of career positions in sales career and their significance 
2. understand various challenges in selling career 
3. recognize different types of skills essential to convince customers  
4. justify the need for the training for these skills 
5. comprehend various roles of sales persons in selling 
6. acknowledge different duties and responsibilities of salespersons  
7. find out various methods of After sale service and their importance 
1. c
o
m
p
r
e
h
e
n
d
 
t
h
e
 
s
t
e
p
61 
 
rewards.It is considered to be one of the fastest routes to reach to the top of an organization. 
Apersonstarting asa salesman can be promoted to Field Sales Manager, AreaSales Manager, Zonal or 
Regional Sales Manager post. He  may scale up to the highest level in selling career, as Vice 
President-Sales or National Sales Manager,making long term planning for his organization, co-
coordinating all functional areas of the organization and controlling their performance to achieve short 
term as well as long term goals.  
This career path with many advancement opportunities is very exciting;but is full of manyobstacles 
and challenges also.A salesman or sales manager representing the firm, producer or retailer 
facesfollowing job related difficultiesin the journey of selling career. 
1. Competitionwith low-priced competitors- Market is full of competitors manufacturing 
relatively cheaper substitute products and thus the sales person faces a difficult situation to 
achieve his sales targets. He has to create awareness and liking for his firm's product amongst 
prospective buyers. How to educate customers to differentiate quality of his product from that 
of other competitors; how to improve advertising message of the productto deliver more value 
to the customers; how to convince prospects to make adeal in quality by emphasizing value 
over price; and how to provide value for money to the customersare the real challenges before 
him. 
 
 
 
 
 
2. To find out more qualified leads - Another big issue before a sales man is how to identify 
qualified leads and what new lead sources he can hit into? He has to explore names of 
prospects through sales records, referrals from a satisfied customer, list of responses to 
advertisements, cold calling as well as through online lead sources etc. He has to work 
62 
 
extensively to gather information about the specific product needs of the prospect,his  
presentbusiness, manufactured products and the brands he is using currently. The salesman 
has to know about the location of customer's house or plant, his financial position and credit 
worthiness etc. This helps him inan easy approach to the prospectandsuccessful presentation, 
ultimately converting him into a „buyer?. The salesman also has to find out and decide what 
method of approaching a customer will be effective and convincing in business. 
 
3. Need to win more business proposals- In these competitive timessales personnel have to 
chase their daily targets, weekly targets, monthly and annual targets to retain their jobs, as 
well as to scale up in their career path. They have to achieve a bigger market share for the 
company in comparison to other rival firms. For this they need to get more and more buyers 
and sales orders.What is customers? buying behavior and psychology; what technology will 
shorten the selling process; and what practice can improve customer „win rate? is another 
difficulty beforethe sales personnel. 
 
 
 
4. Handling longer decision taking time -In spite of showing keen interest in the 
productsometimes prospectstake longer time to make a „buying decision?, which is called the 
„lead pipeline?. Since sale does not take place, so expected cash flow towards firm is slowed 
down.A salesman has to explorethe causes for such situations and has to find outcreative 
solutions to accelerate the lead pipeline flow. It is again a real challenge to create more 
attractive selling proposition to attractprospects, hold their attention and speed uptheir buying 
decisions. 
5. Planning budget cuts- A Sales manager while making strategies and achieving targetshas to 
make extensive study on different issues. He explorescustomers? buying behavior and their 
purchasing power; what are the products and pricing strategies ofrival firms etc. Healso has to 
work uponconvenientpayment offers and introducefresh ideas to encourage customers. All 
this research work requires lot of manpower and money, which is another area of concern for 
sales managers, who is also planning budget cuts. 
6. To win Customer loyalty- Selling process is not over after the receipt of order. A good 
salesperson by demonstrating care about his customersbuilds a good, long term relationship