CHSE Odisha Elective Salesmanship study plan

Define salesmanship in your own words and distinguish it from advertising, sales promotion and marketing so the scope boundary is clear

List and explain the five to six stages of the personal selling process in correct order with one real example per stage

Compare the AIDAS and need-satisfaction approaches to a sales call and note where each fits a retail versus industrial sale

Draft a one-page glossary of 20 core selling terms (prospecting, qualifying, pre-approach, close, follow-up) with a one-line definition each

Script a complete 8-minute sales presentation for one product of your choice, covering approach, presentation, demonstration, objection handling and close

Identify at least six common buyer objections and write a two-sentence response to each using a named technique (boomerang, compensation, question, direct denial)

Practise the script aloud three times and mark where you hesitated or lost structure

Explain the difference between a demonstration and a mere description, and list four rules for an effective product demonstration

Describe the main types of sales organisation structure (line, line-and-staff, functional, geographic, product-based) and state one advantage and one drawback of each

Outline the sales force management cycle from recruitment and selection through training, motivation, compensation and control

Explain Maslow's hierarchy and the buying decision process (need recognition to post-purchase behaviour) and map each stage to a salesperson action

Distinguish business buying behaviour from consumer buying behaviour with three concrete differences

Explain how advertising, sales promotion and personal selling complement each other and give one product example where all three are used together

Compute a simple sales forecast using both the moving-average and the naive percentage-of-market methods from a small data set you construct

Define sales quota and sales territory, and set a territory quota using a worked three-step calculation

State the criteria for a good sales territory and explain how territory design affects call frequency and travel cost

Compare direct selling, agent-based selling and retail selling channels and state which suits a low-price fast-moving good versus a high-value industrial good

List the duties of a retail salesperson and explain the difference between counter selling and outside selling

Summarise the key consumer protection provisions relevant to selling, including the right to information, the right to redress and the role of consumer forums

Identify five unethical selling practices (misrepresentation, bait-and-switch, high-pressure tactics, false urgency, hidden charges) and write the ethical alternative for each

Explain relationship selling and contrast it with transactional selling across trust, time horizon and follow-up

Describe how digital tools (CRM, email, social media, WhatsApp follow-ups, e-commerce marketplaces) change prospecting and after-sales service

Analyse one real or hypothetical social-media selling campaign and evaluate its reach, message and call to action

Explain the risks of digital selling, including data privacy, spam and loss of personal touch

Answer 60 mixed practice questions across all ten domains under timed conditions and record your score per domain

Re-study the two weakest domains from that score and write corrected notes for every question you got wrong

Redo the full sales script from week 2, now adding a relationship-building opening and a digital follow-up close

Build a one-page formula sheet covering forecasting methods, quota setting and territory calculation

Revise all ten domains using your own summaries, tables and formula sheet only, without reopening source material

Answer two full-length timed mock papers and compare scores against the week 7 baseline

Memorise the definitions, stage lists and comparison tables you are most likely to be asked to reproduce

Write a final one-page cheat sheet of the 15 facts you are least confident about