About Course

Enabled by government policy of Made in India and the global manufacturing countries risk diversification deployment which driven by the current huge unpredictable geopolitical uncertainty, India becomes stronger on manufacturing which provides tremendous career opportunities for young students of Swami Ramanand Teerth Marathwada University.

Supported by university administration leaders, SRTMU is rolling out 30 hours training seminars to all students who want to prepare themselves into manufacturing industry in the job such as sales representatives for 2w EV industry. We encourage any students with their professor support to participate on this online seminar start from ____ date to ____ online ___ platform each day 6 hours.

Last through the Capstone Project and role play, the seminar will fully prepare students for sales career at 2w EV, this tremendous fast growing industry.

A lot of proven sales methodology and practice from the world will be first time introduced to universities in India

From this seminar, you will gain knowledge of :

1) Where is manufacturing future in India, how to prepare yourself for this industry

2) Why sales career is very rewarding, where to start

3) What is the skills you need to success in this industry, knowledge on

• SPIN sales methodology

• 7 steps of sales life cycle

• BANT qualifying

• LAER objection handling

• FAB: change sales from feature sell to advantage and benefits sell

• 5 steps on job career in 2w EV automobile sales

4) Sales is learnable, it is science, not only the art

5) Auto Sales Fundamentals, how to make 2w EV product sellable

What you'll learn

Module 1: Introduction to Sales (3 hours)

• 1.1 Why a Sales Career? (1 hour)

  • Opportunities in sales for young graduates in India

  • Benefits of pursuing a career in sales

• 1.2 Understanding Sales (2 hours)

  • Definition and evolution of sales

  • History of sales methodology: from production-centric to customer-centric approaches

Module 2: The Science and Process of Sales (5 hours)

• 2.1 Sales as a Science (1 hour)

  • How sales skills can be systematically learned and applied

• 2.2 The 21st Century Sales Environment (1 hour)

  • Digital transformation in sales

  • Importance of technology in modern sales practices

• 2.3 The Sales Cycle (3 hours)

  • Detailed discussion on the 7 steps of the sales cycle

  • Customer journey mapping

Module 3: Targeting and Methodologies (6 hours)

• 3.1 Market Segmentation and Target Marketing (2 hours)

  • Techniques for identifying and segmenting the market

  • How to select target markets effectively

• 3.2 SPIN Sales Methodology (2 hours)

  • Introduction to Situation, Problem, Implication, Need-Payoff questions

• 3.3 Qualifying and Prospecting (2 hours)

  • Learning and applying BANT (Budget, Authority, Need, Timeline)

  • Importance of prospecting in sales funnel management

Module 4: Practical Skills for Sales Success (8 hours)

• 4.1 Communication and Negotiation Skills (3 hours)

  • Developing effective communication: Listening, questioning, and responding

  • Role plays on Objection Handling using LAER (Listen, Acknowledge, Explore, Respond)

• 4.2 Closing Techniques (2 hours)

  • Learning and practicing ABC (Always Be Closing)

  • Techniques for sealing deals effectively

• 4.3 Building Long-term Customer Relationships (3 hours)

  • Strategies for creating 'Customers for Life'

  • Techniques for referrals, upselling, and cross-selling

Module 5: Specialization in Auto Sales (5 hours)

• 5.1 Auto Sales Fundamentals (2 hours)

  • "Feel the wheel, seal the deal" - engaging customers through experiential selling

• 5.2 Electric Vehicles (EV) Sales Training (3 hours)

  • Understanding the EV market and customer concerns

  • 5 steps of successful EV sales

Module 6: Capstone Project and Role Plays (3 hours)

• 6.1 Role Play Sessions (1.5 hours)

  • Students engage in structured sales scenarios to apply their learning

• 6.2 Capstone Sales Pitch (1.5 hours)

Students prepare and deliver a final sales pitch incorporating techniques learned throughout the course

Content Category

• Transformative Digital Text Book

• Graphical Revision Guide

• Multimedia Rendition

• Real-life experiential zone

• Assignments

• Practice Quiz

Learning Method

• Convenient online learning.

• Accessible on computer and mobile device with any browser

• Access course materials anytime, anywhere, and at their own pace

Course duration - 30 Hrs.

Instructor

Dr. Michael Liu

This course will be taught by Dr. Michael Liu, a Chinese-American who is currently the CEO of Dao Evtech in Pune, Maharashtra. Dr. Liu obtained his Ph.D. in Economics from Beijing University and is a visiting professor and researcher at Beijing Normal University and Wuhan University. Dao Evtech is an emerging leader in the fast-growing two-wheeler electric vehicle (2W EV) industry in India.