GREEN VALLEY COLLEGE FOUNDATION INC.

ISO
21001:2018 INSTRUCTIONAL MATERIALS

Department: College of Business Education

SUBJECT CODE: TEACHER’S NAME:

PM211 RANDELLEZER G. MORENO
DESCRIPTIVE TITLE: COURSE & YEAR:
PROFESSIONAL SALESMANSHIP BSBA – MM2 PM211 CRDC REMOTE
TEAM A, C, E
BSBA – MM2 PM211 ACAD FLEX

Learning Discussion #1

Topic/Title: SELLING AND SALESMANSHIP

Learning Objectives:

 Know the concept, features and importance of salesmanship.

 Identify the attributes of competitive salesmanship
 Identify different qualities of salesman

CONTENT OF THE LESSON:

What is Professional Salesmanship?

What is Salesman?

 He is the one who make a sale. He is a reflection of a company.

 He is considered as the lifeblood of the company (he brings profits and success to the
company).
 He links directly to the customers.

What is Salesmanship?

 -It is an ART of persuading.

What is Professionalism?

 It is in regards to the highest degree of approach in terms of dealing with people and treating
people equally.

SELLING

 Is a universal man’s occupation’s, it focuses merely on the needs of the seller to convert his
product into cash?
 It is an activity which helps to facilitate the flow of goods from producer to consumer.
 It is when buying takes place.
 It is one of the functions of marketing to be followed by salesmanship.
 It includes products, services, and ideas.

PERSONAL SELLING

 It is a dynamic force that affects our everyday life. Is considered as the oldest means of selling
commodities.
 It is also known as face-t-face selling.

Reference: www.slideplayer.com
 GREEN VALLEY COLLEGE FOUNDATION INC.

ISO
21001:2018 INSTRUCTIONAL MATERIALS

Department: College of Business Education

ROLE OF SALESMAN

The life of products are greatly dependent on the ability of a salesman on how he will show-up his
product elevated than other products.

Note: Products that are not used to promote via media will be strongly sellable if the salesman are
eager to sell the product by means of personal selling.

ADVANTAGES OF PERSONAL SELLING

1. Managing one-self
2. Actual or face-to-face selling
3. Out right response
4. Can demonstrate the product
5. Give sampling method
6. Give high purchasing power
7. Relatively high income
8. Lesser expensive/ expenses
9. Travelling opportunities
10. Gaining more confident

“The SUCCESS of the COMPANY greatly depends on the abilities of the SALESMAN through
EFFORT”.

DISADVANTAGES OF PERSONAL SELLING

1. Time consuming
2. Risky and frustrated
3. Personally affected because of the immediate reactions of the consumers/ customers.
4. Not effective in mass targets or in group of people.

COMMON DUTIES AND RESPONSIBILITIES OF A SALESMAN

A. Direct Selling

 Promoting company goodwill. The salesman is the company’s representative to its

customer

B. Advertising and Counseling

 This activity involves the company supplying information to help solving the customers
merchandising, marketing or management problems.

C. Handling Complaints

 It requires the salesman to make an adjustment himself or to recommend a settlement to

the home office for its consideration.

D. Attending Sales Meeting

Reference: www.slideplayer.com
 GREEN VALLEY COLLEGE FOUNDATION INC.

ISO
21001:2018 INSTRUCTIONAL MATERIALS

Department: College of Business Education

 These meeting may be held periodically to inform and instruct the salesman on how
products, policies, objectives work together to stimulate sales.

ASSESSMENT: Formative Assessment

Modified TRUE or FALSE.

Write TRUE if it provides the correct statement and write the correct answer if the statement is
wrong. See the underline words to easily identify if the statement provides correct or untrue
Example:
1. A Salesman plays a key role in establishing a company’s reputation by directly
interacting with customers.

 Answer: True

2.Salesmanship is primarily about using manipulative techniques to convince customers to

purchase a product.

 Answer: False - Salesmanship is the art of persuading customers, not manipulation.

ASSESSMENT/QUESTION:

1. Selling is focused on fulfilling the seller’s need to convert products or services into revenue.

2. Professionalism in sales means treating all customers equally and respectfully, regardless of
their background or purchasing power.

3. Personal selling, or face-to-face selling, is one of the oldest and most traditional sales methods.

4. Salesmen do not need to handle customer complaints as that responsibility lies solely with
customer service departments.

5. A key disadvantage of personal selling is the inability to receive immediate customer

feedback.

6. Personal selling is a time-efficient strategy for reaching mass audiences.

7. Salesmen attend regular sales meetings to stay informed about new products, policies, and
sales strategies.

8. The ability to personally demonstrate a product is a key feature of mass advertising, not
personal selling.

9. One of the responsibilities of a Salesman is to provide advice and counseling to customers

about their merchandising and marketing problems.

10. The success of a company is strongly influenced by the abilities and efforts of its Salesmen.

11. Personal selling involves direct interaction with customers, which allows for product
demonstrations and immediate feedback.
Reference: www.slideplayer.com
 GREEN VALLEY COLLEGE FOUNDATION INC.

ISO
21001:2018 INSTRUCTIONAL MATERIALS

Department: College of Business Education

12. Salesmen are not responsible for managing customer relationships after the sale is completed.

13. Personal selling tends to be less costly than large-scale media campaigns used in mass
advertising.

14. Face-to-face selling is ineffective when selling highly complex or technical products.

15. Personal selling is effective for building long-term relationships with customers due to its
personalized approach.

REFERRENCES:

1. Churchill, G. A., Ford, N. M., & Walker, O. C. (2020). Sales force management: Building customer
relationships and partnerships (12th ed.). McGraw-Hill.

2. Futrell, C. M. (2014). ABC’s of relationship selling through service (12th ed.). McGraw-Hill.

3. Johnston, M. W., & Marshall, G. W. (2016). Sales force management: Leadership, innovation, technology
(12th ed.). Routledge.

4. Kotler, P., & Armstrong, G. (2020). Principles of marketing (18th ed.). Pearson Education.

5. Still, R. R., Cundiff, E. W., & Govoni, N. A. P. (2017). Sales management: Decisions, strategies, and
cases (5th ed.). Pearson Education.

 End of Module 1.

 Sweeping topics for Module 2.

• None selling responsibilities of a salesman
• What compose a successful sales career?
• What do you think are the mental characteristics of a sales people?

Reference: www.slideplayer.com