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Salesmanship: Presented By: Dr. Harjit Singh

The document discusses salesmanship and provides definitions and key concepts. It defines salesmanship as the skills and knowledge of how to sell, involving persuading people to buy through satisfying customer needs. It also defines salesmanship as an art involving using skills and experience to positively influence customers. The document outlines important salesmanship skills, qualities of a good salesman, and the importance of salespeople to businesses. It concludes that a good salesman benefits both sellers and buyers by meeting customer needs while ensuring profit.

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Deepak Gulwani
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181 views20 pages

Salesmanship: Presented By: Dr. Harjit Singh

The document discusses salesmanship and provides definitions and key concepts. It defines salesmanship as the skills and knowledge of how to sell, involving persuading people to buy through satisfying customer needs. It also defines salesmanship as an art involving using skills and experience to positively influence customers. The document outlines important salesmanship skills, qualities of a good salesman, and the importance of salespeople to businesses. It concludes that a good salesman benefits both sellers and buyers by meeting customer needs while ensuring profit.

Uploaded by

Deepak Gulwani
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
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Salesmanship

Presented By:
Dr. Harjit Singh

S-10 1
Emerging Terminology
1. Re-order Level
2. Cash Generator
3. Affiliate Marketing (Associate Marketing): Revenue
sharing between online advertisers/merchants and online
publishers/salespeople, whereby compensation is based on
performance measures, typically in the form of sales, clicks,
registrations, or a hybrid model.
4. Corrective Advertising
5. Counter Advertising
Advertising that takes a position contrary to an advertising
message that preceded it. Such advertising may be used to take
an opposing position on a controversial topic, or to counter an
impression that might be made by another party's advertising….

S-10 2
An Introduction to Salesmanship

 Selling the most important marketing


activities in most organizations.
 The scope for selling has increased
substantially during the past few decades due
to growth in the trade and industry.
 Used by not only organizations whose
objective is to earn profit but also by non-
profit organizations……

S-10 3
What is Salesmanship?

 The skills and knowledge of how to sell


 Skill in persuading people to buy
 It's about learning from every lost sale and
never letting history repeat itself in that arena!
 Practice of investigating and satisfying
customer needs through a process that is
efficient, fair, sincere, mutually beneficial, and
aimed at long-term relationship….

Contd...

S-10 4
Salesmanship Defined

 It is considered to be a form of art that


involves use of skills and experience to sell
something.
 No salesperson is successful unless he has
the ability to positively influence the mind of
the prospective customer to get the desired
results; the result is measured in the terms of
sustaining and growing business by rising
sales…..

S-10 5
Salesmanship Skills
 Receiving and attending customers
 Identifying and determining customer needs
 Displaying and demonstration methods
 Making Sales Promotion
 Handling credit and collection
 Knowledge of Sales Promotion Schemes
 Analyse customer motivation and behaviour
 Ability to communicate effectively
 Ability to demonstrate the practice use of products
 Ability to explain and demonstrate the products
 Skill in assessing customers preference
 Skill of displaying goods
 Skill in packing the products……..
S-10 6
Qualities of good salesman
 has good communication skills
 a good personality
 Friendly and good listener
 knowledge about customers (nature, types, habits and buying
motives),
 the technique of selling and terms and conditions of the sale -
delivery, prices, packing, credit facilities available etc.
 he also answers questions and overcomes objections.
 he needs to know when is the right time to ask for the sale and
he needs to follow-up with potential customers…...

S-10 7
Students’ Activity

 Suppose you’re working in a company that


manufacture and supply Herbal Medicines
 One day you with your one colleague are on
Asian Sky Shop that telecasts live your
promotions
 Take few medicines of your choice and sell to
an audience……
 Remember you’re on television….

S-10 8
Student’s Activity 2: Jumbled Words

1
LISUNDIABL

S-10 9
2
GEIEARLR

S-10 10
3
FRCOMTSIO

S-10 11
4. Recognizing Picture

S-10 12
5. Recognizing Logo

S-10 13
Answers

1. India Bulls
2. Religare
3. Microsoft
4. Kumar mangalam Birla
5. Toyato

S-10 14
Importance of Salesman to the
business
 A good salesman is a great source of value
addition to the product.
 He is the one who helps the prospective
customers to find correct products.
 He indirectly creates demand and imparts
knowledge to his customers and also
provides product demonstration.
 The business is nothing without these
demand creators (and/or enhancers)
salesman…..
S-10 15
Ways to enhance Salesmanship
qualities
 By becoming more interactive with customers
 Speak less listen more; avoid being unstoppable speaker
 By having complete knowledge about the product
 Have good training course and never hesitate to learn
anything relevant about the job you are involved in.
 An effective salesmanship can help a business to grow
and an improper salesmanship can ruin a business…

S-10 16
Attributes of a Good Salesman!
 Deliver more than you promise
 Make mistakes, but learn to profit from them
 Have patience and listening skills
 Have an aim ..not selling but long term association
 Put yourself in the customer's shoes to have much
better understanding of the customers‘ needs and how
those requirements can be fulfilled…..

S-10 17
Conclusion

 A good salesman is one who proves


beneficial to both the sellers and the buyers.
While ensuring that the need of the customer
is suitably met, a good salesman ascertains a
profit! …….

S-10 18
Things to do at home

Find out the meaning of :


 Co-operative Advertising
 Creative Strategy
 DAGMAR
 Eye Tracking
 FCC….

S-10 19
S-10 20

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