Chapter 1: Overview Of Salesmanship Flashcards
(29 cards)
It is a marketing strategy by which a salesman can sell his goods
or services to a person
Salesmanship
He defined salesmanship as “an attempt to induce people to buy goods.”
W. G. Carter
He said that the job of salesman is also to create demand “by demonstrating that the need does exist, although before his visit there was no
consciousness of that need”
W. Major Scot
He added by identifying salesmanship as “winning the buyer’s confidence for the seller’s house and goods, thereby winning regular and permanent
customers”
G. Blake
It also represents the seller-initiated efforts offered to prospective customers.
Salesmanship
It is a dynamic element of economic strategy where selling plays a vital role in industrial profits
Salesmanship
What are the Scope of Salesmanship?
- Collection of more information regarding the market.
- Increasing economic power in various standardized sectors.
- Growth of technological progress.
- Enrichment of managerial efficiency.
- Extension effect on the economy.
How many type of Salesmanship are there?
- Wholesaler’s Salesman
- Manufacturer’s Salesman
- Retailer’s Salesman
- Specialty Salesman
It is concerned only with the wholesaler. The purpose of this type of salesmanship is to market the product only to the wholesaler.
Wholesaler’s Salesman
It may be sub-divided into four sub-categories:
He is employed to sell goods directly to the consumers, wholesalers, or retailers.
Manufacturer’s Salesmans
1.Missionary Salesperson
2.Technical Salesperson
3.Merchandising Salesman
4.Sale Promotion Salesmen
These salespersons interact with wholesalers, retailers, and consumers to offer and guide them regarding the product / service.
Missionary Salesperson
These salespersons are hired to sell technical products
Technical Salesperson
These salespersons not only sell products but also guide retailers in terms of in-store product display and arrangement.
Merchandising Salesman
The main job of this type of salesman is to convince customers to buy their products. They provide product demonstrations and also offer samples to prospective customers.
Sales Promotion Salesman
What type of retailer works with the final consumer directly
Subdivided into____
Retailer Salesman
Two: indoor and outdoor Salesman
What type of retailer Salesman that works inside a store. These are hired by store owners to help shoppers make buying decisions.
Indoor Salesman
What type of retailer salesman that work for the retailer by visiting customers and taking orders.
Outdoor Salesman
This person sells products such as expensive durable goods,
Specialty Salesman
How many significance of Salesmanship are they.
Five
a. Flexible Tool
b. Minimum Wasted Efforts
c. Results in Actual Sales
d. Offers Feedback
e. Advantageous to Consumers
Salesmen present their ideas tailored to customer needs and desires.
Flixible tool
The efforts of a salesman are directed only towards prospects.
Minimum wasted efforts
Salesmanship is a tool used by organizations to complement their other promotional activities. ; is salesman who converts the demand into actual sales.By clarifying consumer doubts, resolving their issues
Results in actual sales
A salesman is a medium for companies to engage in two-way communication with the customer.
Offers feedback
Salesman is of great help to customer as well.
Advantageous to customers
