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World of Salesmanship

Salesmanship is the act of persuading others to favorably respond to products, services, or ideas, fulfilling their needs and wants. Personal selling is important for establishing rapport, addressing customer concerns, and enhancing the company's image, while being a salesman offers numerous advantages such as unlimited earning potential and opportunities for growth. A successful salesman possesses a strong sales personality, which includes physical, emotional, psychological, social, and intellectual traits, and can be improved through self-introspection, seminars, and interaction with prospects.

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9 views2 pages

World of Salesmanship

Salesmanship is the act of persuading others to favorably respond to products, services, or ideas, fulfilling their needs and wants. Personal selling is important for establishing rapport, addressing customer concerns, and enhancing the company's image, while being a salesman offers numerous advantages such as unlimited earning potential and opportunities for growth. A successful salesman possesses a strong sales personality, which includes physical, emotional, psychological, social, and intellectual traits, and can be improved through self-introspection, seminars, and interaction with prospects.

Uploaded by

elledelmundo10
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as DOCX, PDF, TXT or read online on Scribd
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INTRODUCTION TO THE WORLD OF

SALESMANSHIP
Salesmanship Defined
 Act of persuading another to
respond favorably to a product,
service or idea.
 Process of persuading and
convincing a prospect to accept a
product or a service as one that
offers satisfaction to human
needs and wants.
 Involves helping a prospective
customer realize the value of
goods and services towards
fulfilling his needs and wants.
 A noble mission of helping
people satisfy their daily needs
and wants.
Importance of Personal Selling
1. It involves face to face contact
between the prospect and the
salesman
2. It gives chance to answer every
question and objection of the
prospect concerning the product
offered
3. It establishes rapport or friendly
relations with the prospect
4. The salesman can do a lot to
protect and even upgrade the
good name or image of the
company
Advantages of being salesman
1. Unlimited earning opportunities
2. More chances for promotion and
growth
3. Less employment requirements
4. Less tensions and intrigues
5. Opportunities to travel and meet
people
6. Offers awards and rewards
7. Less working hours
8. Working without strict supervision
DEVELOPING A SALES b. it includes emotional
PERSONALITY stability, anger and revenge
What makes a star Salesman? avoidance
 an individual who fully knows c. it aims to promote a better
him/herself relationship with prospects
 he must possess the five and preserve the reputable
important tools and assets name of the product and
1. knowledge of oneself company
2. knowledge of the company 3. Psychological traits
3. knowledge of the competitors a. it includes the salesperson’s
4. knowledge of the prospects courtesy, humility,
5. knowledge of the product cheerfulness, dependability,
Sales Personality Defined initiative, determination to
 it refers to the sum of all the succeed, courage, self-
salesperson’s physical, emotional, confidence, persistence,
psychological, social, and persuasiveness, reliability,
intellectual traits. adaptability, and sincerity
 it is the required personality to towards prospects and his
obtain a favorable response from job.
prospects or customers 4. Social traits
Importance of Sales Personality a. it refers to the
 To be able to adapt to various characteristics or traits of a
types of prospects salesperson that they can
 To be able to befriend prospects use to attract a prospect’s
 To be able to get the sympathy attention.
and attention of the prospects b. it also includes their ability to
Important Aspects of Sales listen and sympathize with
Personality prospects
1. Physical traits 5. Intellectual traits
a. it refers to the physical and a. it refers to a salesperson’s
personal appearance of the use of his analytic and
salesman problem-solving ability
b. it is the first thing that b. it also includes their ability to
prospects see learn quick, originality,
c. it includes the grooming, creativity and decisiveness
clothing, poise and posture, Ways of Improving Sales Personality
voice, language, manners, 1. self-introspection
mannerisms, facial 2. seminars and workshops
expressions, and body 3. reading pocketbooks and other
movements of the salesman self-help literature
2. Emotional traits 4. interaction with prospects
a. it refers to the self-control, 5. tips and advice from colleagues
even temperaments, tact, and managers
optimism, and enthusiasm a
salesperson must display

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