PROFESSIONAL SALESMANSHIP

(PROSALE)

LESSON 1:
SALESMANSHIP: ITS NATURE AND
REWARDS

Lecturer:
Joshua D. Gonzales
TOPICS
1. Definition of Basic Terminologies
 Selling
 Salesmanship
 Professional salesmanship
 Distinction between selling and
salesmanship
2. Review of the Basic Marketing Concept
 The 4P’s of Marketing
3. General Forms of Selling
 Direct selling
 Non-direct selling
4. The Professional Salesman’s Creed
5. COMPENSATION OF SALES PEOPLE
Topic 1: Definition of Basic Terminologies

SELLING

 the art of closing the deal encapsulates selling's

essence.

 Closing the deal – it means the  first

transaction between the seller and the
prospective buyers or the target market where
something considered to have monetary value
is exchanged for goods or services. 
Topic 1: Definition of Basic Terminologies

The Four Types Of Selling

 Transactional selling-is a common method of

sales in which a sales representative seeks out
prospects, develops a relationship and then tries to
close a sale.
Topic 1: Definition of Basic Terminologies

The Four Types Of Selling

 CHANNEL PARTNER 
 Solution selling-refers to the philosophy or
practice of uncovering a customer's pain points is a company
and then providing products and services that that partners with a
manufacturer or
address the underlying business problem. producer to market and
sell the manufacturer's
products, services, or
technologies. This is
usually done through a
co-branding relationship.
Topic 1: Definition of Basic Terminologies

The Four Types Of Selling

CONSULTATIVE SELLING
 The focus is on customer relationships
and dialogue with the customer around needs.
  Is a sales approach that prioritizes relationships
and open dialogue to identify and provide
solutions to a customer's needs. It is hyper focused
on the customer, rather than the product
being sold.
Topic 1: Definition of Basic Terminologies

The Four Types Of Selling

 Provocative selling- creating or controlling a

situation by causing something to happen rather
than to it after.
Topic 1: Definition of Basic Terminologies

SALESMANSHIP

 the skills and methods used in selling or promoting

commercial products.
 the level of skill you have in convincing people to buy
or in persuading people to do something. 
Example: A car dealer who works at car
manufacturing she/he sells the most expensive car for this
month after he/she closed the deal to the buyer, now his an
example of a person with great salesmanship skills.
Topic 1: Definition of Basic Terminologies

What is the role of

salesmanship?

 SALES REPRESENTATIVE OR
SALESPERSON
 SELLS PRODUCTS
 SERVICES TO BUSINESSES
 CONSUMERS
Topic 1: Definition of Basic Terminologies
PROFESSIONAL
SALESMANSHIP
Importance of Salesmanship
1. Producers - the taste of the
consumers
2. Customers - guides the consumers
 is an art of winning over the buyer's confidence so and give more satisfaction.
3. Salesmen - is to make sales of
that a permanent goodwill may be built and a products or services.
lasting satisfaction may be given to him when he 4. Society- salesmanship itself
goes the product offered to him. directly absorbs a large number of
people.
Topic 1: Definition of Basic Terminologies

Distinction between
selling and salesmanship

Selling
 is the process of transferring goods or services to the buyer in
return of money or something else by Registered Business.
Salesmanship
 a friend and a guide of the consumer and a supporter and an aid to
the producer.
 is actually the way you convince your prospect with logic,
arguments and product features to buy it from you and not from
other suppliers.
Topic 2: Review of the Basic Marketing Concept

The 4P’s of Marketing

 are the key factors that are involved in the marketing of a

good or service. 
 PRODUCT- offered to a market for attention,
acquisition, use or consumption and that might satisfy a
need or want.
 PRICE-  is the cost consumers pay for a product.
 PLACE- to determine where they should sell a product
and how to deliver the product to the market.
 PROMOTION- includes advertising, public relations,
and promotional strategy. The goal of promoting a
product is to reveal to consumers why they need it and
why they should pay a certain price for it.
 BOARD
Topic 2: General Forms of Selling

Direct selling/Personal
Selling

Types of Direct Selling

1. Single-level Direct
Sales
 refers to selling products directly to the consumer in a
2. Host or Party-Plan
non-retail environment.
Sales
  is when individual salespeople reach out to consumers 3. Multi-level Marketing
directly.
Topic 2: General Forms of Selling

Non-direct selling/ Non-personal

Selling
Types of Non-direct selling
1. Internet marketing
2. Face-to-face selling
3. Direct mail
 this is selling through the aid of some of form of media 4. Catalogs
like advertising, sampling, social media, window 5. Telemarketing
6. Direct-response advertising
display and other forms of promotions. 7. Kiosk marketing
  is when a company markets directly to the consumer.
Topic 3:The Professional Salesman’s Creed
1. I will place customer and company interest above self – interest.
2. I will be constantly alert to the concept that successful selling must bring mutual and
continuous benefits to both the buyer and seller.
The
3. I will maintain an optimistic and positive attitude toward my business at all times.
4. I will maintain loyalty to my company, my associates and my customers.
Salesman's
5. I will do everything possible to support the free – enterprise system based upon open
Creed
competition and freedom of choice in the market place.
6. I will continue to develop new knowledge’s, skills, and attitudes to keep pace with
the changing technological and social environment.
7. I will make every effort possible to utilize efficiently my total capacities in rendering
quality service to my customers and company.
8. I will never violate the trust and confidence of my customers or associates.
9. I will maintain honesty and integrity in all of my dealings with my customers,
competitors, colleagues, and company.
10. In all of my personal activities I will attempt to do what is right and just for all
parties concerned.
Topic 4: COMPENSATION OF SALES PEOPLE
1. Recruit and retain qualified
Compensation Plan employees.
2. Increase or maintain
morale/satisfaction.
3. Reward and encourage peak
  is a complete package that details your performance.
employees' wages, salaries, benefits, and terms 4. Achieve internal and
external equity.
of payment.  5. Educe turnover and
 include details about bonuses, incentives and encourage company loyalty.
commissions that may be paid to employees. 6. Modify (through
negotiations) practices of
unions.
Topic 4: COMPENSATION OF SALES PEOPLE

Compensation Elements

a fixed element, either a salary or a drawing account,

to provide some stability of income

a variable element to serve as an incentive.

an element covering the fringe or “plus factor,” such as

paid vacations, sickness and accident benefits, life
insurance, pensions

an element providing for reimbursement of expenses or

payment of expense allowances.
Topic 4: COMPENSATION OF SALES PEOPLE

TYPES OF
COMPENSATION PLANS

1. Straight-Salary Plan - is the simplest compensation plan.

2. Straight-commission Plan - individual sales personnel should be
paid according to productivity.
3. Combination Salary and Incentive Plan Salary Plus
Commission – it is a combinations of salary and commission
plans.
4. Use of Bonuses - is an amount paid for accomplishing a specific
sales task or a commission varies in amount with sales volume or
other commission base.
5. Fringe Benefits - an extra benefit supplementing an employee's
salary, for example, a company car, subsidized meals, health
insurance, etc.
REFERENCES
 https://www.thebalancesmb.com/successful-selling
 https://www.yourarticlelibrary.com/salesmanship/salesmanship-
definition-importance-duties-and-types/
 Diola, Zenaida S., Tichepco, Edgar M., “Marketing A Simplified
Approach” Text and Cases C & E Publishing, Inc., 2009
 Tim Berry of Palo Alto Software, “Direct marketing fundamentals”,
https://www.mplans.com/articles/direct-marketing-fundamentals/
 Vieira, Walter, “The New Professional Salesman : Meeting Challenges
in the 21st Century” eBook New Delhi : Sage Publications Pvt. Ltd.
2008