About SALESMANSHIP. its importance, kinds and type.

1. Professional Salesmanship
By Ahra Marie O Henry

2. What is Salesmanship?
A salesmanship is a skill or method in promoting
and selling commercial products or services.
What is the importance
Salesmanship?
A salesmanship can increases the rate of
turnover and reduces unsold stock.

3. Salesman
A person whose job involves
selling or promoting
commercial products, either in
a store or visiting locations to
get orders.
YES! WE HAVE DISCOUNTS!

4. Characteristics of a good salesman
Love of selling. A good salesman finds it exciting and is
strongly convinced that the product being sold offers something of
great value.
Willing to work hard, then work somewhere. Selling requires
long hours of hard work, day in and day out, to reach personal goals.
Need to achieve. Successful salespeople have, as part of their
personality, a strong work ethic and high need to strive for success.
Have an optimistic outlook. Salespeople credit a positive attitude
toward their companies, product, customers, themselves, and life as
major reasons for their success.
Be knowledgeable. Successful salespeople place great emphasis on
being thoroughly knowledgeable in all aspects of their business.

5. Characteristics of a good salesman
Ask questions and then listen to
uncover customer needs. Good salespeople are
good listeners.
Serve your customer. The most important
characteristic for establishing a lasting sales
relationship with a customer is willingness to
provide service.
Be physically and mentally prepared. With
physical preparedness comes mentally strength.

6. History of selling
In the 1950s, two forces—psychology and process
methodology—combined to forever change the sales industry through
Dale Carnegie’s five-step AIDCA methodology. The AIDCA five steps
are:
Attention—through creating ‘sizzle’
Interest—aroused through features and benefits
Desire– by linking the product to needs and wants
Conviction– from the seller in overcoming objection

7. Forms of selling
1. Personal selling – it can be called as direct
selling; hard selling and/ or pressure selling.
2. Non-personal selling – this selling through the
aid of some from of media like advertising,
sampling, social media, window display and
other forms of promotions.

8. Type of Salesmen:
1. Manufacturer’s Salesmen:
a) Missionary Salesmen – aslo known as
Creative Salesmen or Pioneer Salesmen. They are
employed by manufacturers and do the work, of
missionary nature.
b) Merchandising Salesmen - They assist
dealers by giving suggestions on display, store-
layout, service facility etc. They arrange wide
publicity and conduct demonstration for dealer
salesmen, by even working along with them.

9. 2. Wholesaler’s Salesmen:
Products reach the hands of customers through a number
of channels, the main channel being wholesalers
3. Retail Salesmen:
They receive orders and execute them. They must have
good manners and a helpful attitude. They must be able
to guide the customers and help them to make quick
decisions.
They are of two types:
1. Indoor salesmen, works within the store.
2. Outdoor Salesmen, sales personnel that physically go
out into the field to meet with prospective customers.

10. 4. Speciality Salesmen:
They are to sell speciality products-expensive
durable goods, furniture, books, house
furnishings, washing machines, automobiles,
refrigerators etc. People purchase these
products only after a personal and careful
selection, because they do not buy them
frequently.