Salesmanship is defined as the ability to persuade people to buy goods or services for the benefit of both the seller and buyer. It involves turning suspects into prospects and prospects into customers through skills like persuasion and establishing trust. While sales traditionally involved in-person interactions, digital platforms are now commonly used. Salesmanship requires adapting persuasive techniques to online contexts like webinars and video chats. It is described as both an art and a science, aiming to satisfy customer needs and present products in a way that leads to mutually agreeable sales. Key aspects include building confidence, influencing customers through education, and maintaining ongoing relationships.

1. Salesmanship
Meaning, Definition & Characteristics of Salesmanship
BY
RADHIKA SHARMA
ASSISTANT PROFESSOR
NATIONAL POST GRADUATE COLLEGE

2. Meaning of Salesmanship
• Salesmanship is the ability to persuade people to buy goods or services at a
profit to the seller and with, benefit to the buyer.
BY- RADHIKA SHARMA, ASSISTANT PROFESSOR, NATIONAL POST GRADUATE COLLEGE

3. Key words
Art Ability Persuade
Linkage Skill
BY- RADHIKA SHARMA, ASSISTANT PROFESSOR, NATIONAL POST GRADUATE COLLEGE

4. Salesmanship includes all those activities that
are undertaken to turn…
Suspect Prospect Customer
BY- RADHIKA SHARMA, ASSISTANT PROFESSOR, NATIONAL POST GRADUATE COLLEGE

5. BY- RADHIKA SHARMA, ASSISTANT PROFESSOR, NATIONAL POST GRADUATE COLLEGE

6. Present Scenario
• In the present times, the concept of salesmanship has even become broad as more and
more transactions are taking place on the internet.
• The sellers are not required to interact with their customers face to face. But that does
not mean that you don’t need selling skills while selling your goods through online
platforms.
• You are still required to have excellent persuasive skills to sell your products.
• Most of sales meetings are taking place online via webinars and video chat.
• Convincing your customers to buy your product through these media also requires
selling skills. The approach of salesmanship is the same, but the platforms have changed.
BY- RADHIKA SHARMA, ASSISTANT PROFESSOR, NATIONAL POST GRADUATE COLLEGE

7. Definitions of Salesmanship
• According to W G. Carter, Salesmanship is an attempt induce people to buy goods."
• According to H. H. Haughton, “Salesmanship is the personal service rendered to the
community with the marketing of goods.”
• According to R. S. Davar, "Salesmanship may be defined as the art of persuading persons to buy
goods which will give them lasting satisfaction by the use in the process.... it is the ability to
convert human needs into wants. Salesmanship is the persuasion and not compulsion."
• According to Ripley, "Salesmanship is the power to persuade plenty of people pleasurably and
permanently to purchase your product at a profit."
BY- RADHIKA SHARMA, ASSISTANT PROFESSOR, NATIONAL POST GRADUATE COLLEGE

8. • According to Harry L. Hausen, "Salesmanship is the act of persuading
people to accept an idea."
• According to D.D. Couch, "Salesmanship is the science of creating in
the mind of your prospect a desire that only possession of your
product will satisfy."
• According to H. Garfield Black, “The art of salesmanship consists of one
human mind in another human mind."
• In the words of Harold Whitehead, "Salesmanship is the art of presenting
and offering that the prospect appreciates it and that a mutually satisfactory
sales follows."
BY- RADHIKA SHARMA, ASSISTANT PROFESSOR, NATIONAL POST GRADUATE COLLEGE

9. Characteristics or Features of Salesmanship
• Creative Art
• Personal Service
• Involves winning the buyer’s confidence
• Attracting-Persuading Customers
• Establish cordial relations between the organization and
customer
• Influence
BY- RADHIKA SHARMA, ASSISTANT PROFESSOR, NATIONAL POST GRADUATE COLLEGE

10. • It is the most important form of promotional mix.
• To be very effective, salesmanship also has to be carried on continuously to
perpetuate the demand created once.
• Salesmanship basically aims at selling a product. It does not stop at that.
Actually it involves selling an idea or one’s point of view.
• It is an educative process. Salesmanship provides information about the
products, their special features and their utility.
• Universal
BY- RADHIKA SHARMA, ASSISTANT PROFESSOR, NATIONAL POST GRADUATE COLLEGE

11. According to Harvard Business Review
• “If American sales efficiency is to be maximized and the appalling
waste of money and manpower which exists today is to be minimized,
a constructive analysis must be made of what selling really is and how
its effectiveness can be enhanced….We must look a good deal
further—into the mysteries of personality and psychology—if we want
real answers.”
BY- RADHIKA SHARMA, ASSISTANT PROFESSOR, NATIONAL POST GRADUATE COLLEGE

12. Time to jog your mind!!!!!!!!!!!!
BY- RADHIKA SHARMA, ASSISTANT PROFESSOR, NATIONAL POST GRADUATE COLLEGE

13. BY- RADHIKA SHARMA, ASSISTANT PROFESSOR, NATIONAL POST GRADUATE COLLEGE