The document covers the essential aspects of professional salesmanship, detailing personal and non-personal selling methods, types of selling, and the selling process. It discusses the responsibilities and qualifications of salespeople, the advantages and disadvantages of a career in sales, various compensation plans, and the characteristics of buyers. Additionally, it addresses motivation theories, differences between direct selling and multilevel marketing (MLM), and the attributes of legitimate marketing practices.

1. PROFFESSIONAL
SALESMANSHIP
MK TG. 3

2. SALESMANSHIP: IT’S NATURE AND
REWARDS
• Personal Selling
― It is the employment of men and women who determine
the needs of potential buyers and attempt to persuade
these prospects to satisfy their needs through the purchase
of products and services.
― It is the direct face to face interaction between a buyer
and a seller with the objective of making a sale and
satisfying the needs of the buyer.
― It is an oral presentation through conversation with the
buyers with the aim of making a sale.

3. SALESMANSHIP
• It is an art of convincing and persuading people to
buy the product.
• It is the ability or skill in selling

4. FORMS OF SELLING
• Personal Selling – it can be called as direct selling,
hard selling or pressure selling.
• Non-Personal Selling
– This is selling through the aid of some
form of media like advertising, sampling,
window display and other forms of promotion.
– it is also called as soft selling.
 TYPES:
 Advertising
 Sales Promotion
 Telemarketing
 Online Selling
 Direct Mail

5. T HE SELLING PROCESS
(P’S OF SELLING)
1. Preparation
2. Promotion
3. Pre-approach
4. Presentation (AIDA)
a) Awareness
b) Interest
c) Desire
d) Action
5. Purchase
6. Post-Sales Activities

6. PROFESSIONAL SALES REQUIREMENTS
• It fully satisfies the needs and wants of a customer.
• The salesman earned profit from the sale.
• The producer gained profit from the sale.
• There is continued patronage from the customer.

7. SALESMAN IN DIFFERENT NAMES
• Salesman/ Saleswoman
• Sales Executives
• Sales Associate
• Sales Representative
• Sales Clerk
• Sales Engineer
• Sales Representative
• Sales Staff
• Medical Representative
• Account Executive

8. ADVANTAGES OF SELLING AS A
CAREER
• Relatively high income
• Travelling
• Satisfaction of rendering service
• Chance for advancement
• Managing one self
• More chances to meet and interact with people
• Meet challenges
• More fun
• No need for academic laurels

9. DISADVANTAGES OF SELLING
AS A CAREER
• Long hours work
• Compensation is not on a regular basis
• Lots of frustration
• Limited reach
• Expensive

10. DIFFERENT COMPENSATION PLANS
(for sales people)
• Straight Salary Plan – It is considered as the simplest
compensation plan. The salesmen receive a
fixed amount at regular intervals usually every
15th or end of the month
• Straight Commission Plan – the theory of the plan is
that the performance of the salesmen will have
to be measured according to their productivity.
• Combination Salary And Commission Plan – The
salesmen receives a base salary, but he gets
also a percentage on commission

11. FRINGE BENEFITS OF A SALESMAN
• Bonuses
• Allowances (transportation, food, communication)
• Trip Packages (Local or Overseas)
• Vehicle
• Gifts
• Membership clubs (Gym, Golf Club, etc.)
• Other benefits

12. SALESMANSHIP NOT By a Salesman
• Politicians
• Priest or Ministers
• Professionals
• Job Applicants seeking employment
• Lover offering his love and affection to his/her
sweetheart
• Organizations for a cause (Charitable Institutions)

13. SALESMAN’S RESPONSIBILITIES, DUTIES
AND QUALIFICATION
• Salesman’s Job
• To get orders
• To interpret the people’s need and selling them goods and
services which they are willing to buy
• To permit the establishment of a permanent business
relationship
• To serve prospects by giving advice on selling, merchandising,
advertising and management problems

14. DIFFERENT TYPES OF JOB FOR
SALESMAN
• Salesman as a communicator
• Salesman as a problem solver
• Salesman as an educator
• Salesman as a human relations expert

15. SALESMAN’S AIM
• To sell himself
• To sell the company
• To sell the product

16. DUTIES AND RESPONSIBILITIES OF A
SALESMAN
• Selling
• Direct Selling
• Advising and Counseling
• Handling Complaints
• Attending Sales Meetings
• Non-selling
• Reporting
• Collecting
• Assisting the credit department
• Organizing
• Travelling
• Studying

17. QUALIFICATIONS OF SUCCESSFUL
SALES CAREER
• Education
• Personal Characteristics
• Personality factors
• Work habits and experiences
• Physical health

18. MENTAL CHARACTERISTICS
OF SALES PEOPLE
• Honesty
• Responsibility
• Courage
• Loyalty
• Resourcefulness
• Confidence
• Imagination
• Showmanship
• Ambition
• Adaptability
• Industry
• Observation
• Enthusiasm
• Courtesy
• Dominance
• Tact

19. HUMAN RELATIONS
• It is usually involves the proper communication and
exchange of ideas among individuals.

20. FAMOUS 5 P’s of SUCCESSFUL SELLING
• Product
• Personality
• Perseverance
• Prospect
• Picturesque Presentation

21. TEN COMMANDMENTS IN SELLING
1. Speak to people
2. Smile at people
3. Call people by name
4. Be friendly and helpful
5. Be cordial
6. Be genuinely interested in people
7. Be generous with praise
8. Be considerate of the feelings of others
9. Be thoughtful of the opinions of others
10.Be alert to give service

22. MANNERS THAT A SALESMAN OUGHT
TO OBSERVE
• Look pleasant and neat
• Wear simple clothes
• Good voice and diction
• Have a firm handshake
• Avoid tapping the desk with the finger or a pencil
• Buttoning or unbuttoning one’s coat, and annoying physical movements
such as crossing and uncrossing one’s legs or nervous tapping on the
floor with one’s foot
• Avoid the repetitions of such phrases as “see what I mean” and “you
know” or starting every sentence with “Now” or “And”
• Remember the names and surnames of individuals you deal with
• Do not argue with the customers
• Avoid stepping on sentences
• Keep your promises
• Smile
• Keep physically fit

23. THE NEW SALESPERSON
• A techie
• Computer Literate
• A master of the Internet and of online selling
• An intelligence agent – S/He can get all the information
required in a sales transaction, including the needs and
wants of his target market and the activities of the
competition and other major players in the industry
• Customer-oriented
• Master Strategist – He can draw up and execute a well-balanced
sales plan designed to help him achieve
maximum market growth, market share and profit

24. CHARACTERISTICS AND BEHAVIOR
PATTERNS OF CUSTOMERS
(PART 1)
• TYPES OF BUYERS:
1. The Cold Critical Buyer – The salesperson should keep his poise or
self-confidence, and give a very businesslike sales talk full of facts.
2. The Self-important Buyer Or Egoist – The salesperson should flatter this
type
3. The Easy Going And Goo-natured Buyer – The salesperson should
establish friendly relations
4. The Nervous and Irritable Buyer – The salesperson should be calm
and polite
5. The Forgetful Buyer – The salesman must go slowly and repeat often.
6. The Opinionated Buyer – The salesperson should keep on the subject
and direct the buyer’s mind to his product
7. The Impolite Buyer – The salesman should keep his temper, no
matter how impolite the buyer becomes.
8. Cultivated And Rough Buyer – The Salesman must dress better,
better manner and use better language.

25. EIGHTEEN DIFFERENT
CLASSIFICATIONS OF BUYER
1. The Competitive prospects – one who presumes that
he can have more products for less money and enjoy
comparing one product from the other.
2. The Technical prospect – one who possesses a
scientific type of method.
3. The Friendly prospect – talkative type of buyer who tries
to monopolize the conversation of topics related to his
family, friends and social circles.
4. The Argumentative prospects – he is very fond of
arguments, of using his reasoning power.
5. The Hot-headed prospects – he is the temperamental
type who easily got angry with the slightest
provocation.

26. 6. The Silent prospect – One who talks little, making it
hard for the salesperson to know and serve him.
7. The Hesitant prospect – The prospect cannot
decided whether to buy or not the product.
8. The Big-time prospect – One who suggests that he
can exert pressures to the buying decisions of top
management ranks.
9. The Shopping prospects – One who is very fond of
shopping around.
10.The no money in the budget prospect – He likes
the product very much but he does not have the
money.

27. 11.The Thrifty prospect – He is one who is price
conscious.
12.The Self-important prospect – The one with so
called “high hat” attitude.
13.The Curious prospect – The prospect is very
inquisitive.
14.The Timid prospect – He is considered to be a
problem prospect.
15.The Undecided prospect – He thinks too slowly
and needs to be pushed by a third party to
convince him to buy the product.

28. 16. The Wavering prospects – One who cannot make
up his mind to do one thing or the other.
17.The Slow-thinking prospect – Never to be hurried
or pushed.
18.The Open-minded prospect – He is the finest type
of prospect. Easy to get along with and fairly
consider every facts presented to him.

29. CHARACTERISTICS OF AN EXTROVERT
BUYER
• He laughs frequently and readily
• He usually likes to talk
• He may be a rather fluent talker
• He is cordial and pleasant in manner
• He enjoys being called by his first name
• He will make an attempt to be liked personality
• He tries not to hurt anyone’s feelings
• He probably will not want to argue
• He may like to talk about social activities
• He may be interested in a minimum of details
• He may often act upon matters impulsively

30. CHARACTERISTICS OF AN INTROVERT
BUYER
• He is reserved
• He seldom laughs
• He questions the salesperson’s motives
• He wants reasons, facts, and details
• He speaks infrequently of social activities
• He does not want to be rushed into action
• He is sensitive
• He puts relatively little weight on the salesperson’s personality
• He does more listening than talking
• He likes to make up his mind at his own pace
• He defends his conviction rather strongly
• He rarely offers his opinion when in a group
• He terminates the interview abruptly

31. CHARACTERISTICS AND BEHAVIOR
PATTERNS OF CONSUMERS
(PART 2)
• Internal Behavior Factors:
• Perception – it is the process by which an individual thinks,
believes, acts and interprets information though the various
senses.
• Motives – it is the force that activates behavior
• Learning – it may be described as the variations in the behavior
of the individual based upon past experiences in similar
situations.
– it refers to the result of direct and indirect experiences
on the future behavior
• Attitudes – defined as the predisposition to behave in a
consistent way toward a person or class.
– it is the sum or total of an individual’s feelings,
inclinations, prejudices, preconceived notion and convictions
which tend to create a disposition
• Personality – it the sum or total of a person’s characteristics.

32. SOCIAL INFLUENCES ON BUYING
BEHAVIOR
• Role and Family influences
• Role – set of actions or functions performed by an individual in a
particular position supposed to be performed.
• Reference Group influences – it is an identification mark of
an individual as to what group he or she belongs.
• Social Classes – a group to which they aspire and normally
have common patterns of behavior.
• Culture – it embraces the ideas, values, attitudes, artifacts and
symbols governing the behavior of a member of the group.
– it is also includes concepts, values and behavior that are
learned and are passed on from one generation to the next

33. CONSUMER MOTIVATION
• Selling requires motivation. We can say that people
have reasons for their action. Therefore, people do
not just buy things without reasons. A good
salesman tries to discover what really motivates his
prospects and then base his presentations around
it.

34. • Need – is the state of the felt deprivation. It is a lack
of something which is necessary.
• Wants – these are individual desires that are not too
important to life itself, although they are also
desired for creating a more satisfying and
abundant life.
• Motivation – it is the amount of effort the salesman
desires to extend on each of the activities or tasks
associated with his job.

35. MOTIVATION PROCESS
Need goal goal reduced
(TENSIONS) directed achievement tension

36. WHY MANAGERS NEED TO MOTIVATE
SALESPEOPLE?
• Keep the salesman’s morale high in the face of
adversities.
• Motivate the salesman to exploit his potentials to
the fullest.

37. INTERNAL FORCES
• Rational Motives – these are motives that involve
conscious reasoning about a course of action.
Reason or intelligence is involved in the
purchase decision.
• TYPES:
• Economy
• Desire for quality
• Convenience

38. • Emotional Buying Motives – these are irrational
motives which prompt the buyers to buy a
certain product.
• TYPES:
• Ease and convenience
• Profit and thrift
• Safety and protection
• Play and relaxation
• Pride and prestige
• Love and affection
• Sex and romance
• Adventure and excitement
• Other random and emotional buying motives

39. REASONS WHY PEOPLE BUY INDUSTRIAL
AND COMMERCIAL PRODUCTS
• Profit
• Economy
• Uniformity of output (uniform sizes, quality or color)
• Flexibility
• Saleable
• Protection
• Utility

40. MOTIVES WHY PEOPLE BUY FROM A
CERTAIN STORE
• Convenience of location
• Price
• Service of merchandise
• Sales personnel
• Reciprocity (you scratch my back and I’ll scratch
your back)
• Quality

41. THEORIES OF MOTIVATION
• Maslow’s Hierarchy of needs theory – this was
advocated by Abraham H. Maslow, clinical
psychologist. It has two premises: First, human behavior
are motivated by their own desire to satisfy certain
needs. Second, the needs of individuals are universal. As
the lower needs are satisfied, behavior is motivated to
satisfy the next level of need.
• Achievement Motivation Theory – It was advocated by
Henry A. Murray and David C. McClelland. This is also
known as Need Achievement theory which states that
the major portion of an individual’s will perform can be
explained by the intensity of his or her need for
achievement.

42. • Motivation-hygiene Theory – This theory was
researched by Frederic Herzberg and his associates.
It is also known as the two factors theory and dual
factor theory. The factors involved in producing job
satisfaction and motivation are quite different from
the factors involved in producing job dissatisfaction.
• Expectancy/ Valence Theory – Expounded by
Victor H. Vroom. It is more concentrated in
understanding the processes or dynamic
relationships among the variables as they affect the
individual behavior

43. • Reinforcement Theory – B.F. Skinner was the one
who advocated this theory and also known as
operant conditioning. This theory presupposes that
human behavior can be subjected to change, can
be molded or conditioned, by controlling the
reward structures of various forms of behavior better
known as the “positive reinforcement.”

44. DIRECT SELLING COMPANIES VS.
MLM COMPANIES
• Direct Selling Companies – face-to-face selling to the
companies through independent distributors or sales
people. It is legitimate marketing medium that is
used to sell practically anything.
• Multilevel Marketing (MLM) – It is also called as Network
Marketing. One builds an organization by using a
network through which to channel the products.
– it is an approach of distributing products
sold directly to the final users through a network of
independent distributors or dealers through which it
channels the products, sharing with relatives,
neighbors or business associates.

45. • Pyramiding – it is an illegal money scam often
confused with legitimate network marketing
plans, where people are convinced to pay
money for a chance to profit from the
payments of others who might join later.

46. TERMINOLOGIES RELATED TO
MULTILEVEL MARKETING
• Sponsor – the person who introduces another into
the business of a multilevel marketing company.
• Upline – It includes the sponsor of a distributor, the
sponsor and all the way up.
• Downline – includes all the recruits (or distributors)
directly sponsored by a distributor, his recruits and
all the way down.
• Incentive – A reward system given to executive
distributors to entice them to sell and push the
products

47. • Binary plan – It is a network or multilevel marketing
compensation plan, which allows distributors to
have only two direct or first-level distributors.
Any additional distributors sponsored have a
‘spillover’ effect, meaning; they are placed at
levels below the sponsoring distributors’ first
level.
• Proselytizing – It is an act of recruiting co-distributors
to join other companies to the detriment of the
upline and network marketing company. In
short, it’s about a distributor or distributors
raiding a company’s sales force another
company for personal gain.

48. ADVANTAGES OF JOINING A DIRECT
SELLING COMPANY
• Real potential for personal and financial rewards
• Easy access to training and support
• Low startup cost
• Independence and flexibility
• A person that joined a direct selling company is
considered as an employee of the company
• Anyone can join regardless of educational
attainment
• Develop interpersonal and selling skills
• There are no penalties in leaving the industry

49. DISADVANTAGE OF JOINING A DIRECT
SELLING COMPANY
• Cost per contact
• Time
• Customer intrusion
• Professionalism and credibility
• Continuity of the message
• Potential for scams

50. ADVANTAGES OF JOINING A
MULTILEVEL MARKETING (MLM)
• Manpower labor cost is nil and insignificant, because the
distributors recruited are not employees of the network
company
• The distributors are free from the usual business risk because
capital is very minimal
• Network marketing relies heavily on the word-of-mouth
communication
• The distributors are not required to work full time
• Network marketing provides unlimited income to distributors
who are energetic and leader in motivating its network of
members to sell and share their experiences to others
• Transaction are not purely done at cash basis
• Fast turnover of products
• Triggers high loyalty from users

51. DISADVANTAGES OF JOINING A
MULTILEVEL MARKETING (MLM)
• Getting attached to a disreputable MLM company
• Creating a network or downlines may be more
expensive than the distributor realized
• There may be a lot of money spent on outside meals,
fuels, accommodation, etc.
• Actual success in sales is hard to come by.
• They will depend on their downlines for their sale and
NOT on his/her personal sales
• The products may be overpriced discourage people to
buy them
• Your family and friends may not understand what you
are trying to do

52. TRUTH ABOUT LEGITIMATE MARKETING
COMPANIES
(DSAP)
• Low entry barriers
• Fair market value/regular retail requirement
• No inventory loading – committing to a substantial
investment that may cause financial distress to the
distributor subsequently
• Low exit barrier

53. SUCCESS FACTORS IN MLM OR
NETWORK COMPANIES
• Recruiting (or sharing) as many distributors as possible to
have more consumers, sales and profit.
• Distributors to teach their downlines
• Attitude and leadership of the sponsor
• Products sold must be affordable, of good quality, and
satisfy a want
• Viability of the marketing (or business) plan
• Integrity of the network company
• Training and business opportunity meetings with
distributors on a periodic basis, providing guidance and
directions, motivations, and product knowledge and
testimonials from distributors.

54. HOW TO DIFFERENTIATE A
LEGITIMATE DIRECT SELLING
COMPANY FROM PYRAMIDING?
The 8-Point Test
1. Is there a product?
2. Are commissions paid on sales of products and not on
registration/entry fees?
3. Is the intent to sell a product not a position
4. Is there no direct correlation between the number of
recruits and compensation?
5. If recruitment were to be stopped today, will the
participants still make money?
6. Is there a reasonable product return policy?
7. Do products have fair market value?
8. Is there a compelling reason to buy?

55. FOUR (4) BASIC EXPECTATIONS OF
EACH DISTRIBUTOR
• Use the products personally
• Share the products with FRAN (friends, relatives,
associates, neighbors)
• Sponsor people into the network
• Build and maintain an organization of leaders

56. SEVEN (7) STAGES OF A RECRUIT IN AN
MLM COMPANY
1. Visitors – This individual signs up as a distributor but
has not done anything yet other than attend a
business opportunity meeting.
2. Participants – This type of distributor shows up at
the office or during meetings and trainings. They
have the desire to be active but have not made a
purchase for personal use or resale.
3. User – This type of distributor has signed up and
consumes the product for personal use.
4. Recruiter – This type of distributor has invited visitors
and participants and signed up some as users or
downlines.

57. 5. Motivator – He/ she goes for the hype.
6. Trainer – He/she is interested in helping his recruits
to attain knowledge and skills in the shortest
possible time using the best-proven method that
he knows.
7. Leader – He has not only developed himself to be
great motivator and trainer but he is also
conscious to be a role model for others to
emulate.

58. WHY DO PEOPLE STAYS IN THE MLM
BUSINESS
• Good products
• Good leadership
• Good company
• The company’s purpose/ vision
• Competitive Earnings
• Personal and financial success

59. CREDIT POLICIES AND PRACTICES
• CREDIT – it is the borrowing capacity of an
individual or company.
– Contractual agreement in which a
borrower receives something of value now and
agrees to repay the lender at some later date.
– it is the extension and acceptance of a
promise to pay in the future.

60. C’s of CREDIT
• C’s of credit – it is a method used by lenders to
determine the credit worthiness of potential
borrowers.
THE FIVE C’s of CREDIT
 Character – integrity of the borrower. It has something to do with
the individual’s sense of responsibility in meeting his financial
obligation.
 Capacity – sufficient cash flow to service the obligation. It is
person’s ability to earn money in meeting his obligation.
 Capital – borrower’s net worth or wealth.
 Collateral – assets to secure debt.
 Conditions – environment the borrower is and the overall
economy.

61. WHY CONSUMER USE CREDIT?
• Convenience
• Immediate use of high-price items
• Possible savings
• Preservation of savings
• Income tax purposes

62. WHY RETAILERS OFFER CREDIT?
• It creates customer loyalty
• It may be less price conscious
• Credit customers buy more freely
• It may attract preferred trade
• It builds goodwill
• It helps smooth out business peaks

63. FOUR GENERAL GROUPS OF CREDIT
POLICIES
• Liberal granting and collections – this is to extent credit
to all consumers regardless of its credit standing
• Liberal granting and strict collection – it is extended to all
classes of risk and believes he feels he is a better
collector than his competition.
• Strict granting and liberal collection – it would not extent
credit to consumers with poor or fair credit standing. But,
they are lenient in regards to collection because they
have already carefully selected their consumers.
• Strict granting and strict collection – it stresses prompt
payment of bills to minimize collection expenses.

64. COLLECTION TIPS
• Speaks slowly and always tell them what you want them
to do. Don’t leave an open-ended message.
• Always be courteous and professional.
• If the debtor is not around, talk to another member of
the family. Tell them your name and purpose of visit
regarding an important matter that needs follow up.
• Create sense of urgency by leaving a deadline to them.
• Get the other contact details of the debtor in order for
you to reach her out.
• Ask for the best time to visit them .

65. COMMON DEBT COLLECTION ERRORS
• Not checking customer’s credit history before extending
credit.
• Not getting a credit application, agreement or contract in
writing and signed.
• Unintentionally “harassing” a debtor.
• Overlooking small balances.
• Not asking for money that is owed because they hate doing
such.
• Not knowing when is the right to turn a debt over to the
company
• Not having a credit policy in place and enforcing it.
• Extending credit to anyone who talks in the door or calls on
the phone because they “sound that they will pay.”
• Not pulling credit reports and checking references.
• Not enough training in regards with to credit management.

66. HOW TO CORRECT CREDIT
COLLECTION ERRORS
• Enforce your credit policy
• Make sure your debtor is “worth” something before
pushing them – if they don’t have any assets there is
nothing to attach or garnish if they would not pay.
• Ask payment when it is due.
• Conduct a client history research

67. FINAL TIPS FOR IMPROVING YOUR
COLLECTION PROCEDURES
• It is important that your customers know the credit policy and/or
terms of payment before they became customers.
• Always ask for payment when it is justly due.
• Never extend credit to a new customer without having them
studied, analyzed and double checked.
• Once you extend credit, it is important to maintain accurate
records on an account payment history.
• Adhere to the collection policies no matter what.
• Be consistent in regards to account or payment terms.
• When receiving payment on account be sure to follow up right
away with a letter, text or phone call thanking them for the
payment received.
• On large account – visit, call or send a reminder just a few days
after terms if they become delinquent.
• Ensure to reach out customers with outstanding due.
• If customers disputes about the quality of merchandise or service,
price or delivery, you should attempt to resolve this right away.