This document discusses salesmanship and the qualities of a good salesman. It begins by stating that sales are essential for business survival and are a major source of revenue. Salesmanship is defined as convincing customers to purchase goods or services that will satisfy them. The advantages of salesmanship include locating prospective buyers, creating demand, and providing feedback. A good salesman must have strong personal, mental, social, and vocational skills. This includes being well-spoken, intelligent, likable, patient, polite, and having expertise in selling techniques. The steps in the selling process are also outlined as pre-sale preparation, prospecting, approaching, presentation, dealing with objections, closing the sale, and follow-up.

1. SALESMANSHIP
BY- NOOR ALAM

2. Sales are life blood of business.
The ultimate Objective of all production is
sales.
Without Sales it is difficult for a business to
survive because Sells are major source of
revenue for a business.
Salesmanship is the art of convincing and
pursuing the would be customer to buy goods
or services which will give them satisfaction.

3. Advantage
 It help in locating prospective buyers.
 It helps in the creating of a demand for new products.
 It provide feedback about the need attitudes and behaviour of
consumers.
 It has to remove the objection and doubts of the consumers.
 It help in demonstrating the product in a very effective way.
 It can develop durable relationship with consumers.
 Salesman act as a constant to the consumers.
 Salesmanship gets immediate buying action.

4. Steps in selling process
Pre sale preparation
Prospecting
Approaching
Presentation
Dealing with objections
Closing the sale
Follow up

5. SALESMAN
A person who is engaged in selling goods to the
consumer is known as a “salesman”.
The success of a firm depends on the performance of
their sales force. therefore , it is essential to engage
well qualified, trained energetic and young person as
a company’s sales force.

6. Qualities of a Salesman
1.Personal qualities
2.Mental qualities
3.Social qualities
4.Vocational skills

7. Personal qualities
A good salesman must have an attractive personality.
He should have a clear voice and his tone of
speaking should be natural so as to impress the
personal dealing with him.
He must possess good health and sound physique.
He should also be well dressed because it adds to his
charm.

8. Mental qualities
A good salesman should possses a sound memory,
presence of mind, imagination,foresightedness,
sound judgement and initiative.
He should be intelligent enough to understand the
nature and requirements of potential buyers.
He must have a imagination to look at things from
viewpoint of the customer.A salesman can win
regular and permanent customer only through good
mental qualities.

9. Social qualities
A good salesman must have a liking for people and
the ability to mix with them.
He must not be shy and of reserved nature.
He should be sincere, dependable, cooperative and
honest.
He should have patience to listen to his customer
and remove their objections.
He should always be polite and courteous while
dealing with his customers.

10. Vocational skills
A good salesman must have specialised knowledge
of Selling techniques.
Salesmanship is a highly skilled vocation.
It requires certain training and aptitude to have a
through knowledge of the product,customers and
competitive products already available in the market.

11. Thank you
Reference-R.M. Mehta