SALES TECHNIQUE

ARRANGED BY :
Lolita Patasya Ritonga (5182144010)
Fatimah Yani (5183344008)
Silvia Ananda (5183344015)
Yugita Kinanti (5181144007)
Jenny Fitriani Nst (5181144013)

SUPPORTING LECTURER :
Nora Ronita Dewi S.S, M.Hum

Khairunnisa Batubara M.Pd

COSMETOLOGY EDUCATION
FACULTY OF ENGINEERING
UNIVERSITAS NEGERI MEDAN
2020
 FOREWORD

Praise the presence of the Almighty God who has bestowed His grace and
guidance, so that we have the convenience and fluency in completing the assignment of
English courses, namely writing a paper on "Sales Technique". In this paper we explain
how good sales techniques are.
Hopefully this paper can be useful for readers. And can be a guide for everyone
who needs it. There will be many mistakes or mistakes in our paper, we ask for criticism
and suggestions so that this paper becomes a paper that is really useful for readers. Thank
you

Medan, 18 September 2020

 TABLE OF CONTENTS

FOREWORD.........................................................................................................................2
TABLE OF CONTENTS.......................................................................................................3
CHAPTER I...........................................................................................................................4
Preliminary.............................................................................................................................4
1.1 Background..............................................................................................................4
1.2 The Purpose..................................................................................................................4
1.3 Formulation of the problem..........................................................................................5
CHAPTER II Discussion.......................................................................................................6
2.1 Definition Of Selling Science And Selling Ethics........................................................6
2.2 Selling Techniques.......................................................................................................6
2.3 Selling Science Object..................................................................................................6
2.4 Seller.............................................................................................................................7
2.5 Seller Mental Attitude..................................................................................................7
2.6 Seller Must....................................................................................................................8
2.7 Seller Ability................................................................................................................8
2.8 Sellers Must Be Able To:.............................................................................................9
2.9 Good Seller Personality..............................................................................................10
2.10 Determining The Product Sell Price.........................................................................10
2.11 Some Error Of Seller................................................................................................12
2.12 Seller Tip:.................................................................................................................13
CHAPTER III.......................................................................................................................14
Closing.................................................................................................................................14
3.1 Conclusion..................................................................................................................14
Bibliography.........................................................................................................................15
 CHAPTER I
Preliminary

1.1 Background
Selling activity is a basic entrepreneurial activity. As has been stated that
entrepreneurial someone who organizes the factors of production for the purpose of
production, the resulting production must be sold. If this entrepreneur does not succeed in
selling its products, then its business activities will fail. Since the beginning, an
entrepreneur who will open a business, he has to design his ideas, then sell the idea or
maybe discuss with his friends in order to make the right decision. Decisions made can be
made on a solid foundation of execution with the confidence of success, without hesitation.
Selling is a creative individual problem. Sales jobs are skills that cannot be replaced by
machines. In selling, it is necessary to have selling techniques that must be mastered by a
good seller.
In modern times like today a smart salesperson is still needed. Moreover, in
developing countries the salesperson's job has a special position. In developed countries,
the role of sellers is very dominant because they are needed to sell the excess production
and keep the wheels of industry running. Thus, selling is not just a side job, but salesman is
a job that produces and as a career in life is the most challenging. With existing sales
techniques we can make sales well.
It's time to change your sales strategy to increase sales dramatically. From a sales
strategy that only attracts new customers to tempting consumers who are guaranteed to
return to buy again.

1.2 The Purpose

The purpose of making this paper is to increase our knowledge of selling
techniques, so that we don't just read it, but we can implement it in the business world that
we will pioneer. In addition, the purpose of making this paper is to complete the
assignment scores in the Entrepreneurship course
1.3 Formulation of the problem
The formulation of the problem in this paper is as follows:
1. What is the meaning of selling science and selling technique?
2. What is a selling technique?
3. Name and explain the object of selling science?
4. Explain what is meant by the seller?
5. What are the mental attitudes of the seller and give examples of their application?
6. What should a salesperson do?
7. What abilities should the seller have?
8. Mention the personality of a good salesperson?
9. How to determine the selling price of the product?
10. Name and explain some of the seller's mistakes?
11. What are the seller's tips?
 CHAPTER II
Discussion

2.1 Definition Of Selling Science And Selling Ethics

The science of selling is the study of the ability or ability to influence people to
want to buy the goods offered. The principle of selling is getting the goal reached by
means of an agreement without causing any harm or friction. Customers are often seen as
"kings".
The most important selling ethic is the mental attitude of being honest and
responsible. These two things combined with the selling technique facilitators will
constitute a reputation (good name) for every seller (saleman). It is true that people say
"the most beautiful treasure for you is your good name / reputation". The job of selling is
noble can give a good impression and image is a strong asset for success.

2.2 Selling Techniques

The technique or art of selling (salesmanship) is actually difficult to describe in
words because the psychological impression that plays a role in the art of selling is the
result of a combination of various factors, including attractive attitudes, appearance or
"appearance" of a person, voice, and way of speaking, way. expressing opinions, paying
attention to others, how to respond to and answer questions, the atmosphere around and so
on. A good first impression is actually half a success.

2.3 Selling Science Object

The object of selling knowledge is:
1. Seller
The seller must look attractive so that the buyer is impressed with the goods
being offered.
2. Goods for sale
The seller must know as much detail as possible about the goods to be sold /
offered in order to convince the buyer about the item.
2.4 Seller
Various companies need this personnel, especially salesmen (salesmen) and are
highly valued by those who are skilled and experienced.
Isn't the role of the salesperson important and this profession an interesting life
opportunity? This may be due to the existence of "understanding" or the view as if the
position as a civil servant of the government is the only respectable position, while private
entrepreneurs, especially sellers, are "number two citizens".

2.5 Seller Mental Attitude

1. Self-confidence
High self-confidence will encourage high courage, especially in dealing with
prospective buyers and taking resio. A high-risk move is gambling. The risk will be higher
if the steps to be accomplished do not go through careful consideration
2. Willingness, passion and enthusiasm
Willingness or will power is one of the important supporting factors to make
what you want come true through hard work. Expecting something without trying to be
desired. Giving up before trying is giving up and being successful without working is only
possible in writing. Success is possible only through hard work
3. Persistence and tenacious
A seller must have the activity and tenacity to achieve the desired goals. The term
"impossible" should be removed and out of mind. Every effort is an "action" so it is natural
to get a "reaction". Success is only obtained if each of the existing challenges can be
completed properly and well.
4. Interesting personality
A person will have an attractive personality if he has passion, confidence,
fairness, responsiveness, sense of humor, tries to be nice and has pleasant behavior.
5. Willingness to provide the best service
Every salesperson who wants to be successful apart from having to be willing to
work hard must also be willing and trying to provide the best service.
6. There is confidence and pride
 Every seller is confident and proud of the goods and services offered to others.
Doubts about what is being sold, will also raise doubts to potential buyers. Doubt means
half failure.

Application examples of the salesperson's mental attitude:

When selling cosmetics, our group as sellers have goals and targets that must be
achieved. Therefore, we must have enthusiasm and passion, the willpower to achieve these
targets. We must be confident in the products being sold because they are made from good
quality materials and are suitable for sale. For that we are not shy about offering these
products to everyone we meet.
We also try to be persistent and tenacious in selling these cosmetics to sell out, judging
from selling in several places and almost every day and taking orders from people. In order
for better sales, our personalities must also be attractive, including always paying attention
to our appearance, we must stay clean and tidy just like we want to sell good products. And
also provide the best service for consumers in one way, if there is an order from
consumers, try to be on time and meet the requirements put forward by consumers, and can
deliver products to consumers to their destination. We also have to believe that one day the
success of the results of our efforts will become a matter of pride and satisfaction.

2.6 Seller Must

1. Having knowledge and pride in the goods / services offered
2. Confidence in the beauty of goods and services and their abilities.
3. Believe that the way that is carried out is right, right and good.
4. Convinced that the goods / services offered provide satisfaction and benefits to users.

2.7 Seller Ability

1. The abilities a seller must have include:
2. Ability to observe and identify community needs, market conditions, competitors and
buyers.
3. The ability to influence others, cultivate and maintain the trust of others.
 4. The ability to determine the right and good price
5. the ability to recognize physical and psychological conditions
6. Ability to create a pleasant atmosphere
7. The ability to find and obtain appropriate information
8. Ability to plan and evaluate sales.

2.8 Sellers Must Be Able To:

1. Observe / identify needs, markets and competitors
Example: after observing / identifying needs, markets and competitors, we know that
our marketing targets (students, mothers and children) require affordable, delicious,
healthy, and unique food. We also have to come up with a creative, unique, and innovative
idea of a product to sell in order to reduce existing competitors. For this reason,
determining product ideas that can be said to be unique, creative and innovative is selling
cosmetics
2. Influencing people, planting / maintaining trust
Example: before making a sale, we made a sample as a form of promotion and testing our
group, whether the quality is good or not.
3. Determine the right price
Example: after making samples and sharing with classmates and getting responses from
friends, then we determine the right price according to the student's pocket.
4. Know the consumer's physical and psychological
Example: trying to understand the condition of consumers who buy our products whether
they are happy or not, so we can offer our products.
5. Create a pleasant atmosphere
Example: we sell products by offering to consumers with smiles and communicative with
consumers to create a pleasant atmosphere
6. Finding and obtaining the right information
Example: our group is still looking for information to continue to develop our products,
trying to get the right information.
7. Make proper planning and evaluation.
Example: after selling, our group always gets together to do an evaluation and make plans
again for the next sale.

2.9 Good Seller Personality

Good sales personalities include:
1. Initiative
2. Communicative
3. Attention
4. Not easy to give up (tenacious)
5. Memory acuity
6. Not giving up and easy to get along with
7. Always happy
8. Carefree
9. Discipline
10. Manners
11. Be wise

2.10 Determining The Product Sell Price

The selling price is the cost of goods plus the company's expected profit.
a. Strategy to determine the selling price
1) Estimated profit
Estimated profit is the amount of profit expected from the sale of merchandise. The profit
forecast formula is as follows:
Rounded Rectangle: Selling Price = Buying Price + Exploitation Costs + Expected Profits
2) The cost of goods
The cost of this item includes two elements, namely:
• Purchase price
• Transportation costs and insurance costs
3) Cost of selecting goods
Maintenance costs for goods are all costs incurred as long as the related goods are in
control
4) Other costs
These costs relate to the goods being traded, such as packaging costs, promotional costs,
risk of shrinkage, shipping costs and so on.
b. The purpose of determining the selling price
Before determining the selling price, the company must first set goals. The purpose of
setting the selling price includes:
1) Goal oriented profit.
There are two types of selling price on profit, namely:
a. Short-term
b. Long-term
2) A goal oriented sales volume
There are 2 types of pricing objectives in the company, namely companies that are oriented
towards achieving profit and there are companies that are oriented towards increasing sales
volume defense. Pricing of a single product should be considered based on:
a. Marketing goals
b. The role of price in the marketing mix
c. Purchase costs from suppliers
d. Shipping costs
e. Storage costs
f. Procurement costs
g. Procurement
h. Sales inventory
3) Promotion
Promotion is a marketing activity that aims to increase product sales by influencing
consumers either directly or indirectly. Promotional activities include installing
advertisements (newspapers, visiting consumers from door to door), product
demonstrations and so on.
Promotion Purpose:
- Earn and increase consumers
- Encourage purchases
- Introducing new products
 - Increase profits

The media used in promotion include:

- Print media through newspapers, bulletin, posters, stickers or magazines
- Electronic media through radio and television broadcasts

The steps to organize a promotion:

- Preparing experts who will compile
- Set goals and objectives
- Determine the potential users of the product being promoted
- Choose the media that will be used in the implementation of the promotion
- Determine the place.
- Carry out supervision

2.11 Some Error Of Seller

1. Spread "Fragrant" or "Rotten"
Some sellers in areas that are visited by tourists often try to "play crazy" by
offering high prices or cheating on quality if they find out that the prospective buyer is not
a local. Once or twice he may make a nice profit, but in the end the buyers who are also the
advertisers will find out if they are being bullied.

Common Seller Mistakes

Some of the seller's mistakes:
• Personality that is less attractive. However, the buyer asks for the best possible service,
including the personality of the seller.
• Do not want to study or work hard, so they are less creative. For those who do not want to
learn to attract customers, it is clear that one day they will be left behind and unable to
compete with those who are creative.
• Give up too quickly when criticized by prospective buyers. The seller should be
resourceful and never run out of ways to immerse the "criticism" subtly and cunningly, so
that in the end the buyer is "happy and satisfied". And others.
2.12 Seller Tip:
1) Interesting personality
2) Do not give up easily when criticized
3) Resilient and hard work
4) Continue to learn in their field of work
5) Excellent appearance
6) Give attention to buyers
7) Caring for the "important person"
8) Make use of every visit / meeting
9) Dare to come to prospective buyers
10) Studying / getting to know potential buyers
11) Diligently looking for and working on contracts
12) Selling quality and maintaining good quality
13) Creative and competitive spirit
14) Explain the benefits
15) Using the best means / equipment
16) Serving buyers wholeheartedly
17) Exploring your potential and doing your best
18) Forge extensive cooperation and relationships
19) Aware of the laws of decline, but confident
20) Careful and precise calculation of each business expansion.
CHAPTER III
Closing

3.1 Conclusion
The technique or art of selling (salesmanship) is actually difficult to describe in
words because the psychological impression that plays a role in the art of selling is the
result of a combination of various factors, including attractive attitudes, appearance or
“appearance” of a person, voice, and way of speaking, way. expressing opinions, paying
attention to others, how to respond to and answer questions, the atmosphere around and so
on. A good first impression is actually half a success.
A salesperson's mental attitude is also very necessary, including: self-confidence,
willingness, enthusiasm and enthusiasm, persistence and tenacity, attractive personality,
willingness to provide the best service and there is confidence and pride. This mental
attitude must be mastered by a salesperson in carrying out good selling techniques.
A good seller personality can also support the implementation of the expected
selling technique and can give a good and positive seller impression to consumers, so that
consumers are more interested in the goods or services being sold. Then this personality
can also reduce mistakes in selling techniques.

Bibliography

https://entrepreneurhandbook.co.uk/sales-techniques/
https://www.jojonomic.com/blog/sales/
https://www.slideshare.net/mobile/AtefFakhrudin/makalah-sales-promotion