Matthew C.

Tejada Professional Salesmanship

IV-BA1 Mrs. Castillo

Activity 2: Reaction Paper about the “5 selling techniques of every salesperson you should master” and
“Qualities of a Salesman, Characteristics of a salesperson and 5P’s in selling”.

After watching the video, I agree that salespersons should master especially active listening because the
customers want to feel that what they want is being heard by the salesperson, not the other way around
where the salesperson decides what’s best for them and what they should purchase. Warm calls is a
must-do for salespersons to build rapport with their client(s), clients will feel that they are connected.
Professional salespersons use their personal selling skills to increase the chances of a successful sale. I
believe that salespersons have to understand a prospect’s needs and offer a solution to those needs in
the form of a product or service that provides strong benefits and represents value for money. If
prospects pose objections, sales person have to use their powers of persuasion to overcome the
objections and convince prospects that they are making the right choice by buying a product or service.
In terms of selling complex products the salesperson must be able to demonstrate or explain products
to potential customers and answer questions or queries. Salespersons must present products in a logical
way, focusing on the benefits that are relevant. Sales experience is useful in order to gauge a prospect’s
response to the sales pitch and adjust the presentation to individual prospects’ levels of understanding
or interest.

Sales persons must know the current trends, events, and information about the market, they also have
to ensure that prospects receive the product, pricing and technical information they need to make a
decision.

Salesperson use personal selling skills to develop strong relationships with customers. By contacting
customers after they make a purchase, for example, representatives can demonstrate that their
company offers high levels of customer care. They also maintain contact between sales to ensure that
customers consider their company when they are planning their next purchase. Salesmanship is seller-
initiated effort that provides prospective buyers with information and motivates or persuades them to
make favorable buying decisions concerning the seller’s products or service. The salesman of today has
to react and interact in any different ways to many different people.

Apart from the knowledge of the product, a salesperson has to be a friend with some buyers.
Salespersons must adjust their personalities on every call. Salesmanship may be implemented not only
through personal selling but through advertising. Professional salesmanship is the power or ability to
influence people to buy at a mutual profit, that which we have to sell, but which they may not have
thought of buying until call their attention to it. I believe that professional salesmanship is the ability to
persuade people to want they already need.