MINDANAO STATE UNIVERSITY AT NAAWAN

COLLEGE OF BUSINESS ADMINISTRATION AND ACCOUNTANCY

Department of Accountancy and Business Management
BS Business Administration Major in Marketing Management

MKT 105 SALESMANSHIP

Assignment 1

NAME: Kirschty Ally I. Jalop______________________________________________ SECTION: MM2-A___________

ANSWER THE FOLLOWING QUESTIONS:

1. What factors influenced the continued evolution of personal selling?

- The one of the factors that influenced the continued evolution of personal selling is the
devices or equipment that is really useful and helpful for selling a product; let’s say that it
makes a salesperson make its transaction in selling easy. It also influence by how the
competition can have done far like on what level of competition it is and it has also the
expectations of the buyer which can be an influence of the continued evolution of personal
selling.

2. How do salespeople contribute to our society? Are there negative aspects of personal selling
from a societal perspective?
- Salespeople contribute in our society by providing enough information to the customers or
helping the customer to identify what they really need or want to purchase, like giving some
advice to the products use or to the services that can be provided. Since there are still some
customers that don’t know what they really want. That’s how the salespeople will get in to
make them know more about the specific product or service. It also gives opportunity to
know more about the business. It rises the economic transaction and it supports innovation
and also they contribute to the economic growth which we can really see how it gone far
that we got into this point.

3. What are the primary contributions made by salespeople to their employers?

- It is indicated from learning module that salespeople contributed to their employers by as a
salespeople as revenue production and also market Research and feedback.

4. Most businesses would have a difficult time surviving without the benefits of the
salespeople who call on them. Do you agree? Justify your answer.
- I agree with this, since there are really circumstances that the customer starts to anticipate
from the salespeople, which salespeople can really give some benefits to the customers in
some ways. Like salespeople can provide a much beneficial for the customers and give a
treasured data that is really helpful for them to also get a benefit to the customer’s
structures.

5. Research on the difference between Adaptive Selling and Consultative Selling and state briefly
their characteristics.
- Adaptive selling is an approach of selling where the basis of the selling is from the
customers’ response or feedback to the selling process. Salespeople make the customer’s
response as a preference for their next selling process that their goal is to satisfy the needs
 or wants of the customer. It gives a good experience for the customer since they’re the one
who’s going to depend for the sales process. In adaptive selling it is where as salesperson
you’re going to establish a relationship to our customers to know what the customers really
want or need, like to get to know the customers satisfaction.

- In Consultative selling it is also an approach to sell, where as a salesperson you tend to ask
or give some questions to the consumers to help them know what they really want and by
that you can give or provide it to them as what they ask for. You will satisfy as a salesperson
your customer by letting them know how to make a decision in purchasing a product, just
like you provide as a salesperson an information that can may satisfy them to get purchase
the product.