SUBJECT: PROFESSIONAL SALESMANSHIP

TOPIC: Salesmanship its Nature and Reward

Forms and types of Selling

MODULE 1

ANSWER SHEETS

ACTIVITY 1

I – T requires

A-n organized

M- anagement

A- nd true salesmanship

N-ot just selling but

A-quiring skills and talent.

N- ew strategy in selling

T- rained me on how to become effective seller to have

H- ighest level of selling

O-wneship and salesmanship must

N-urture our small mind which give

I-nsights to us

A-s a future business man in the future

N-ot just only a seller.

ACTIVITY 2

1. Transactional Selling - is a sales strategy that is focused solely on making a quick sale
or transaction with no emphasis on learning the actual pain of a customer and how their
product can solve that pain. ... Marketing for this type of product/sale is done with a one-
at-a-time approach.
2. Feature Selling - is the process of connecting your the things your product helps your
customer do (features) to the goals it will help them achieve and the pain points it will
help them eliminate.
3. Value Selling - is a sales technique that leverages customer anticipation of enjoying
the benefits of the item for a sale. With this approach, the sales conversation focuses
on how the buyer’s life will be improved with the asset at hand, rather than the actual
features and hard-facts related to the product.
4. Consultative Selling – is  a sales approach that prioritizes relationships and open
dialogue to identify and provide solutions to a customer's needs. It is hyper focused on
the customer, rather than the product being sold. ... Consultative selling skills help sales
professionals position differentiated, compelling solutions.

ACTIVITY 3

1.
 Is afraid to make a decision
 No urgency (not a priority)
 Low Trust
 A relationship/rapport has not been established
 No money or budget
 No Authority to buy
 Lack of agreement on impact and solutions
 Still has an unresolved issue or objection
 Obstacle blocking the decision
 Customer is a “tire kicker” who never intended to buy

2.
 To save time. “The more time you can save someone, the more valuable your
product or service becomes.
 To save money. “People love a good deal.  Show that your product or service will
save them money, and people will buy.”
 Simplicity. “What can you simplify for your market?  What steps can you
eliminate or combine?
 Clarity. “Complexity creates opportunity (to buy elsewhere). Make things clear
for people and you’ll stand out from the competition.”
 Convenience. “What can you do to make things more convenient for your
customers?”
 Premium service. “Are you offering a premium solution above and beyond your
“regular” offering? . If not, you could be missing out (and so could those potential
customers).”
  Positive feelings. “Feelings play a big role in why people buy and it’s important
to think about these ahead of time so that you can be more intentional about
creating them.”
 Quality. Good marketing, a great website and stellar customer service can only
cover up a bad product for so long.
  Trust. This is similar to McLaren’s “positive feelings,” but is more about a long-
standing relationship than it is about feeling good about a particular purchase.
 Staying power. Companies often invest millions of dollars in a products, services
or systems from a vendor.
3.

 Passionate: Passion sells, clients can feel it and you want them to genuinely
believe in what they are selling - ask why they want to sell your product and what
does it mean to them.

 Bold: Find a salesperson that isn’t afraid to make the call, hit the C-suite or get on
stage - ask them how they would feel about getting up on stage to deliver an
elevator speech to the entire sales team. Do they jump on it?

 Tenacious: You want an optimist who won't back down and won't take no for an
answer - tell them why you don't think they are a good fit for the job, and see if
they fight to change your mind.

 Assertive: Salesmen can't be shrinking violets. - ask how they would handle
returning a meal that wasn’t good.

 Confident: Attitude is everything - ask them to sell you something on the spot by
handing them a pen and saying “sell me this pen!”

 Motivated: You can forget about reaching quota without this - ask “What is your
WHY?”

 Driven: This is what puts motivation into action - after asking them their ‘WHY’
asks them what they DID once they determined their purpose. What pushed them
to action?

 Competitive: Competition is what drives people to greatness - Tell them the top
reps numbers and ask if they think they can beat them.

 Courteous: Customer service related - see if they thank you right after the
interview (extra points for a handwritten letter).
  Honest: You want people you can trust with your firm and your clients - ask what
they would do in a ‘grey area’ scenario, where they could get away with fudging
the numbers on a small deal. (If they can't be trusted in small things, can they be
trusted with big things?)

ACTIVITY 4

 Agent - in legal terminology, is a person who has been legally empowered to act
on behalf of another person or an entity.
 Auctioneer - a person who conducts auctions by accepting bids and declaring
goods sold.
 Businessperson- a person who works in business or commerce, especially at an
executive level.
 Clerk- a person employed in an office or bank to keep records, accounts, and
undertake other routine administrative duties.
 Dealer- a person or business that buys and sells goods
 Marketer- a person or company that advertises or promotes something
 Merchant- a person or company involved in wholesale trade, especially one
dealing with foreign countries or supplying merchandise to a particular trade.
 Peddler- a person who sells illegal drugs or stolen goods.
 Representative- typical of a class, group, or body of opinion.
 Retailer- a person or business that sells goods to the public in relatively small
quantities for use or consumption rather than for resale.
 Sales help- refers to a variety of functions that help your sales representatives
focus on actually selling and closing deals. These functions differ per company,
industry and sales team. ... In basic terms, sales support consists of the materials,
tools, and support that help reps close deals.
 Sales girl- is a young woman who sells things, especially in a shop. Many women
prefer to be called a saleswoman or a , salesperson rather than a salesgirl.
 Sales man- a man whose job involves selling or promoting commercial products,
either in a store or visiting locations to get orders.
 Sales person- a salesman or saleswoman (used as a neutral alternative.
 Saleswoman- a woman whose job involves selling or promoting commercial
products.
 Shopkeeper- the owner and manager of a shop.
 Storekeeper- a person who owns or runs a store
 Trader- a person who owns or runs a store
 Trades person- a person engaged in trading or a trade, typically on a relatively
small scale.
  Vendor- a person or company offering something for sale, especially a trader in
the street.

ACTIVITY 5

1. True
2. False
3. False
4. True
5. True
6. True
7. False
8. False
9. True
10. False

EVALUATION

1. The personal selling process is a 7 step approach: prospecting, pre-approach, approach,

presentation, meeting objections, closing the sale, and follow-up. Each step of the process
has sales-related issues, skills, and training needs, as well as marketing solutions to
improve each discrete step.
2. For me, the best type of selling is the Feature Selling which is all about answering
customer question with feature. Feature-benefit selling is the process of connecting you’re
the things your product helps your customer do (features) to the goals it will help them
achieve and the pain points it will help them eliminate.
3. If I have business in this pandemic, All I know is that Internet is the most common used of
seller now, so all I need to do is that, I will make a Fun Page in Facebook or I will make
an account in Shoppee were there is a free registration in making start selling, which I will
post my Products.
4. In times of crisis, People are suffering of scarcity of money, food and needs. In marketing
there is a word of a seller making the product “On sale” meaning the products price must
be decreasing so that we meet the costumers need.
5.  Tailor marketing-oriented content to the product in a way that it becomes valuable and
relevant to your customers. When you become relevant to your existing customers, your
audience naturally begins to grow.
6.
7. A salesman has to seek potential customers who are his prospects and probable buyers.
A prospect has unsatisfied need, ability to buy and willingness to buy. They can be
through present customers, other salesman, phone directories, or by direct cold
 canvassing. These prospects must, of course, be accessible to salesman. Thus, prospecting
is similar to the seeking function for the total marketing activities.
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16. It is clear that salesmanship is not just handing over of goods to the customers and taking
the money for them. True salesmanship is not only an art of inducing the consumers to
buy goods, but also an art of guiding them to buy what they need. In short, salesmanship is
the process of persuading and assisting a prospective customer to buy a commodity or
service. It is not about getting "at bats" in front of customers and hoping to hit pay dirt
with some. It's about being armed to the teeth for every selling opportunity;--not hoping to
make a sale, but determined to enlist a convert.
17. Being a salesman involves facing so many challenges. You get to meet a lot of people of
diverse characters. Some prospects may be friendly, but others would shoot you away.
Furthermore, being a salesperson means you have to work long hours. There is also a high
turnover in the sales industry. Nevertheless, if you are hardworking and truly dedicated,
being in sales would make you earn more money from commissions and incentives. There
are some tips on how to become a successful salesperson: Believe in your product, Prepare
your sales plan, Target the right buyer, Know your competitor, Go where the buyers are,
Pay attention to your prospect, Present some humor, Be polite,  Make your presentation
short and simple, Have a positive attitude and Know when to let go.
 
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