Professional Documents
Culture Documents
The Use of Social Responsibility In Selling and the Characteristics and Behavior Patterns of Consumers
Resulting from the evaluation of various definitions of different authors, social responsibility may
be defined as a doctrine that expresses concern for the welfare of others. The doctrine further states that
any act aimed at stepping on another’s right is not social responsibility.
The following is a list of things that a salesman must and must a not to do to promote a healthy
relationship with his prospects. By doing so, the salesman can make his prospect realize his good
intention of servicing his needs rather than having him as the source of income.
1. Be able to match the features of your product with the needs and problems of your prospect.
2. Express genuine interest to help you prospect.
3. Do not overprice the product you offer.
4. Any promotional item meant for the prospect must be given away by the salesman.
5. Be sure to fully explain the features and benefits of the product.
6. Keep your promises to your prospect in terms of delivery, installation and other services.
7. Supplement your discussion with product demonstration to better educate your prospect.
8. Show courtesy and respect to your prospect.
You are not the only sales representative of your company. You work with other salesmen in
helping the company achieve higher sales and profits. Consequently, you have to be socially responsible
to your co-workers or co-salesmen. Your working relationship with them should be to a point where
harmony and cooperation with each other is maintained.
Everybody wants to be number one is anything and everything. However, not everybody can be
number one. Only one at a given time must be there on top. It is a world of competition that we are in,
therefore, we have to face and accept the challenges.
Who else will love you the most except yourself? You should be careful about your health, your
good name, your education, your total well-being, and your occupation or profession.
Studying the buying behavior of Filipinos usually involves complicated series of process. Since the
Filipinos are our prospects
1. Perception
2. Motives
3. Learning
4. Attitudes
5. Personality
Perception – it is the process by which an individual thinks, believes, acts and interprets
information through the various sense
Learning –it may described as the variations in the behavior of the individual based upon past
experience
Attitudes –may be defined as the predisposition to behave in a consistent way award a person or
class of object
Consumers behave differently rationally or irrationally to different or even under the same
condition a sales man should take note of all these factors so that he can fit himself better to the
situation.
Figure 3.2- Benefits of CSR
https://slideplayer.com/slide/8022428/
Arante, Lilia B. & Gomez, Julita R. (2010). Salesmanship (Revised Edition) National
Bookstore
Garcia, Alipio M. & Villanuev, Merla G. (2009). Professional Salesman Booklore Publishing
Corporation