PROFFESSIONAL

SALESMANSHIP
Christian B. Panganiban
Instructor
SALESMAN’S RESPONSIBILITIES, DUTIES
AND QUALIFICATION
▪Salesman’s Job
▪ To get orders
▪ To interpret the people’s need and selling them goods and services
which they are willing to buy
▪ To permit the establishment of a permanent business relationship
▪ To serve prospects by giving advice on selling, merchandising,
advertising and management problems
DIFFERENT TYPES OF JOB FOR SALESMAN

▪Salesman as a communicator
▪Salesman as a problem solver
▪Salesman as an educator
▪Salesman as a human relations expert
SALESMAN’S AIM

▪To sell himself

▪To sell the company
▪To sell the product
DUTIES AND RESPONSIBILITIES OF A
SALESMAN
▪ Selling
▪ Direct Selling
▪ Advising and Counseling
▪ Handling Complaints
▪ Attending Sales Meetings

▪ Non-selling
▪ Reporting
▪ Collecting
▪ Assisting the credit department
▪ Organizing
▪ Travelling
▪ Studying
QUALIFICATIONS OF SUCCESSFUL SALES
CAREER
▪Education
▪Personal Characteristics
▪Personality factors
▪Work habits and experiences
▪Physical health
MENTAL CHARACTERISTICS
OF SALES PEOPLE
▪ Honesty ▪ Ambition
▪ Responsibility ▪ Adaptability
▪ Courage ▪ Industry
▪ Loyalty ▪ Observation
▪ Resourcefulness ▪ Enthusiasm
▪ Confidence ▪ Courtesy
▪ Imagination ▪ Dominance
▪ Showmanship ▪ Tact
HUMAN RELATIONS

▪It is usually involves the proper communication and

exchange of ideas among individuals.
FAMOUS 5 P’s of SUCCESSFUL SELLING

▪Product
▪Personality
▪Perseverance
▪Prospect
▪Picturesque Presentation
TEN COMMANDMENTS IN SELLING

1. Speak to people
2. Smile at people
3. Call people by name
4. Be friendly and helpful
5. Be cordial
6. Be genuinely interested in people
7. Be generous with praise
8. Be considerate of the feelings of others
9. Be thoughtful of the opinions of others
10. Be alert to give service
MANNERS THAT A SALESMAN OUGHT TO
OBSERVE
▪ Look pleasant and neat
▪ Wear simple clothes
▪ Good voice and diction
▪ Have a firm handshake
▪ Avoid tapping the desk with the finger or a pencil
▪ Buttoning or unbuttoning one’s coat, and annoying physical movements such as crossing and uncrossing one’s
legs or nervous tapping on the floor with one’s foot
▪ Avoid the repetitions of such phrases as “see what I mean” and “you know” or starting every sentence with
“Now” or “And”
▪ Remember the names and surnames of individuals you deal with
▪ Do not argue with the customers
▪ Avoid stepping on sentences
▪ Keep your promises
▪ Smile
▪ Keep physically fit
THE NEW SALESPERSON

▪ A techie
▪ Computer Literate
▪ A master of the Internet and of online selling
▪ An intelligence agent – S/He can get all the information required in a sales
transaction, including the needs and wants of his target market and the activities
of the competition and other major players in the industry
▪ Customer-oriented
▪ Master Strategist – He can draw up and execute a well-balanced sales plan
designed to help him achieve maximum market growth, market share and profit
CHARACTERISTICS AND BEHAVIOR
PATTERNS OF CUSTOMERS
▪ TYPES OF BUYERS:
1. The Cold Critical Buyer – The salesperson should keep his poise or
self-confidence, and give a very businesslike sales talk full of facts.
2. The Self-important Buyer Or Egoist – The salesperson should flatter this type
3. The Easy Going And Goo-natured Buyer – The salesperson should establish
friendly relations
4. The Nervous and Irritable Buyer – The salesperson should be calm and polite
5. The Forgetful Buyer – The salesman must go slowly and repeat often.
6. The Opinionated Buyer – The salesperson should keep on the subject and direct
the buyer’s mind to his product
7. The Impolite Buyer – The salesman should keep his temper, no matter how
impolite the buyer becomes.
8. Cultivated And Rough Buyer – The Salesman must dress better, better manner
and use better language.
EIGHTEEN DIFFERENT CLASSIFICATIONS
OF BUYER
1. The Competitive prospects – one who presumes that he can have more
products for less money and enjoy comparing one product from the other.
2. The Technical prospect – one who possesses a scientific type of method.
3. The Friendly prospect – talkative type of buyer who tries to monopolize the
conversation of topics related to his family, friends and social circles.
4. The Argumentative prospects – he is very fond of arguments, of using his
reasoning power.
5. The Hot-headed prospects – he is the temperamental type who easily got
angry with the slightest provocation.
 6. The Silent prospect – One who talks little, making it hard for the salesperson to
know and serve him.
7. The Hesitant prospect – The prospect cannot decided whether to buy or not
the product.
8. The Big-time prospect – One who suggests that he can exert pressures to the
buying decisions of top management ranks.
9. The Shopping prospects – One who is very fond of shopping around.
10. The no money in the budget prospect – He likes the product very much but he
does not have the money.
11. The Thrifty prospect – He is one who is price conscious.
12. The Self-important prospect – The one with so called “high hat” attitude.
13. The Curious prospect – The prospect is very inquisitive.
14. The Timid prospect – He is considered to be a problem prospect.
15. The Undecided prospect – He thinks too slowly and needs to be pushed by a
third party to convince him to buy the product.
16. The Wavering prospects – One who cannot make up his mind to do one thing
or the other.
17. The Slow-thinking prospect – Never to be hurried or pushed.
18. The Open-minded prospect – He is the finest type of prospect. Easy to get
along with and fairly consider every facts presented to him.
CHARACTERISTICS OF AN EXTROVERT
BUYER
▪ He laughs frequently and readily
▪ He usually likes to talk
▪ He may be a rather fluent talker
▪ He is cordial and pleasant in manner
▪ He enjoys being called by his first name
▪ He will make an attempt to be liked personality
▪ He tries not to hurt anyone’s feelings
▪ He probably will not want to argue
▪ He may like to talk about social activities
▪ He may be interested in a minimum of details
▪ He may often act upon matters impulsively
CHARACTERISTICS OF AN INTROVERT
BUYER
▪ He is reserved
▪ He seldom laughs
▪ He questions the salesperson’s motives
▪ He wants reasons, facts, and details
▪ He speaks infrequently of social activities
▪ He does not want to be rushed into action
▪ He is sensitive
▪ He puts relatively little weight on the salesperson’s personality
▪ He does more listening than talking
▪ He likes to make up his mind at his own pace
▪ He defends his conviction rather strongly
▪ He rarely offers his opinion when in a group
▪ He terminates the interview abruptly
THANK YOU!