Executive summary :-

For a salesperson to be successful, it is important to possess immense confidence and

understand one’s goals. A salesperson should also recognize and accept one’s weaknesses
and special talent. Hence, in order to be successful, a salesperson should follow specific rules
that help in enhancing sales. Being a good salesperson the sales profession values experience
over education. A specialized degree is not necessary to pursue a career in sales. An
understanding of the product is important no matter what you sell, but the salesperson must
learn to communicate well with clients, whether it’s face-to-face, over the phone, or by letter or
e-mail. Ambitious salespeople may study marketing and sales techniques at college or business
school either before or during their sales careers.

A strong and efficient sales force is a vital asset to an organization. It helps in the smooth
realization of sales targets and ensures perennial sales productivity. The organization and
structure of the sales force depends on several factors. Different business scenarios require
different types of sales force organization.

Objective of the study:-

The objective of the study are as follows:-
● To understand the the concept of selling and salesmanship.
● To understand as a student of Bachelor and Business administration why we study
selling and salesmanship.
● To gain a clear concept of why people are not interested in selling profession
● Recommendation to improve this situation
● History or name of successful Bangladeshi women salespersons.
1.Introduction:-
1.1Definition of selling:-
Selling is first and foremost a transaction between the seller and the prospective buyer or
buyers (the target market) where money (or something considered to have monetary value) is
exchanged for goods or services. So the best way to define selling is to focus on the sales skills
that are necessary to make that transaction happen. Defining selling as the art of closing the
deal encapsulates selling's essence.

1.2Refining the definition of selling:-However, that being said, there is a huge difference
between a basic sales exchange such as buying gas at a gas station for your car and buying a
car.

In the first instance, the exchange is built on simple need. Your car's gas tank is empty; you
need to fill it with gas. There may not be (and probably isn't) even a salesperson involved.

In the second, the exchange is built on manufactured need (created through

marketing).You think you need a new car because you have been persuaded to believe that.
Enter the salesperson to direct and meet your need.
So sales is actually a spectrum and most selling consists of performing the art of persuading the
consumer that buying the product or service will benefit him or her.
Some people excel at directing and persuading; these are the super salespeople that truly are
worth their weight in gold.

1.3How do you sell something?

Whatever product or service you're selling, then, you need to focus your selling efforts on
communicating the benefits of your product or service to the consumer. The benefits may be
tangible or intangible, but unless the individual consumer is convinced that he or she will
personally experience the benefits, your product or service won't sell.

2.Definition of salesmanship:-

Salesperson has been defined in different ways by different writers. In the words of
Peterson and Wright, ‘Salesmanship is the process whereby the seller ascertains and activates
the needs or wants of the buyer and satisfies these needs or wants to the mutual continuous
advantage of both the buyer and the seller.’According to the National Association of
Marketing Teachers of America, ‘Salesmanship is the ability to persuade people to buy
goods or services at a profit to the seller and with, benefit to the buyer.’From these definitions, 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 commodity or service.

3.Difference between selling and salesmanship:-

3.1Selling is a process:-
Selling is the process of transferring goods or services to the buyer in return of money or
something else by Registered Business. On the other hand, Salesmanship is actually the
wayyou convince your prospect with logic, arguments and product features to buy it from
youand not from other suppliers.

Example
You being a salesman came to me for selling a laptop. I already have one that means I
simplydon’t need it. Now you start introducing me your company’s laptop features, its hard
drive,combo drive, registered window, camera, wifi, blue tooth & long battery backup, warranty
orguarantee.After long healthy presentation and discussion, I buy your laptop and pay you cash.
Payingcash and receiving laptop is selling and everything before paying cash was
Salesmanship.

3.2Salesmanship is a technique
Salesmanship is technique, learned skill, from experiencing different selling approaches. Itis
complicated process that needs the effort to get command on it. It cannot be performedeasily; it
also requires field experience to sale, and Selling is a simple process that even kidscan
perform.

Example
In a sales job interview; interviewer asked the applicant to sale refrigerator in the winterseason
in cold areas of country and heater in summer in hot areas of the country.
It seems impossible but it is salesmanship. Usually, you go out buying a mobile voucher,
yousimply pay to the retailer and buy.
Did he/she ever try to convince you for buying a voucher? Absolutely not but Salesmanalways
does, remember your meeting with insurance policy seller.
In the above example, salesmanship was performed by the first salesman who motivated youto
buy his company SIM card and TV Commercials you watch.

4.1As a student of Bachelor and Business administration why we study selling and
salesmanship?

In the present day, salesmanship plays an important part. Salesman is the connecting
linkbetween sellers and buyers at every step. i.e.” from the collection of raw materials to
thefinished products, of all, customers are the most benefited by salesmen. Present era is
oflarge-scale production, which is in anticipation of demand. The market expands along
withcompetition. This makes distribution a difficult and a complex factor in the face of
stillcompetition. The expansion of the market, growing competition etc., invite a
bettersalesmanship.

● Important to producers:-:Salesmanship is important to producers and

manufacturers. For pushing products into thecompetitive market, salesmanship is
necessary. To capture new markets also salesmanship isvery important.
Salesmen increase the sales volume. It brings larger profits to
themanufacturers. Salesmen work as the “eye and ear” for the
manufacturers.They improve their products according to the taste of the
consumers. They improve theirsales policies by keeping in mind the
suggestions, impressions and complaints of theconsumers. He is the
creator of demand. Hence it leads to increased production and
increasedbusiness activity. As such it increases employment opportunity as well
as personal incomes.
● Important to consumers:-:Salesman educates and guides the consumers. He
gives them more satisfaction. ‘Consumersare right’ in the marketing. As such, he
gives more importance to them. Salesman helps theconsumers in making the
right decision and proper selection of the products which they wantto buy.
Salesmanship increases the rate of turnover, and hence reduces unsold stock.
As suchit minimizes the economic stagnation. Consumers can select the best
products according to their requirements,taste and money.

5.1Why people are not interested in selling Profession?

Let's start this answer with a quote-"If we can sell, we are considered a champ, but if we don't,
we are going to be fired!" That's why always Hiring-Firing keeps going in the Sales department.

Some points why people don't prefer a job in sales or are not interested in selling
profession: -

● High pressure-No doubt! Sales are the most stressful department in the firm. Every
Manager, TL or Executive has their quotas, and they all need to run aggressively to
accomplish them in a fixed period. Upper Management deliberately gives a huge number
of targets so that the team runs vigorously for that and gives rise to the maximum
earning for the firm. In inside sales, even sales executives have to complete several
calls in a single day according to the criteria and show them to their managers at the end
of their shift. Example- 200 calls with 2-hour talk time/sale. If it wouldn’t be done, they
have to sit more.

● No work-life balance:- As everyone knows, sales is a stressful job, You always have
that one fear of failure in your mind. In sales, single-day sales also matter a lot, If a team
wouldn’t able to achieve a certain target of a day, then they may sit for extra hours. Or
even after working hours, if your prospect calls you, you'll surely pick up the call for the
fear of not losing that prospect.

● Hero to zero:-This is one of the bitter truths of the sales industry. If you can sell, you’re
considered a Hero, and if not, you are a zero for the business. Here, only your sales
number matters.

● Fear of job security:-Sales is not like completing a task and moving to another, Here
salespeople have a fear that if they wouldn’t able to sell then they can be fired! You
always have to run aggressively to achieve targets to sustain your job security.
● No more exposure:- Here, You need to sell the same product/service daily. You will not
be going to do different things daily. You have to do the same thing every day, daily you
have to convince your prospects and convert them to your customer. So, you can’t able
to explore as much.
● Fear of the unknown:- Your paycheck could be zero to six figures, just depending on
how good you are. Nothing is guaranteed.
● Lack of self-confidence:- Almost everyone you talk to every single day is going to say
“NO!” Some of them are going to be really shitty about it. Some people think it’s funny to
play games with the salesperson because they’ll always be nice back no matter what.
That’s our job. If you go for very long without making a sale, it really starts to wear on
you. You need to be “up” every minute of every day just in case the next “buyer” walks
through the door. They will eventually and as a salesperson, it’s your job to be ready. No
matter what.
● Fear of rejection:- A lot of people simply won’t listen. Some cut you off. Some even
threaten salesperons. On rare occasions salesperson might even be assaulted for
 various reasons. Some people are obviously not listening at all, they’re just waiting for
salespersons to shut up. It can wear salesperson down. But if salesperson don’t do it
every day, they won’t make much money at all in sales. They’re in the front lines, often
with minimal or no support. Casualties are very high, in the form of people just giving up
and dropping out. Others get very cynical and jaded. Very hard-edged. It changes them.

5.1 My recommendation to improve this situation:-

● Today’s clients buy differently, so today’s salespeople must sell differently. Clients
understand that there is no urgency to buy because good deals, good salespeople, and
good companies come along every day. Price is less of an issue because buyers are not
just interested in great deals; they want great relationships. Today’s clients are looking
for measurable quality in the products and services they buy.

● Salespeople are the front line of an organization, the main point of customer contact,
and the ones who can make or break a business. Keeping them happy and motivated is
not just important, it’s essential to the continued success of business.

● Commissions and bonuses keep salespeople charged up because they know that the
more they sell, the more they’ll make. But managing and consistently motivating
employees who work on commission takes much more than money. Salespeople need
to know that there are financial rewards for their success, but they also need to feel that
their employer supports them in their efforts and recognizes the important role they play
in the success of a business.

A salesperson personally communicates with the prospect to make the sale and build a
relationship. The job of a salesperson ranges from order takers to order getter.