Module 1: Selling and Salespeople

Selling

o Selling is a universal human occupation. Selling includes everything: goods, services,

ideas that is done by individual who has everything to dispose of in a commercial way.
o Selling is offering to exchange an item of value for a different item.

o Selling is the way that you help customers to buy products and services from your
business.

o Primary purpose, PROFIT.

Salesman/ Salesperson

o The salesman is considered to be the reflection of the company.

o He may be called as the company representative, a detail man, promotion man,

commission man, missionary salesman, and many other titles.

o He is considered to be the direct link to the galaxy of customers.

o It is the salesperson who delivered the latest product to consumers‟ door.

Salesmanship

Practice of investigating and satisfying customer needs through a process that is

efficient, fair, sincere, mutually beneficial, and aimed at long-term productive
relationship.

Salesmanship is an art of winning over the buyer's confidence so that a

permanent goodwill may be built and a lasting satisfaction may be given to him
when he goes the product offered to him.

Distinction: Selling and Salesmanship

SELLING

Just transferring the title in goods, service or idea with a valuable consideration.
SALESMANSHIP

The art of convincing and persuading people to buy the product for a long-term
productive relationship.
 Salesmanship is the ability or skill in selling. It is the art of influencing or persuading
people to buy a commodity or service. Salesmanship is the style of determining and
discovering what motives will be aroused and what needs will be satisfied.

Personal Selling

Personal selling is a dynamic force that affects our everyday lives.

Richard Hise defines personal selling as the employment of men and women who
determine the needs of potential buyers and attempt to persuade these prospects to

satisfy their needs through the purchase of products and services.

Important Aspects in the Definition of Personal Selling

1. Selling does not only involve men; it also involves women who find selling a rewarding career.

2. A salesman determines the needs of the buyers and accordingly offers him the of goods and
services.

3. The word “Attempt” must be of given consideration.

4. Persuasion in selling.

5. Satisfy their needs.

6. A salesman either sells products or services, or both

7. Professionalism is observed.

History of Salesmanship in the Philippines

Philippines had trade relations with Japan, Siam, Cambodia, Borneo, Sumatra, Java and
China

Filipinos were regarded as “keen traders” according to Spanish document in the year 1586.

In addition, Philippines have traded with China for many years before the colonization
of Spain which gave birth to our TAWAD SYSTEM, SUKI, TINGI and PAKYAW SYSTEM.

Classifications of Selling
1. Personal Selling or Direct Selling
 A direct face to face interaction between the
buyer and the seller.
 Oral presentation through conversation
 Also known as „hard selling or pressure selling‟
  Aggressive and direct approach to buyers– sales
presentation-convincing buyers to buy

2. Non-Personal Selling
 Selling through the aid of some forms of media
o Advertising
o Windows displays
o Samplings
 Also known as “soft selling”
 No sales effort, just promotion techniques

‘The success of solving problems in marketing by all business enterprise depends largely
on the amount of profit the company of generates; PROFIT depends on the salesman’s
ability to sell of goods or services advantageously.’

Role of Salesperson
1. Client Relationship Manager

Salespeople help customers identify problems, offering information about potential

solutions and providing after-sale service to ensure long-term satisfaction.
2. Account Team Manager

Salespeople also coordinate the activities within their firms to solve customer problems.
3. Supply Chain Logistics and Channel manager

Salespeople interact with other partners and vendors to meet a customer‟s needs. They
are often the key managers of these many relationships.
4. Information Provider to the Firm

Salespeople are the eyes and ears of the company in the marketplace. They need to be
skillful at disseminating the knowledge they have acquired from customers to other
people in their companies.

Types of Salespeople
1. The Manufacturer’s Sales People
2. The Wholesaler’s Sales People
3. The Retailer’s Sales People
4. The Specialty Sales People
Characteristics of Salespeople

● Self-motivated

● Dependability and Trustworthiness

● Ethical sales behavior

● Customer and Product Knowledge

● Analytical skills and the Ability to use Information Technology

● Communication Skills

● Flexibility and Agility

● Creativity

● Confidence and Optimism

● Emotional Intelligence

Rewards in Selling
 Independence and responsibility

Freedom, flexibility and

variety
● Financial rewards

Compensation for excellent skills and talent

● Management opportunities

Strong foundation of sales skills allow opportunities for advancement.