Professional Documents
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Marketing 3 Unit
Marketing 3 Unit
Salesmanship is one of the skills used in personal selling, as defined by Stroh, “it is
a direct, face-to-face, seller-to-buyer influence which can communicate the facts
necessary for marketing a buying decision; or it can utilize the psychology of
persuasion to encourage the formation of a buying decision”.
Salesmanship is seller-initiated effort that provides prospective buyers with
information and motivates or persuades them to make favourable buying decisions
concerning the seller’s products or service. The salesman of today has to react and
interact in any different ways to many different people.
Apart from the knowledge of the product, a salesperson has to be a psychologist
with one prospect, a human computer with another, an adviser with another, and
at the same time a friend with some buyers. Salespersons must adjust their
personalities on every call. Salesmanship may be implemented not only through
personal selling but through advertising. Thus, advertising has been described as
“salesmanship in print.”
सेल्समैनशिप व्यक्तिगत बिक्री में उपयोग किए जाने वाले कौशल में से एक है, जैसा कि स्ट्रोह
द्वारा परिभाषित किया गया है, "यह एक प्रत्यक्ष, आमने-सामने, विक्रे ता-से-खरीदार प्रभाव है जो
एक खरीद निर्णय के विपणन के लिए आवश्यक तथ्यों को संप्रेषित कर सकता है; या यह खरीद
निर्णय के गठन को प्रोत्साहित करने के लिए अनुनय के मनोविज्ञान का उपयोग कर सकता है"।
सेल्समैनशिप विक्रे ता द्वारा शुरू किया गया प्रयास है जो संभावित खरीदारों को
जानकारी प्रदान करता है और उन्हें विक्रे ता के उत्पादों या सेवा से संबंधित अनुकू ल
खरीदारी निर्णय लेने के लिए प्रेरित या राजी करता है। आज के सेल्समैन को कई
अलग-अलग लोगों के लिए अलग-अलग तरीकों से प्रतिक्रिया और बातचीत करनी
पड़ती है।
1. Selling:
Selling is the main duty of Salesman. He should meet the prospects and get
an order and demonstrate about that product by quoting prices should
ROHIT TRIPATHI (ASSI. PRO.)
SHMV
increase sales. He must follow his companies policies and methods.
Nowadays, there is other way of selling products, it is nothing but online
sales which helps to benefit buyer and seller that helps to get huge turn over
overall. Sales and marketing both plays by front-line staff or seller. Salesman
has to understand and aware about Marketing concept or tricks of Sales and
marketing.
2. Travelling:
Salesman must travel or undertake journey to cover the territory assigned to
him. He should travel from one place to another to reach his target. Even in
the online sales, one must carry goods to deliver per address of the buyer
and sometime need to make collection from them. Sometime, a
representative of the organization has to travel abroad, or other local region
by flight, train, bus or cab etc.
3. Collecting:
After selling products or goods to the buyer he must collect bills relating that
product sold by him. He must send that bills to the firm to account it for
inventory purpose. Buy and sell includes for various products, it could be of
consumer good, electronic goods, software or hardware items and so on.
However, collection of those items selling transaction bills are very important
for each product code inventory.
4. Reporting:
Salesman must prepare report. He can prepare daily, weekly or monthly
report and should send to the company. It contains the expenses incurred,
calls and sales made, service rendered, business conditions, mileages of
journey etc.
8. Organizing:
Salesman is expected to take active interest in preparing route and time-
schedules for his journey to get sales efforts. Time is very important in every
sale, he shall organize to sell the product on-time in a right direction within
stipulated time. How to use effective timing and how to sell goods in a
professional manner, he can state.
5. शिकायतों को संभालना:
Essentials of Salesmanship:-
The essentials of salesmanship are as follows:
1. Mutual benefit
The price of the product or service must be reasonable for both the buyer and seller. As a
matter of fact, salesmanship should benefit both the buyer and the seller. It is not the art of
making a profit at the cost of the buyer. Salesmanship helps the buyer in obtaining the
maximum return (satisfaction) for the money he spends and at the same time, it provides a
reasonable profit to the seller. This is possible when price charged is higher than the cost
and buyer gets qualitative goods at reasonable price.
2. Salesmanship is a persuasion
Salesmanship involves the ability to influence or persuade people. It is the art of persuasion
not pressure, which is highly essential. In fact, persuasion is the soul of modern
salesmanship. Modern salesmanship does not rely on pressure tactis or compulsion to force
a sale.
3. Creation of permanent customers
Modern salesmanship does not sell duplicate, fake products to customers. Cheating the
customers by inferior, spoilt or unusable goods have no place in modern sales because it
can never create a permanent customer. Rather, good salesmanship guides the customers in
buying something which will give them utmost satisfaction.
4. An educative process
Features of Salesmanship
Salesmanship has several characteristic features. The main features of
salesmanship are:
1. Salesmanship is personal selling and is the oldest form of selling.
2. It is the most important form of promotional mix.
3. It is the art of selling a product or service. It is all about selling a product by
presenting the product to the prospects in a convincing and persuasive manner by
which the prospect is induced to buy.
4. It involves direct and personal contact with the buyers.
5. It is a creative art. It creates new wants. A need may be already in existence. But
it is the job of a salesman to transform the needs into wants.
6. To be very effective, salesmanship also has to be carried on continuously to
perpetuate the demand created once.
7. Salesmanship basically aims at selling a product. It does not stop at that.
Actually it involves selling an idea or one’s point of view. For instance,
salesmanship, in the case of a paint manufacturing concern, is not just the sale of
paints, but the sale of an idea, color, shade beauty or durability.
बिक्री कौशल की विशेषताएं
सेल्समैनशिप में कई विशिष्ट विशेषताएं हैं। बिक्री कौशल की मुख्य विशेषताएं हैं:
6. बहुत प्रभावी होने के लिए, एक बार बनाई गई मांग को बनाए रखने के लिए
सेल्समैनशिप को भी लगातार जारी रखना पड़ता है।
7. सेल्समैनशिप का उद्देश्य मूल रूप से किसी उत्पाद को बेचना है। यह इतने पर नहीं
रुकता। वास्तव में इसमें एक विचार या किसी के दृष्टिकोण को बेचना शामिल है।
उदाहरण के लिए, पेंट निर्माण की चिंता के मामले में, बिक्री कौशल के वल पेंट की
बिक्री नहीं है, बल्कि एक विचार, रंग, छाया सौंदर्य या स्थायित्व की बिक्री है।
Objectives of Salesmanship
The main objectives of salesmanship are
1. To create demand for a new product.
2. To maintain and also expand the demand for an existing product.
3. To guide the buyers in the proper selection of goods.
4. To build up goodwill or reputation for the seller.
Thus, salesmanship has been developed from a mere selling activity to specialized
science and art. It covers today a wide arrange of activities and offers wide scope
for development in future.