You've got to get their attention - you've got to

appeal to their interests - you've got to make them

understand how the purchase of your product will
benefit them - and finally, you've got to close the sale
by causing them to reach into their wallet for their
credit card or to write out a check for whatever it is
you're selling.
You've got to carry over that image of
professionalism and success - make them feel
comfortable - be friendly and believable. Stimulate
their interest in whatever you're selling by appealing
to one of their basic wants, needs or problems with a
solution. Don't waste his time with a long and/or
complicated dissertation.
Make your sales presentation flow - anticipate any
objections - and logically answer - them within your
presentation. Explain the benefits to be derived from
ownership of your product or service, and then
whenever possible, let them see or read of proof or
testimonials from people who have already bought
from you.
Finally, and most importantly, make it as simple and
as easy as possible for your prospect to buy from you.
Don't force them to read a long, drawn out sales
agreement or contract. Just make your presentation,
explain how purchasing from you will solve their
problems or fulfill their dreams, paint a word picture
that allows them to see them self with your product
and their problems solved or their dreams fulfilled,
and then give them a simple coupon to fill out and
send in along with their cash, check or money order.
Above all else, remember that people's wants,
needs and problems are changing constantly -
and that people are learning all the time -
meaning that you must constantly be up-to-
date with what you're selling, and improving
your sales presentation.
The scope of salesmanship has got no limit. It is a
skill which is essential in every sphere of activity.
In deep sense, every one of us is a salesman.
Whenever a person convinces another person of
the truth and correctness of his point of view and
wins his support, he acts as a salesman.
Salesmanship in its higher levels includes the subject-
matter of product knowledge, knowledge of
customers, training and control of salesman,
organization and management of sales departments,
etc. Advertising and publicity are integral part of sale
because they help in popularizing the products and
services.
1. Personal Selling is Oral Presentation
2. Personal Selling is the Ability to Persuade
3. Personal Selling creates and retains Customers
4. Service First to any thing Else
5. Personal Selling works for Mutual Gain
6. Personal Selling is an Educative Process
7. Personal Selling is a Creative Process
8. Sales Person is the Ambassador of the Firm
NORDSTROM
Nordstrom, Inc. is an American chain of luxury department stores headquartered
in Seattle, Washington.
Founded in 1901 by John W. Nordstrom and Carl F. Wallin, the company began as
a shoe retailer and expanded its inventory to include clothing, accessories,
handbags, jewelry, cosmetics, and fragrances.
Select Nordstrom stores also include wedding and home furnishings
departments.
The company has 349 stores operating in 40 states, Puerto Rico and Canada, a
number which includes 123 full-line stores and 215 Nordstrom Rack stores,
five Trunk Club clubhouses, two Jeffrey boutiques and two clearance stores.
Nordstrom also serves customers through nordstrom.com, nordstromrack.com,
and its online private sale site, HauteLook.
Nordstrom, Inc.'s common stock is publicly traded on the NYSE under the
symbol JWN.