INTRODUCTION TO

SALESMANSHIP

DEFINITION,IMPORTANCE,DUTIES
AND CHARACTERISTICS OF A SALESMAN
The personal selling’’ and ‘’salesmanship’’ are
often used interchangeably, but there is an
important difference.
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 buyers decision: or it can utilize
the psychology of persuasion to encourage the
formation of a buying decision”. In a nutshell,
salesmanship is the ability to persuade your
client/customers interest.
IMPORTANCE OF
SALESMANSHIP
 For pushing products into the competitive
Market
 To capture new customers/client
 It brings large profits to the manufacturers
 They improve their sales policies
 It increases employment opportunity as well
as personal incomes
 It educates and guides the consumers
 It minimizes the economic stagnation.
 DUTIES OF A SALESMAN
 To make sales of products or services
 He has to do the assigned duty (travelling)
 He has to make collection of bills relating to
sale
 All complainants must be satisfied peacefully
 He has to attend all meetings
 He must assist the customers in making good
selection
 He must have cooperating habit
 He must maintain a good relation with
customers.
 CHARACTERISTICS OF A
SUCCESSFUL SALESMAN:
 Establishing good relationship with a variety
of people
 Learning quickly and adapting smoothly
 Planning ahead and efficiently managing his
time and effort
 Communicating clearly both in speech and in
writing
 Producing constantly both in quality and
quantity rather than performing erratically.
 CONCLUSION
In conclusion, salesmanship is the best and the
most important skill needed in selling of
goods and services because, it easily
influence the interest of the consumer and it
one of fastest way of making money around
the globe.