CHAPTER 1: SALESMANSHIP:

ITS NATURE AND REWARDS

TOPICS:
•THE HISTORY OF SALESMANSHIP IN THE
PHILIPPINES
•DISTINCTION BETWEEN SELLING AND
SALESMANSHIP
•SELLING IN SERVICING YOUR PROSPECT
•FORMS OF SELLING
WHAT IS SALESMANSHIP ?

• The skills and knowledge of how to sell.

• is defined as the level of skill you have in convincing
people to buy or in persuading people to do
something.
• is not just selling it is transferring the ownership of goods
in exchange for money. It is the process of persuading
the prospective customers to buy the goods or services
which they really need.
 HISTORY OF SALESMANSHIP IN THE
PHILIPPINES

• History say that the Philippines has trade relation with the foreign countries like Japan , Cambodi, Borneo, Siam,
Sumatra , Java, and China .A Spanish document of 1586 noted that the Pilipinos were "keen Traders" and have
traded with China for many years, before the colonization of Spain. Since currency was not used then as the medium
of exchange, the primitive method of trade was "Barter". The direct swapping of a product for another product. The
was some times priced in terms of "Gold and Gongs"..

When Yung Lo (1402-1424) became the emperor of China he sent a large fleet containing sisty vessels of merchandise
to the Philippines, inder the command of Admiral Cheng Ho. Different types of commodities were sold to the natives
who paid their debts after one year. The Chinese traders were very much impressed and satisfied with the natives for
the honesty and prompt payment of their obligations. The word "Cheat" is not in the vocabulary of the ancient
Filipinos. It is also interesting to note that our interaction and hospitality with china gave birth to our tawad system,
suki, tingi and pakyaw system.
•SELLING YOUR PRODUCT
VS. SELLING YOUR
SERVICE
DISTINCTION BETWEEN SELLING AND
SALESMANSHIP
 5 P’S OF SELLING
1. Preparation
2. Promotion
3. Pre- approach
4. Presentation
AIDA
-Attention
- Interest
-Desire
-Action
5. Post Sale Activities