User:Selling and Negotiation Skills Workshop/sandbox

Salesmanship

Definitions of Salesmanship:

H.W. Horignton. "Salesmanship is a personal service rendered to the community in connection with the marketing of goods. It is a service which is essential to the producer and distributor of goods as well as to the customer."

American Marketing Association: "Salesmanship is the process of including and and assisting prospective buyer to buy a commodity or service or to act favourably upon an idea that has commercial significance to the seller"

Essentials of Salesmanship

1. No Exploitation: A good salesman does not exploit a customer.
2. No Haggling: Haggling indicates suspicion on the part of the buyer that the prices are higher.
3. Tolerant Persuasion: Good salesmanship considers that customer is always right. An honest salesman must be prepared to listen to all criticism and try to understand defects of the goods with an open mind.
4. Serving the customer: Good salesmanship aims at serving the customer.
5. No Pressure Tactics: A good salesmen does not use pressure tactics.
6. Standard: A good salesman sets standards for sellers.
7. Mutual benefit: After the purchase the customer should feel that he has not suffered a loss or wasted his money.

Utility of Salesmanship

1. To Manufacturers: An efficient sales force ensures high profits to industrialists. Good salesmanship is an incentive to higher production.
2. To Society: Salesmanship increases production, enhances profits to the middlemen, gets higher dividends for the shareholder and higher emoluments to employers. Thus the whole society reaps advantage by salesmanship.
3. To the State: When the industries make high profits, the government also benefits in the form of high quantum of taxation.
4. To Consumers: Consumers are able to purchase better quality of goods in the market and enjoys a number of services from salesman.
5. To Salesmen: The salesmen themselves are profited directly and indirectly.