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Salesmanship

Presented By:

Dr. Harjit Singh

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Emerging Terminology1. Re-order Level2. Cash Generator3. Affiliate Marketing (Associate Marketing): Revenue

sharing between online advertisers/merchants and online publishers/salespeople, whereby compensation is based on performance measures, typically in the form of sales, clicks, registrations, or a hybrid model.

4. Corrective Advertising 5. Counter Advertising Advertising that takes a position contrary to an advertising

message that preceded it. Such advertising may be used to take an opposing position on a controversial topic, or to counter an impression that might be made by another party's advertising….

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An Introduction to Salesmanship Selling the most important marketing

activities in most organizations. The scope for selling has increased

substantially during the past few decades due to growth in the trade and industry.

Used by not only organizations whose objective is to earn profit but also by non-profit organizations……

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What is Salesmanship?

The skills and knowledge of how to sell Skill in persuading people to buy It's about learning from every lost sale and

never letting history repeat itself in that arena! Practice of investigating and satisfying

customer needs through a process that is efficient, fair, sincere, mutually beneficial, and aimed at long-term relationship….

Contd...

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Salesmanship Defined

It is considered to be a form of art that involves use of skills and experience to sell something.

No salesperson is successful unless he has the ability to positively influence the mind of the prospective customer to get the desired results; the result is measured in the terms of sustaining and growing business by rising sales…..

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Salesmanship Skills

Receiving and attending customers Identifying and determining customer needs Displaying and demonstration methods Making Sales Promotion Handling credit and collection Knowledge of Sales Promotion Schemes Analyse customer motivation and behaviour Ability to communicate effectively Ability to demonstrate the practice use of products Ability to explain and demonstrate the products Skill in assessing customers preference Skill of displaying goods Skill in packing the products……..

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Qualities of good salesman has good communication skills a good personality Friendly and good listener knowledge about customers (nature, types, habits and buying

motives), the technique of selling and terms and conditions of the sale -

delivery, prices, packing, credit facilities available etc. he also answers questions and overcomes objections. he needs to know when is the right time to ask for the sale and

he needs to follow-up with potential customers…...

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Students’ Activity

Suppose you’re working in a company that manufacture and supply Herbal Medicines

One day you with your one colleague are on Asian Sky Shop that telecasts live your promotions

Take few medicines of your choice and sell to an audience……

Remember you’re on television….

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Student’s Activity 2: Jumbled Words

1

L I S U N D I A B L

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2

G E I E A R L R

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3

F R C O M T S I O

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4. Recognizing Picture

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5. Recognizing Logo

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Answers

1. India Bulls

2. Religare

3. Microsoft

4. Kumar mangalam Birla

5. Toyato

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Importance of Salesman to the business A good salesman is a great source of value

addition to the product. He is the one who helps the prospective

customers to find correct products. He indirectly creates demand and imparts

knowledge to his customers and also provides product demonstration.

The business is nothing without these demand creators (and/or enhancers) salesman…..

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Ways to enhance Salesmanship qualities

By becoming more interactive with customers Speak less listen more; avoid being unstoppable speaker By having complete knowledge about the product Have good training course and never hesitate to learn

anything relevant about the job you are involved in. An effective salesmanship can help a business to grow

and an improper salesmanship can ruin a business…

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Attributes of a Good Salesman! Deliver more than you promise Make mistakes, but learn to profit from them Have patience and listening skills Have an aim ..not selling but long term association Put yourself in the customer's shoes to have much

better understanding of the customers‘ needs and how those requirements can be fulfilled…..

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Conclusion

A good salesman is one who proves beneficial to both the sellers and the buyers. While ensuring that the need of the customer is suitably met, a good salesman ascertains a profit! …….

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Things to do at home

Find out the meaning of : Co-operative Advertising Creative Strategy DAGMAR Eye Tracking FCC….

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