PROFESSIONAL SALESMANSHIP

By: Grace Pecajas Belches

Student’s Module
Name:
Student Number:
Program/Year/Section:             

 
Republic of the Philippines
Biliran Province State University
(formely NAVAL STATE UNIVERSITY)
ISO 9001: 2015 CERTIFIED

#WoWBiPSU
 Define the following:

1. Bonus? ______________________________

2. Incentives? _________________________________________________

3. Resellers? A person or company that sells something they have bought to

someone else.

4. Wholesaler? A person or company that sells goods in large quantities at low

prices, typically to retailers.

5. Capital? The buildings, the equipment, tools and other goods needed to produce a
product or money used to purchase these items. 

Lesson I
History of Selling & Marketing Impact in the Business world

Answer me! (For discussion purposes)

1. What is Salesmanship?

2. What are the important requisites of salesmanship?

5’ P’s of Selling.

Let’s Analyze:

Activity 1. Discuss fully.

1. Why do we apply applied salesmanship?

2. What is the importance of salesmanship in our economy?

Activity 2:   Discuss in writing

1. What is the key to professional selling?

2. What are the different types of jobs in sales?

Activity 3:   Discuss fully

1. In what aspects are we all salesmen?

2. What are the manifestation of a satisfactory selling career?

Let’s Use it:
Activity 4. Line of Authority for Individual Starting in Sales
See the diagram below, arrange it properly to leading to the way to top management
position. 
 

Activity 5:  Analysis

1. Is maturity of interest necessary in selling? Why?

2. What are the different factors that a salesman must look into before approaching the
prospect?

3. What are the various aims of the salesman that he ought to accomplish in selling?
 

Activity 6: 
1. What are the different cultures imbedded in the personality of a Filipino?

2. How will you describe the Filipino as a consumer?

3. How do the Chinese and Spaniards affect our economic and social life?

Assessment 

Match Colum A with Column B. Write the LETTER only on your answer sheet.

COLUMN A

1. When small change in price produces little or no effect on the quantity

demanded.
2. Selling products directly to consumers in a non-retail environment, instead
sales occur at home, work, online.
3. The amount or quantity of goods or services that consumers are willing and
able to buy.
4. A person or business that sells goods to the public in relatively small
quantities for use or consumption rather than for resale.
5. Striving for the same customers, or market.
6. The building, the equipment, tools and other goods needed to produce a product or
money.
7. When a small change price produces a large in demand.
8. The skills and methods use in selling or promoting a product.
9. A persons or a company that sales a large good or quantities in a low price.

COLUMN B
A. Retailer
B. Capital
C. Elastic
D. Competition
E. Inelastic
F. Wholesalers
G. Compensation Plans
H. Direct selling
I. Salesmanship-