ACTIVITY 2: SALESMANSHIP AND SALES MANAGEMENT

What is Salesmanship?

On a personal level, salesmanship is used to sell products, but it requires skills and is not for everyone.
Salesmanship is the art of interacting face-to-face with a buyer and using persuasion techniques to
influence the buyer to make a choice.

To convince customers to purchase a product, salespeople must inform them about it and demonstrate
its value, both of which can be challenging given the need to interact with various people.

A salesperson must have a variety of skills to effectively interact with different customers, such as acting
as a friend and a human-computer.

Salesmanship is a way to dispel a customer's skepticism and ignorance in order to persuade them to
purchase a good or service. Additionally, it includes the capacity to create a demand for the product and
inspire consumer desire.

The power was in the hands of the customers in the ancient concept of salesmanship, which is different
from the modern idea. Presently, salespeople approach potential customers and establish a need for the
product. By convincing potential customers that the product is essential for them, they can meet their
needs by selling merchandise to them.

Buyer-Seller Dyads: Sociologists refer to situations where two people interact with one another as
"buyer-seller dyads," such as the salesman and his prospect. A seller's interaction with a specific
prospect in the reading, listening, or viewing audience is an example of one of these dyads. In both
advertising and in-person sales situations, the seller tries to influence or persuade the potential
customer to act in a way that benefits the seller. In the case of advertising, there is less opportunity for
interaction than there is in the case of personal selling, demonstrating the benefit of personal selling.
Advertising and personal sales are frequently used in conjunction with or to support one another, and
the combined effect of the two determines the buyer's response.

Sales Vary in Difficulty

The difficulty of closing deals varies depending on the circumstance, so it's critical to distinguish between
service and developmental selling. While developmental selling aims to convert people who are resistant
to change into customers, service selling seeks to make sales from people who are already customers.
According to McMurry, sales positions should be categorized based on where they fall on a
developmental skill spectrum and how much service and developmental selling are necessary for
everyone.