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Session - 5: - Introduction To Salesmanship - Qualities of The Effective Sales Executives - Personal Selling Skills
Session - 5: - Introduction To Salesmanship - Qualities of The Effective Sales Executives - Personal Selling Skills
INTRODUCTION TO SALESMANSHIP QUALITIES OF THE EFFECTIVE SALES EXECUTIVES PERSONAL SELLING SKILLS
Salesmanship
Responsibilities of a Salesman
Selling goods and attending to customers. Relies on instructions and pre-established guidelines to perform the functions of the job. May work under immediate supervision. Typically reports to a supervisor or manager.
Responsibilities of a Salesman
Ensure that each customer receives outstanding service by providing a friendly environment, which includes greeting and acknowledging every customer, maintaining solid product knowledge and all other aspects of customer service. Maintain an awareness of all promotions and advertisements May assist in processing and replenishing merchandise and monitoring stock.
Responsibilities of a Salesman
Help customers in locating merchandise. Communicate customer requests to management. Assist in completing price changes within the department. Participate in year-end inventory and cycle counts. Assist in ringing up sales at registers and/or bagging merchandise. Any other tasks as assigned from time to time by any manager.
Time Management
Customer Service
Customer service is providing service to customers before, during, and after a purchase.
Salesman Skills
Ability to operate all equipment necessary to perform the job. Ability to communicate with sales associates/co-workers and customers. Ability to read, count, write, and to accurately complete all documentation.
Salesman Skills
The Importance of Dress. Well Dressed vs. Overdressed. Cleanliness. Value of Cheerfulness. The Value of Enthusiasm. The Value of Determination. The Value of Hope.
Relationship
Developing the relationship takes priority over getting the sale. A salesperson is customer-oriented.
Selling Foundations
Possesses Good Communication Skills Understands Buyers Is Trustworthy and Behaves Ethically
Be honest
Disliked
Is difficult to communicate with Lacks knowledge of the customers company Is overly aggressive Makes promises that his or her company cannot deliver
Personal Selling
Overview
A form of person-to-person communication in which a salesperson works with prospective buyers and attempts to influence their purchase needs in the direction of his or her companys products or service
Personal Selling
Personal Selling
Personal Selling
Attractive Features
Job freedom
Variety and challenge Opportunities for advancement
Personal Selling
Personal Selling
Selling Activities
Personal Selling
Salesperson Performance
Aptitude Includes interests, intelligence, and personality characteristics Some people better suit to one type of sales job than another All must be customer oriented and empathetic
Skill level
Motivational level
Role perceptions
Personal characteristics
Adaptability
Personal Selling
Salesperson Performance
Aptitude Includes selling, interpersonal, and technical skills Companies instill the skills needed for success One of the most important skillsClose a sale Getting along with immediate superior
Skill level
Motivational level
Role perceptions
Personal characteristics
Adaptability
Personal Selling
Salesperson Performance
Aptitude The amount of time and energy a person is willing to expend performing tasks Reciprocally related to performance People are driven in different ways
Skill level
Motivational level
Role perceptions
Personal characteristics
Adaptability
Personal Selling
Salespeople: Four General Personality Types Competitors Desire to win and to beat rivals Achievers Routinely set higher goals and like accomplishment Ego-driven
Desire to be the best, to win awards, and to be organized
Service-oriented
Personal Selling
Salesperson Performance
Aptitude Accurate role perception is crucial Often they face role conflicts that diminish their sales performance Organizational citizenship behaviors (OCBs)
Skill level
Motivational level
Role perceptions
Personal characteristics
Adaptability
Personal Selling
Salesperson Performance
Aptitude Age, physical size, appearance, race, gender, etc. It doesnt ensure sales success or failure Successful salespeople are androgyny (possess both male and female traits)
Skill level
Motivational level
Role perceptions
Personal characteristics
Adaptability
Personal Selling
Salesperson Performance
Aptitude Ability to adapt to situational circumstances Due in part to personal aptitude but also includes learned skills Absolutely essential for success
Skill level
Motivational level
Role perceptions
Personal characteristics
Adaptability
Personal Selling
Excellence in Selling
First Impression Self-esteem
Depth of knowledge
Breadth of knowledge Adaptability
Extended focus
Sense of humor Creativity
Sensitivity
Enthusiasm
Taking risks
Honesty & ethics