Salesmanship

SALESMANSHIPSALESMANSHIP*Art of persuading one to spent money**Art of persuading one to spent money*

*Art of persuading one to buy goods or services which will give him lasting *Art of persuading one to buy goods or services which will give him lasting satisfaction*satisfaction*

*Art of helping prospects and customers to achieve their goal**Art of helping prospects and customers to achieve their goal*

*Art of solving the customers’ problems**Art of solving the customers’ problems*

*Art of converting human needs into wants – persuasion not compulsion**Art of converting human needs into wants – persuasion not compulsion*

*Art of influencing others**Art of influencing others*

The sale takes place in the mind of a customer

• A- Attention

• I- Interest

• D- Desire

• A- Action

• S- Satisfaction

Mental stages of a customer in sales effort

•Selling ProcessSelling Process

•ProspectingProspecting

•Pre-approachPre-approach

•ApproachApproach

•CloseClose

Prospecting is listing out probable customers

Pre-approach is knowing and assessing the customers needs, attitudes, values so as to approach in a fair way.

APPROACHAPPROACH Greet or WelcomeGreet or Welcome IntroductionIntroduction Finding out a common platformFinding out a common platform Suggesting the product to satisfy Suggesting the product to satisfy

his needs his needs Demonstration if any Demonstration if any Meeting objectionsMeeting objections Final agreement Final agreement

Who is a prospect ?Who is a prospect ?

Prospect is a Prospect is a MAANMAAN M M — Money/purchasing capacity— Money/purchasing capacity

A --- A --- Authority Authority

A A --- Accessibility--- Accessibility

N ---N --- Need Need

Creative Salesmanship

Educating the public resulting in their desire to demand new goods or services

Competitive Salesmanship

Yesterday’s novelty has become Yesterday’s novelty has become today’s necessitytoday’s necessity

K A S H•K-Knowledge•A-Aptitude/Attitude•S-Skill•H-Habits

Knowledge Knowledge about yourself

Knowledge about your company and products

Knowledge about your customers and their buying motives

Knowledge about your competitors & their products

Foster sales aptitude and develop a Foster sales aptitude and develop a positive attitudepositive attitude

Skill develop only through Skill develop only through regular practiceregular practice

Habits are of two typesHabits are of two types

Work habits & Personal Work habits & Personal habitshabits

Close of saleClose of sale Suggestion to close the sale be given by Suggestion to close the sale be given by

the sales manthe sales man

Typical suggestionsTypical suggestions

Cash or cheque? Cheque of which bank ? Cash or cheque? Cheque of which bank ? How much ? How many pieces ? How much in How much ? How many pieces ? How much in advance ? May I pack ? Sign please. Etcadvance ? May I pack ? Sign please. Etc

Close the sale at the right time

• Mental stages of the customer at the time of sale

EquilibriumEquilibrium yesyes nono

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