Introduction To Salesmanship Pdf Download
Velva Non
There are many more and I will pen them in the future if and when I remember. The thing with me is I tend to look at positives and develop a thick skin towards negatives or things that don't interest me hence I tend to forget such interesting takes on my profession.
In fact after passing with distinction in Mechanical Engineering I decided not to take up a job and prepare for IIM entrance exams. for this I moved to Pune and enrolled myself in one of the coaching centres and took a room at a hostel. The excitement died down very soon when I realised what a fine waste I had put my Mechanical Engineering degree to by being completely useless despite being one of the best performers. This guilt feeling took me to the streets in search of a job as by then all campus offers had gone.
The first job I got was selling Tupperware products. I had an interesting introduction to the art of selling where a bunch of us were allocated to a very dynamic and smooth talking professional (How I wish I knew where he is today and what his name is because I would hire that guy in a jiffy and give him a large team and a nice cabin to run an important sales function for me), Since I have not been able to bring the name from my memory so lets call him Mr. X.
Mr. X introduced himself to us, told us how exciting it was to be a part of the team and took us on sales orientation straight away.A good leader doesn't waste his time on niceties I guess! The orientation was an experience I would never forget. For the rest of the day Mr. X knocked on the doors of housewives, smoothly manoeuvred building security and gained access to many households to display his wares. When he talked it was so mesmerising, people found it hard to resist hearing him and buying from him. Though there were many slammed doors in our faces but Mr. X never let go of his smile. We also conquered many offices and its staff during this day. There was a brief stop for lunch where he treated us to 'Misal Paav" and on we went through the day. I never realised the importance of that day in my life till I started into this great profession later on in my career. The leanings from that day still have been my tools of the trade.
You might be wondering what I made of my career with Mr. X and the fine Tupperware company? Well I was too ignorant to make sense of the learnings so I quit at the end of Day one with bruised feet and bruised ego of rejection and ill treatment from many interesting encounters of the day. I was also disgusted with the way Mr. X took us around without a break and I hated his smile! How could someone smile inspite of all these rejections? Must be a crackpot, I thought! This one day career which I never got paid for was my start into a profession which I would later join and enjoy immensely.
I then had another short stint of 4 days at selling EPABX systems, It was an extremely tiring and thankless job where I had to walk from shop to shop and office to office displaying a magnificent device which no body was too keen to buy. I fell ill post this and missed 3 days of my job. When I gained my energy I collected all my courage and went to meet my boss who had a small cabin in a heavily populated area somewhere in Pune, I had been rehearsing on how I would tell him that I couldn't continue. I had assembled many reasons like I wanted to focus on my entrance exam, I had some home emergency etc; Thank God none of this was required as the moment I stepped in front of my Boss, he fumed with anger at me missing without reporting for three days and instantly fired me on the spot! God bless his Soul for doing this act of mercy killing as it prevented me from lying which I was not very comfortable with to start with.
I decided sales was not for me as I walked out of his office. Tremendously angry that I didn't even get the dignity to resign and was unceremoniously fired. But I never realised that this would help me in more ways than one in the future. Learning from this episode of my life were
This document provides information about salesmanship and personal selling. It defines salesmanship as the process of assisting and persuading prospective customers to purchase a product or service. Personal selling is described as an oral presentation to prospective customers to make a sale. The document discusses various concepts related to salesmanship including the AIDA model, types of sales executives, theories of personal selling, the selling process, and how to handle objections from customers. It emphasizes that salesmanship is an important skill that benefits producers, customers, salespeople, and society.Read less
An approach might last a few seconds or a few minutes depending on how long it takes to open communication with the buyer while gaining their trust in you, and their interest in how your product will meet their needs.
There are three common approach techniques that every salesperson should master. They are statements, demonstrations, and questions. Knowing when and how to use each of these techniques is a critical step in mastering the approach to your buyer.
The best use of the introduction statement is when you are meeting a buyer for the first time. However, because the introduction statement does nothing to really engage the buyer, I like to couple it with another opening statement like the compliment, the referral, or the premium.
The advantage of the referral approach is when used correctly the expertise and authority of the referring party helps open communication with your buyer. The referral is a great approach tool to use if you know the buyer and the person providing the referral know and respect each other.
When I was a sales manager for Duncan Hines, I made it a standard practice to bake cupcake samples of our new cake and frosting flavors. I assembled trays of the cupcakes and handed them to the buyer as I sat down to discuss our new product launch.
The reason I did this is, I figured that the chances of her going home and baking a cake or a batch of cupcakes to try them was small. So, I took the initiative by making the samples for her and encouraged her to try them while I was making my presentation! It worked every time!
For me, the reason that I like the samples and demonstration methods of approach so much is that I have had a lot of success with them over the years. They are great tools to engage the buyer and pique their curiosity.
Plus, and this is important, these methods appeal to multiple senses. Tasting that cupcake employs sight, smell, and taste. The same is true of my friend selling paper plates loaded with food. Looking at that briefcase full of money employs sight and triggers the brain to think about how the buyer can earn all that money.
Firstly, I find the best questions are ones you already think you know the answer to because you are simply confirming information through these questions. Second, and this is where many inexperienced salespeople falter, is they ask questions that result in negative responses. The last thing you want to do is ask questions that result in negative responses from the buyer.
The advantages of an opinion question include, it puts the buyer at ease because they are sharing their expertise, and in the course of answering your question, they may provide important information about additional opportunities.
However, notice how there is no discussion of your specific product throughout this series of questions. You are not selling; you are gathering the information that will help you sell in a few minutes when you deliver your presentation.
Since some topics are sensitive, the buyer may be reluctant to answer, they may provide only partial information. Or, in some cases, may even provide false information. Getting at the truth requires a salesperson who is empathetic, has gained the trust of the buyer and is skilled at asking questions.
Students will gain an introduction to the marketing function in business and other organizations as well as environmental aspects of market selection and strategy. Students will also dive into the analysis of product, pricing, promotion and distribution.
Sales is the lifeblood of any successful organization and everybody sells! Doctors, lawyers, plumbers, beauticians, and teachers all sell, and the skills needed to sell are critically important for both individual and organizational success. However, most people haven't ever received any sales training. Sales Talk will feature salespeople in all walks of life and across multiple organizations. Each episode features a salesperson to share their tips, experiences, advice, and career opportunities in sales. In addition, episodes will feature the sales-related activities and innovations we are working on in the Walter Brown Center for Sales Excellence.
This course presents the foundations required for developing skills and knowledge to work effectively with internal and external customers. The students will gain an understanding of the skills, attitudes, and thinking patterns needed to win customer satisfaction and loyalty.
This is a survey course related to managing personal finance. Topics include personal financial planning, money management, taxes, consumer credit, insurance, investments, retirement planning, and estate planning.
This course is a study of practical business mathematics. Topics include fundamental processes of arithmetic with emphasis on decimals and percentages, markup, discounts, bank reconciliation, simple and compound interest discounting notes, depreciation methods, and present value.
This course provides an introduction to the principles and practices of ethical salesmanship. Topics include industrial and retail selling methods of market analysis, professional salesmanship and sales methods, consumer types, attitudes, and behavior.
This course is an introduction to the fundamentals of supervision. Topics include the functions of management, responsibilities of the supervisor, management-employee relations, organization structure, project management, and employee training and rating.
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