Category: Salesmanship

Salesmanship as a Profession

A certain degree of skill or specialization is required for a profession. Professional people such as lawyers, doctors, writers and actors get along with their clients. Some people say, “Salesman are born, but not made.” Others feel, “Salesmen are mostly made than born.” Still others assert, “Salesmen are born and made.” There are certain …...

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Salesmanship: Definition, Importance, Duties and Types

Salesmanship: Definition, Importance, Duties and Types! “The personal selling” and “salesmanship” are often used interchangeably, but there is an important difference. Personal selling is the broader concept. Salesmanship may or may not be an important part of personal selling and it is never ‘all of it. Along with other key marketing elements, such as …...

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Is Salesmanship a Science or an Art? – Discussed!

What is Science? Science is a body of systematized knowledge. When calling anything as a science, it must be able to build up a body of laws or principles. The characteristics and behaviour of facts are analysed systematically and laws are formulated. Science is a system of facts and principles concerning a subject. Science …...

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Salesmen: Recruitment and Selection of Salesmen

Right salesmen can help company achieve marketing objectives. Recruitment and selection are two important decisions in sales force management that concern with ensuring the right type (right qualities, right qualifications, and right experience) of sales personnel. Problem of recruitment and selection arises when: 1. Starting a new company 2. Resigning and retiring of …...

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Qualities of a Good Remuneration Plan (10 Qualities)

Some of the most important qualities of a good remuneration plan are as follows: 1. Provision for Adequate Income: It must be adequate to meet living expenses. Inadequate payment makes salesmen to work elsewhere to earn extra income. 2. Provision for Incentives: In order to encourage salesmen to perform job actively with interest, …...

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Importance of Personal Selling (10 Benefits)

In today’s marketing practices, personal selling has much important role to play. For many consumer products like home appliances, cosmetics, pharmaceuticals, publications, etc., salesmanship is considered as an indispensable technique to promote product as well as to increase sales. Due to increased expectations of consumers on one end and customer orientation approach of companies …...

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11 Factors that Affect Company’s Remuneration Plan

Salesmen’s performance depends on remuneration plan. The remuneration plan must be suitable to the prevailing market condition, must be attractive to salesmen, and must be affordable for the company. A manager has to consider a number of factors while designing suitable remuneration plan for sales force. Below discussed are some of the important factors …...

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Salesmanship: Role and Significance of Salesmanship

Salesmanship: Role and Significance of Salesmanship! Selling is one of the important marketing activities in most of the organizations. The scope for selling has increased substantially during the past few decades due to growth in the trade and industry. Persua­sive selling skills are being used not only by organizations whose objective is to earn …...

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Salesmanship: Type vs. Personal Selling and Qualities of a Good Salesman

Salesmanship: Type vs. Personal Selling and Qualities of a Good Salesman! Personal Selling refers to oral face to face interaction or conversation between a sales representative and prospective customer for the purpose of making sales. As a marketing communication tool, Personal Selling is more effective in the trial stage of the purchase process. Of …...

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What is the Main Objective of Sale’s Control?

The objective of sale’s control is not merely to find out who should be blamed or given credit. It should look forward and have a proper control system for collecting facts with regard to past performance so that they may serve as valuable guidelines in the future. The system must be based on a …...

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