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KOLEHIYO NG LUNGSOD NG LIPA

Maraouy, Lipa City

INTRODUCTION TO
PROFESSIONAL
SALESMANSHIP

Professional Salesmanship
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KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

Selling and marketing are often considered

synonymous terms. Out of the many components of
marketing, selling is just one of it.
There is a traditional definition of persona selling
• refers to the communication of information that is done
personally to persuade the prospect buyer to purchase that
will satisfy his/her needs
•involves helping other people.

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KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

• The salesman works with the prospects to

understand their needs, give information,
suggest products that will meet the needs,
and provide after-sales care which will result
to long-term customer satisfaction

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KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

A NEW DEFINITION OF PERSONAL SELLING

From the ancient perspective selling involves selfish motives by

people but because of the changing times and the need to be more
aggressive. Personal selling was given a new meaning

•refers to the communication of information that is done

personally to unselfishly persuade the prospect buyer to
purchase that will satisfy his/her needs

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KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

WHAT SALESPEOPLE ARE PAID TO DO?

Every salesperson need to sell something “today” to meet their

quota or their performance goal for
• Themselves, in order to serve others, earn a living and keep their
jobs
• Their employer, because without the generation of revenues the
company fails and thus cannot serve others.
• Their customers, because their products help customers fulfill
their needs and help their organizations to grow.

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KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

In the long run, salespeople must build long-term relationships

with customers because 80% or more of the sales in the future of
many organizations will come from existing customers and
customer referrals.
As salespeople close sales, they also need to maintain good
relationship with the buyer. Salesperson wants to close a sale with
his existing customer today and also wants to have more sales with
him tomorrow and the days after that.

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KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

THE GOLDEN RULE OF PERSONAL SELLING

Traditional Salespeople Professional Salespeople Golden Rule Salespeople

(Self-Interest) (Self & Others) (Other’s Interest)

• Do what they think they can get away • Do what they are legally required to do • Do the right thing
with
• Guided by self-interest • Take care of customers to receive • Find others’ interest most important
future sales
• Performance result of personal ability • Performance result of personal ability  
and effort and efforts, employer, customers,
• Performance result of others
economy

• Seek recognition for efforts, sharing • Enjoy recognition, may share if it suits • Feel that an individual’s performance
not important. Pride and ego driven their purpose. Pride and ego driven is due to others, thus not motivated by
pride and ego.

• Money is life’s main motivator • Money is important but not to the • Service is most important, money is to
customer’s detriment be shared.

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KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

The 6 major reasons for choosing sales career are the

following:

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KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

Nature of Salesmanship

“Personal Selling” and “Salesmanship” have an important

difference.

❖Marketing brings the product into the market and get profit.
❖Personal selling is for the right product be given to the right
customers to transfer the ownership.
❖Salesmanship is one of the skills being used in personal
selling.

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KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

Salesmanship as defined by Stroh

•a direct, face-to-face, seller-to-buyer influence which
can communicate the facts necessary for marketing a
buying decision

• it can utilize the psychology of persuasion to

encourage the formation of a buying decision

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Salesmanship is not only through personal selling but can also be implemented through ADVERTISING, which is also known as “Salesmanship
in Print.” *
KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

Salesmanship is not only

through personal selling but can
also be implemented through
ADVERTISING, which is also
known as “Salesmanship in
Print.”

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KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

OTHER DEFINITIONS OF SALESMANSHIP

W.G. Carter

Salesmanship is in attempt to induce people to buy goods.

According to the National Association of Marketing Teachers of

America
Salesmanship is the ability to persuade people to buy goods or
services at a profit to the seller and benefit to the buyer

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KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

Knox

Salesmanship is the power or ability to influence people to buy at

a mutual profit, that which we have to sell, but which they may not
have thought of buying until their attention was called to it.

Salesmanship is the ability to persuade people to want what they

already need

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KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

Prof . Stephenson

Salesmanship refers to conscious efforts on the part of the seller to

induce a prospective buyer to purchase something that he had not
really decided to buy, even if he had thought of it favourably.

It consists of persuading people to buy what you have for sale in

making them want it, in helping to make up their minds

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KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

Modern Concept of Salesmanship

The salesman

▪can now create needs and eventually converts them into wants.
▪very much be concerned about customer satisfaction and mutual
profit.
▪encourages Mutual profit to be important for the buyer and the seller
▪guides the buyer to purchase the things that satisfies his want
▪Motivates the feeling of the customer

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KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

Role and Significance of Salesmanship

▪It is a flexible tool

▪It involves minimum wasted efforts:
▪It results in actual sales
▪It provides feedback
▪Benefits consumers

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KOLEHIYO NG LUNGSOD NG LIPA
Maraouy, Lipa City

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