Salesmanship

Salesmanship

*Selling – is the art of communicating effectively with people.

- It is defined as:

A. assisting the customers

B. helping the customer makes a wise buying decision

Wayson – How sales people can assist customers.

1) Asking questions to learn customer’s needs.

2) Showing benefits to be received from the product or services.

3) Understanding customer’s objections.

4) Helping customers buy to their advantage.

5) Being concerned about customer’s satisfaction after the sale.

*Buyer’s Benefits – are the gains or personal benefits customers receive from the products or services they purchase.

3 Phases of the economy

a. Production - refers to the physical creation of goods and services such as farming, mining, fishing, plumbering and manufacturing make up the production phase of the economy.

b. Marketing – is the process through which goods and services flow from the producer to the consumer. Wholesalers and retailers participate in the marketing phase of the economy. Wholesalers buy from producers and sell to retailers. Retailers buy from producers and wholesalers and sell to consumers.

c. Consumption – refers to the process of using of the goods and services but the producers and wholesalers and retailers sell to the end consumers.

Importance of H.R. in selling

Businesses depend heavily on repeat customers. They are those who frequently return to shop at a certain place of business. Often times it is the friendly courteous sales person that keeps customers coming back. Customers may stop shopping at a business establishment because f high prices, lack of merchandise or lack of proper facilities. In sales, the attitude of sales people and how the relate to others are the two most important factors for workers. One of the main reason workers lose jobs is due to poor attitude. It is especially important to develop positive human relation skills in order to get along with fellow employees, managers and customers....