Salesmanship
anculd immediately shift the attention of the customer to an equally ifccd commodity with a low price manufactured by an other firm. A ssesman should read the liking and disliking of the product by the ic*s:omer from his facial expression also.
5. Knowledge of the technique of selling. There are numerous tecnniques of promoting the sales of a product. A salesman should *«B«e a thorough knowledge about the various techniques of selling.
5. QUALITIES OF A GOOD SALESMAN
Every customer is an individual. The salesman should have the acuity to deal with each customer according to his feelings, tastes, attitude. The basic qualities which a salesman should possess are as
fallows:
He should know the qualities of the product. A good
salesman should know his product. He should be in position to
the questions raised by the customer about the usefulness of
l~e commodity which he intends to buy.
Customer's likes and dislikes. The reaction of the
Customer is indicated by his body movement or his facial expression.
T"~e intelligent salesman would immediately assess the likes and
dislike of the customer. If the customer show a liking of a commodity
ca by knowing its price decides to leave the shop, the salesman
would immediately shift his attention to an equally good commodity
with a low price manufactured by another firm. It will thus lead to the
s'ose of the sale.
A positive approach to the sale. An alert and good
salesman would always adopt a positive approach to the sale of
commodity. He will, for instance, say to the customers "May I show, a new product" (The negative approach is, "I hope you won't
ii*e to see a new product'). He is not supposed to be a loose talker.
Praise should be fair. A salesman should give due praise
to the taste of the customer on the selection of the commodity. The
customer is definitely pleased to the gentlemanly behaviour of the
salesman. The praise should be judicious and may not be considered
lattery.
Knowledge of technique of selling. A salesman
should have a knowledge of the technique of selling. He should be
ware of the basic principles of attending the customers.
Personal qualities. A salesman should posses
basic character qualities like (i) courage, (ii) initiative, (iii)
Monday, January 11, 2010
Sunday, January 10, 2010
increase Business earning
3. STEPS IN THE SALES PROCESS
A salesman, if he is to be effective, must follow certain steps in Inaking a sale. The main steps or stages in the sales process are as lander:--
1. Prospecting. Prosecuting means the location of new
I customers. A salesman should not be contended with the customers
I who purchase the product from him. He should always be on the look
[out to add new prospects to his list. The location of potential
|customers will help him in increasing the sales.
Preapproach. Preapproach is an important stage in the sales
[process. Before approaching the prospects (potential customer) the
[salesman should have full knowledge (i) about the product, the
[company which he represents etc and (ii) personal knowledge about
[Ifae potential customer (prospect).
Approach. A salesman should be neatly dressed in the first
lace to face meeting with the prospect. He should approach the
prospect cheerfully and gracefully and under favourable conditions.
I He should talk about the business of the prospects, his personality, general reputation etc. He should not open conversation about the product which can be put off quickly with an answer; "sorry I do not
I need it."
Demonstration. Demonstrating the value of the product or
service is the heart of the sales process. In order to arouse arfd
sustain interest in the product or service, the salesman should use
chart, diagrams, booklets, photographs, miniature models etc. and
tfius secure the attention of the product. He should also explain the
usefulness of the product and the benefits which the prospect will
derive from the use of product or service etc. etc.
Objections. A salesman should always be mentally prepared
iO listen to the objections raised by the prospect. He should avoid
entering into argument or controversy with the potential customer. A
skilled salesman actually welcomes objections and answers them
through suggestions and persuasions in mild tone.
Closing. A salesman after creating desire for the purchase of
a product or service enters into a crucial stage of closing the sale. An
efficient salesman recognises the precise moment at which the
customers reaches a decision and then he closes the sale promptly.
A salesman, if he is to be effective, must follow certain steps in Inaking a sale. The main steps or stages in the sales process are as lander:--
1. Prospecting. Prosecuting means the location of new
I customers. A salesman should not be contended with the customers
I who purchase the product from him. He should always be on the look
[out to add new prospects to his list. The location of potential
|customers will help him in increasing the sales.
Preapproach. Preapproach is an important stage in the sales
[process. Before approaching the prospects (potential customer) the
[salesman should have full knowledge (i) about the product, the
[company which he represents etc and (ii) personal knowledge about
[Ifae potential customer (prospect).
Approach. A salesman should be neatly dressed in the first
lace to face meeting with the prospect. He should approach the
prospect cheerfully and gracefully and under favourable conditions.
I He should talk about the business of the prospects, his personality, general reputation etc. He should not open conversation about the product which can be put off quickly with an answer; "sorry I do not
I need it."
Demonstration. Demonstrating the value of the product or
service is the heart of the sales process. In order to arouse arfd
sustain interest in the product or service, the salesman should use
chart, diagrams, booklets, photographs, miniature models etc. and
tfius secure the attention of the product. He should also explain the
usefulness of the product and the benefits which the prospect will
derive from the use of product or service etc. etc.
Objections. A salesman should always be mentally prepared
iO listen to the objections raised by the prospect. He should avoid
entering into argument or controversy with the potential customer. A
skilled salesman actually welcomes objections and answers them
through suggestions and persuasions in mild tone.
Closing. A salesman after creating desire for the purchase of
a product or service enters into a crucial stage of closing the sale. An
efficient salesman recognises the precise moment at which the
customers reaches a decision and then he closes the sale promptly.
Saturday, January 9, 2010
saleman tips That must be Used in Real life
self control, (iv) diligence, (v) courage, (vi) stability, (vii) cheerful-ness, (viii) straightforwardness, (xi) good appearance and (x) maturity.
6. SALESMAN DEALINGS WITH CUSTOMERS ATA
GLANCE
Nervous customers
(Kind of customers) Tired and cross Fussy and nervous Excitable Impatient Unreasonable
Timid and sensitive
Undecided
Old and deaf people
Children
Foreigners
Skeptical Inquisitive Talkative Insulting
Critical
Indifferent
Silent
Bargain Hunters
Pleasant Intelligent
(Treatment) Patience Consideration Quit manner Despatch Calmness Dependent Customers
Gentleness
Decision
Sympathy
Love and affection
Helpfulness
Disagreeable customers
Candid manner Knowledge Courteous, brevity Self control Trying customers
Knowledge of goods Tact
Perseverance Convincing manner. Commonsense customers
Smile on the face Efficient service
7. PLANS FOR PAYING SALESMAN
There are three main plans of remuneration for salesmen. They are: (1) Straight Salary Plan (2) The Commission Plan and (3) Salary and Commission Combined.
1. Straight Salary Plan. In a straight salary plan, a salesman is paid a fixed amount as salary regardless of his sales volume. The beginning salesman usually prefer this plan as it give him (1) an assured income (2) a sense of financial security (3) minimizes the
6. SALESMAN DEALINGS WITH CUSTOMERS ATA
GLANCE
Nervous customers
(Kind of customers) Tired and cross Fussy and nervous Excitable Impatient Unreasonable
Timid and sensitive
Undecided
Old and deaf people
Children
Foreigners
Skeptical Inquisitive Talkative Insulting
Critical
Indifferent
Silent
Bargain Hunters
Pleasant Intelligent
(Treatment) Patience Consideration Quit manner Despatch Calmness Dependent Customers
Gentleness
Decision
Sympathy
Love and affection
Helpfulness
Disagreeable customers
Candid manner Knowledge Courteous, brevity Self control Trying customers
Knowledge of goods Tact
Perseverance Convincing manner. Commonsense customers
Smile on the face Efficient service
7. PLANS FOR PAYING SALESMAN
There are three main plans of remuneration for salesmen. They are: (1) Straight Salary Plan (2) The Commission Plan and (3) Salary and Commission Combined.
1. Straight Salary Plan. In a straight salary plan, a salesman is paid a fixed amount as salary regardless of his sales volume. The beginning salesman usually prefer this plan as it give him (1) an assured income (2) a sense of financial security (3) minimizes the
Business Increasing Maintain Growup Details
Introduction to Business
For instance, if a prospect begins to pause in making a final decision, the salesman steps in and closes the sale. Similarly, if the facial expression of the prospects indicate willingness, it is time to close the sale. If the tone of the buyer is low, even then the sale can be closed without offending the customer. The salesman should congratulate the prospect on the close of the sale and appreciate him on his good judgement.
7. Follow up. When the prospects signs the order, the sales process does not finally end here. A salesman should follow up in the supply of goods or service as per conditions of the order.
4. FUNDAMENTALS OF SUCCESS IN SALESMANSHIP
Salesmanship is highly skilled profession. A person who is to learn the art of inducing prospects to buy goods which benefits both the seller and the buyer, is a most difficult job. A salesman before entering this profession must be carefully scholar in the fundamentals or principles of success in salesmanship. The main requisites or fundamentals of success in salesmanship are: (1) Knowledge of self (2) knowledge of product (3) Knowledge of company (4) Knowledge of customers and (5) Knowledge of technique of selling. These fundamentals are now discussed in brief.
Knowledge of self. A promotional salesman should have a
fair assessment of himself. He should be conscious of his good points
in persuading the customer to purchase the goods. He should avoid
the display of his weaknesses, if any.
Knowledge of the product. A successful salesman should
have full knowledge of the nature of the product. He should be well
equipped to answer the questions about the quality, prices,
usefulness, comparison with other similar products etc. raised by the
customers.
Knowledge of the company. A salesman is required to have
full information about the product and the company which he
represents. A customer is impressed if the company has a long
standing in trade and is operated to achieve twin objectives of profit
and service.
Knowledge of the customer. An effective salesman handles
his customer very carefully. As a customer is different from an other
customer in his habits, likes and dislikes, a rational salesman,
therefore, deals with them according to the requirements of the
situation. For instance, if a customer shows a liking for a commodity
but by knowing its price decides to leave the shop, the salesman
For instance, if a prospect begins to pause in making a final decision, the salesman steps in and closes the sale. Similarly, if the facial expression of the prospects indicate willingness, it is time to close the sale. If the tone of the buyer is low, even then the sale can be closed without offending the customer. The salesman should congratulate the prospect on the close of the sale and appreciate him on his good judgement.
7. Follow up. When the prospects signs the order, the sales process does not finally end here. A salesman should follow up in the supply of goods or service as per conditions of the order.
4. FUNDAMENTALS OF SUCCESS IN SALESMANSHIP
Salesmanship is highly skilled profession. A person who is to learn the art of inducing prospects to buy goods which benefits both the seller and the buyer, is a most difficult job. A salesman before entering this profession must be carefully scholar in the fundamentals or principles of success in salesmanship. The main requisites or fundamentals of success in salesmanship are: (1) Knowledge of self (2) knowledge of product (3) Knowledge of company (4) Knowledge of customers and (5) Knowledge of technique of selling. These fundamentals are now discussed in brief.
Knowledge of self. A promotional salesman should have a
fair assessment of himself. He should be conscious of his good points
in persuading the customer to purchase the goods. He should avoid
the display of his weaknesses, if any.
Knowledge of the product. A successful salesman should
have full knowledge of the nature of the product. He should be well
equipped to answer the questions about the quality, prices,
usefulness, comparison with other similar products etc. raised by the
customers.
Knowledge of the company. A salesman is required to have
full information about the product and the company which he
represents. A customer is impressed if the company has a long
standing in trade and is operated to achieve twin objectives of profit
and service.
Knowledge of the customer. An effective salesman handles
his customer very carefully. As a customer is different from an other
customer in his habits, likes and dislikes, a rational salesman,
therefore, deals with them according to the requirements of the
situation. For instance, if a customer shows a liking for a commodity
but by knowing its price decides to leave the shop, the salesman
Increase Business sale Tips
Improvements in the products. The salesman are in direct touch with the consumers the suggestions, impressions and complaints about the product are easily brought to the notice of the
producers. This brings improvements in the products. Increase in the rate of turnover of goods. Due to salesmanship, the rate of turnover of goods is increased. This leads to increased business activity and reduced unsold stock of goods.Help in selection of goods. Consumers get useful
information from the salesman about the quality of the goods. This enables them to select the right type of goods.Increased employment opportunities Effective salesmanship increases business activity in the country. This leads to increased employment opportunities, increased community increase. Lucrative career. Salesmanship is a lucrative career for
intelligent youngmen and women.
2. METHODS OF SALES PROMOTION
There are various methods which are used by the producers to increase sales. They in brief are (1) Advertising (2) Competition. (3) Free samples (4) Price reduction (5) Free gifts.
Advertising. The main object of advertising is to increase sales through different media, create demand for new products, provide information to the consumers about the change in the nature
of the product and project a favourable image of the company to the consumers etc. etc. In short, advertising is an ^effective tool for promoting sales of a goods or service in the market.
Free samples. If a good is cheap and has a wide market, it can be introduced by distributing it free to the people on a particular shop in the area. The loss can be made good in the long run. Tea was introduced in the Subcontinent by giving free packets to the people.
3. Price reduction. Price reduction is another effective technique of sales promotion. The Bata Shoe Company, Service Shoe Company and other retailers announce price reduction on
different goods in a particular month of the year.
4. Competition. The producers sometimes organize
competitions among themselves to increase sales. They for example
allow a price reduction on the purchase of 10 packets of the goods.
The sale of goods by packets boosts the sales and thus increases
production.
producers. This brings improvements in the products. Increase in the rate of turnover of goods. Due to salesmanship, the rate of turnover of goods is increased. This leads to increased business activity and reduced unsold stock of goods.Help in selection of goods. Consumers get useful
information from the salesman about the quality of the goods. This enables them to select the right type of goods.Increased employment opportunities Effective salesmanship increases business activity in the country. This leads to increased employment opportunities, increased community increase. Lucrative career. Salesmanship is a lucrative career for
intelligent youngmen and women.
2. METHODS OF SALES PROMOTION
There are various methods which are used by the producers to increase sales. They in brief are (1) Advertising (2) Competition. (3) Free samples (4) Price reduction (5) Free gifts.
Advertising. The main object of advertising is to increase sales through different media, create demand for new products, provide information to the consumers about the change in the nature
of the product and project a favourable image of the company to the consumers etc. etc. In short, advertising is an ^effective tool for promoting sales of a goods or service in the market.
Free samples. If a good is cheap and has a wide market, it can be introduced by distributing it free to the people on a particular shop in the area. The loss can be made good in the long run. Tea was introduced in the Subcontinent by giving free packets to the people.
3. Price reduction. Price reduction is another effective technique of sales promotion. The Bata Shoe Company, Service Shoe Company and other retailers announce price reduction on
different goods in a particular month of the year.
4. Competition. The producers sometimes organize
competitions among themselves to increase sales. They for example
allow a price reduction on the purchase of 10 packets of the goods.
The sale of goods by packets boosts the sales and thus increases
production.
How to increase Sale
Before the Industrial Revolution, the goods were produced in wrai quantities. They were sold in the local market without any pnobiem. After the Industrial Revolution, the position is entirely '•Hanged. The goods are produced on large scale. There is a keen among the producers of goods. Each manufacturer tries int outbid other from the market.
With the revolution in the means of transport, the importance of function has further increased. Goods are produced not only for seling in the home market but also in different other countries. There •dc. the manufacturers face stiff competition. The success of business «p* depends as to how well the goods are sold in the market, salemanship is the life blood of a business.
Difference between selling and salesmanship.
Selling. There is a difference between selling and salesmanship. Srting in business refers to the process of transfer of goods or or services to a buyer in exchange for money. Through selling, goods •me services finally flow to the consumers who need them. The important methods of selling are (a) Personal selling, (b) Indirect through media, (c) Sale by inspection, description, samples IS Mail order selling, (e) Hire purchase selling etc.
Salesman ships. Salesmanship, on the other hand, is the ability *» persuade people to buy goods and services. It is an art of persuasion. Salesmanship consists in persuading people to buy •(Nat you have for sale, in making them want it, in helping them to •eke up their minds to purchase it at a price profitable to both.
Importance of Salesmanship.
The importance of salesmanship is recognized everywhere •may. The importance of salesmanship to the manufacturers, consumers and to the community in general is briefly discussed
Mow.
1. Creation of demand Salesmanship creates demand for •he goods. This leads to increase in production and increase in profits manufacturers.
With the revolution in the means of transport, the importance of function has further increased. Goods are produced not only for seling in the home market but also in different other countries. There •dc. the manufacturers face stiff competition. The success of business «p* depends as to how well the goods are sold in the market, salemanship is the life blood of a business.
Difference between selling and salesmanship.
Selling. There is a difference between selling and salesmanship. Srting in business refers to the process of transfer of goods or or services to a buyer in exchange for money. Through selling, goods •me services finally flow to the consumers who need them. The important methods of selling are (a) Personal selling, (b) Indirect through media, (c) Sale by inspection, description, samples IS Mail order selling, (e) Hire purchase selling etc.
Salesman ships. Salesmanship, on the other hand, is the ability *» persuade people to buy goods and services. It is an art of persuasion. Salesmanship consists in persuading people to buy •(Nat you have for sale, in making them want it, in helping them to •eke up their minds to purchase it at a price profitable to both.
Importance of Salesmanship.
The importance of salesmanship is recognized everywhere •may. The importance of salesmanship to the manufacturers, consumers and to the community in general is briefly discussed
Mow.
1. Creation of demand Salesmanship creates demand for •he goods. This leads to increase in production and increase in profits manufacturers.
Tuesday, December 29, 2009
Insurance Lawyer
insurance lawyer
if you need to hire an insurance Lawyer.lot of Practice Lawyer are Working on Law of insurance.online Researved A lawyer for insurance policy.you can easily insure your Car your house Your family and yourself.Accident life Insurance Policy have Different type of secret Which can not be easily explained or understand.but lawyer of insurance Policy can be easily express you Whole story.So You need to hire online lawyer.lawyer will understand your case.basically he knows Which type of documents are required.insurance documents have som significant value in insurance case.so you can easily check your policy.hire the USA best insurance lawyers.Some Lawyer have huge Amount of fees.but people are looking to cheap Fees for their case.here we Share some contact details or contact Email or contact number of insurance Lawyer Which Provide some Good Information about your case.He will help you in your case and Have Cheap fees for their Services.Some insurance Agents also Have cheap Fees rates and gives you Good type of Informaiton about Insurance policy.
there are different plans of policy.
insurance policy have Different Quailities In which Fire insurance Goods Insurance Which direct affect your Business.choose good Lawyer for business insurance that you can Claim your insurance easily.
if you need to hire an insurance Lawyer.lot of Practice Lawyer are Working on Law of insurance.online Researved A lawyer for insurance policy.you can easily insure your Car your house Your family and yourself.Accident life Insurance Policy have Different type of secret Which can not be easily explained or understand.but lawyer of insurance Policy can be easily express you Whole story.So You need to hire online lawyer.lawyer will understand your case.basically he knows Which type of documents are required.insurance documents have som significant value in insurance case.so you can easily check your policy.hire the USA best insurance lawyers.Some Lawyer have huge Amount of fees.but people are looking to cheap Fees for their case.here we Share some contact details or contact Email or contact number of insurance Lawyer Which Provide some Good Information about your case.He will help you in your case and Have Cheap fees for their Services.Some insurance Agents also Have cheap Fees rates and gives you Good type of Informaiton about Insurance policy.
there are different plans of policy.
insurance policy have Different Quailities In which Fire insurance Goods Insurance Which direct affect your Business.choose good Lawyer for business insurance that you can Claim your insurance easily.
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