ICom Notes Class XI Principles of Commerce Salesmanship

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INTRODUCTION AND DEFINITION:

Advertising and salesman are two aspects of the marketing goods and services. Salesmanship is the basis of all trade, the first and last object of which is to market goods and services to the mutual profit and tasting satisfaction of buyers and the sellers. This service is essential for the producer. The distribution of goods as personal or impersonal of assisting the prospective customer to buy a commodity or service. As salesman has to sell ideas; ideas of beauty, of health, of economy, of prosperity, of service etc. the salesman therefore must know not only the details of his commodity but also know human nature so as to lend his customer to accept his ideas.

QUALITIES OF A GOOD SALESMAN

1. EDUCATION

He should be an educated person, and should have studied the subject of salesmanship so as to know certain essential connected with this field.

2. COURTESY

He should respect to his customers, and should not become angry even if his customer gives the lowest offer.

3. LOYALTY

He should show the customer that he is the well wisher of the customer and wants to give him the article which is best suitable for him.

4. ATTENTIVENESS

He should attend to his customer in a nice way and should show the articles which he needs.

5. TACT

He should have the tact to attract customers either by calling or by his motions and should be able to show the goods tactfully which his customer needs.

6. HONESTY

He should be honest with his customer and should make the customer known the prices which are reasonable.

7. IMAGINATION

He should have the capability to imagine the things which his customers want.

8. POLITENESS

He should be polite with his customer and should talk with him such a way so as to show that he is his well-wisher.

9. CHEERFULNESS

He should have a smiling face and should never make his customer fearful. Cheerfulness makes the customer friend of salesman.

10. PATIENCE

A salesman should always be patient and should always think in term of progress.

11. CHARACTER

He should have a sound moral character and should not commit such fruits with male and female customers which may dis-name his organization i.e he should not be corrupted.

12. BEHAVIOUR

He should think that customer are his masters, which is usually thought of by a good and reputed salesman.

13. PERSONALITY

He should have attractive personality because it helps him in convincing the customers and affecting sales