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SALESMANSHIP > Chapter 1: Overview Of Salesmanship > Flashcards

Chapter 1: Overview Of Salesmanship Flashcards

1
Q

It is a marketing strategy by which a salesman can sell his goods
or services to a person

A

Salesmanship

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2
Q

He defined salesmanship as “an attempt to induce people to buy goods.”

A

W. G. Carter

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3
Q

He said that the job of salesman is also to create demand “by demonstrating that the need does exist, although before his visit there was no
consciousness of that need”

A

W. Major Scot

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4
Q

He added by identifying salesmanship as “winning the buyer’s confidence for the seller’s house and goods, thereby winning regular and permanent
customers”

A

G. Blake

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5
Q

It also represents the seller-initiated efforts offered to prospective customers.

A

Salesmanship

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6
Q

It is a dynamic element of economic strategy where selling plays a vital role in industrial profits

A

Salesmanship

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7
Q

What are the Scope of Salesmanship?

A
  1. Collection of more information regarding the market.
  2. Increasing economic power in various standardized sectors.
  3. Growth of technological progress.
  4. Enrichment of managerial efficiency.
  5. Extension effect on the economy.
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8
Q

How many type of Salesmanship are there?

A
  1. Wholesaler’s Salesman
  2. Manufacturer’s Salesman
  3. Retailer’s Salesman
  4. Specialty Salesman
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9
Q

It is concerned only with the wholesaler. The purpose of this type of salesmanship is to market the product only to the wholesaler.

A

Wholesaler’s Salesman

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10
Q

It may be sub-divided into four sub-categories:

He is employed to sell goods directly to the consumers, wholesalers, or retailers.

A

Manufacturer’s Salesmans

1.Missionary Salesperson
2.Technical Salesperson
3.Merchandising Salesman
4.Sale Promotion Salesmen

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11
Q

These salespersons interact with wholesalers, retailers, and consumers to offer and guide them regarding the product / service.

A

Missionary Salesperson

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12
Q

These salespersons are hired to sell technical products

A

Technical Salesperson

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13
Q

These salespersons not only sell products but also guide retailers in terms of in-store product display and arrangement.

A

Merchandising Salesman

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14
Q

The main job of this type of salesman is to convince customers to buy their products. They provide product demonstrations and also offer samples to prospective customers.

A

Sales Promotion Salesman

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15
Q

What type of retailer works with the final consumer directly

Subdivided into____

A

Retailer Salesman

Two: indoor and outdoor Salesman

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16
Q

What type of retailer Salesman that works inside a store. These are hired by store owners to help shoppers make buying decisions.

A

Indoor Salesman

17
Q

What type of retailer salesman that work for the retailer by visiting customers and taking orders.

A

Outdoor Salesman

18
Q

This person sells products such as expensive durable goods,

A

Specialty Salesman

19
Q

How many significance of Salesmanship are they.

A

Five
a. Flexible Tool
b. Minimum Wasted Efforts
c. Results in Actual Sales
d. Offers Feedback
e. Advantageous to Consumers

20
Q

Salesmen present their ideas tailored to customer needs and desires.

A

Flixible tool

21
Q

The efforts of a salesman are directed only towards prospects.

A

Minimum wasted efforts

22
Q

Salesmanship is a tool used by organizations to complement their other promotional activities. ; is salesman who converts the demand into actual sales.By clarifying consumer doubts, resolving their issues

A

Results in actual sales

23
Q

A salesman is a medium for companies to engage in two-way communication with the customer.

A

Offers feedback

24
Q

Salesman is of great help to customer as well.

A

Advantageous to customers

25
Q

What are the 3 roles of Salesmanship

A

a)Sales Lead Conversion
b)Business Growth
c)Customer Retention

26
Q

What are the three qualities of a salesperson/man?

A

a. Ability to Feel
b. Need to conquer
c. Need for Balance

27
Q

Other qualities that describe a good salesman are

A

• Good Listener
• Resilience
• Confidence
• Ability to analyze customer motivation and behavior.
•Must possess complete information on the product

28
Q

is which one person who is the salesman tries to convince the customer in buying a product.

A

Personal selling or Face to face selling

29
Q

It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale

A

Personal selling

SALESMANSHIP (4 decks)

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