Salesmanship / Personal Selling Salesmanship is just persona selling - negotiating, emphasizing inducing and making the prospective buyer

to take a decision in favour of going for the product being offered to him. In the words of W.G. Carter, "salesmanship is an attempt to induce people to buy goods." Today salesmanship is to only an effort to induce the people to buy. Instead, to put in the words of White head, it is "the an of presenting art offering that the prospect appreciates the need for it and that a mutually satisfactorily sale follows." The mutual satisfaction is greatly emphasized in an salesmanship. W. Major Scot has regarded that "It is a part of a salesman's business to create demand by demonstrating that the need does exist, although before his visit there was no consciousness of that need." On Salesmanship G. Blake writes that "salesmanship consists of winning the buyer's confidence for the seller's house and goods thereby winning a regular and permanent customers." Emphasizing on lasting satisfaction. Paul W. Ivey defines the term salesmanship as "the art of persuading people to purchase goods which will give off lasting satisfactions." Thus, Salesmanship is an art of winning over the buyer's confidence so that a permanent goodwill may be built and a lasting satisfaction may be given to him when he goes the product offered to him. Survival skills for those of us crazy enough to work for ourselves.

DEFINITION OF A SALES PROFESSIONAL

The sales professional makes the difference when it comes to both making the sale and maximizing the sale. This is perhaps best illustrated in an anecdote told by an associate years ago. When asked, Whats a salesperson? he replied: Let me tell you what a salesperson is. A fellow walked into a department store and asked for a sales job. Since the applicant had no previous sales experience, the manager was naturally leery. But having a soft heart, he said, Ill give you one day to prove yourself. You can start right away in sporting goods. Later in the day, the sales manager dropped by to see how his new salesman was doing and found him talking to a customer. Youve made a good selection. This is a terrific fishing rod, the best we carry. But you know, the really big fish arent by the shore. You have to get out into the middle of the lake. What you need is a boat. The customer hesitated for a moment, but finally agreed. The salesman went on. Of course, by the time you row out to where the really big fish are biting, youll be too exhausted to enjoy yourself. Fortunately, we have a motor thats just right for that boat. And you wont find it for a better price anywhere in town. The customer couldnt turn down a deal like that, so he bought the motor, too. Now, that should just about do it, the salesman concluded, and then hesitated. How are you going to get that boat to the lake? he asked.

The customer didnt know, and it wasnt long before the new salesman had sold him a trailer.
DEFINITION OF NEGOTIATION AND FEATURE

Negotiation is one of the most common approaches used to make decisions and manage disputes. It is also the major building block for many other alternative dispute resolution procedures. Negotiation occurs between spouses, parents and children, managers and staff, employers and employees, professionals and clients, within and between organizations and between agencies and the public. Negotiation is a problemsolving process in which two or more people voluntarily discuss their differences and attempt to reach a joint decision on their common concerns. Negotiation requires participants to identify issues about which they differ, educate each other about their needs and interests, generate possible settlement options and bargain over the terms of the final agreement. Successful negotiations generally result in some kind of exchange or promise being made by the negotiators to each other. The exchange may be tangible (such as money, a commitment of time or a particular behavior) or intangible (such as an agreement to change an attitude or expectation, or make an apology). Negotiation is the principal way that people redefine an old relationship that is not working to their satisfaction or establish a new relationship where none existed before. Because negotiation is such a common problem-solving process, it is in everyone's interest to become familiar with negotiating dynamics and skills. This section is designed to introduce basic concepts of negotiation and to present procedures and strategies that generally produce more efficient and productive problem solving.

feature
Means of providing benefits to customers. A feature is a distinctive characteristic of a good or service that sets it apart from similar items. Customers, however, want a benefit and do not care much about the features which are touted by every supplier as unique or superior What is Demography? Demography is the study of human populations their size, composition and distribution across place and the process through which populations change. Births, deaths and migration are the big three of demography, jointly producing population stability or change. A populations composition may be described in terms of basic demographic features age, sex, family and household status and by features of the populations social and economic

context ethnicity, religion, language, education, occupation, income and wealth. The distribution of populations can be defined at multiple levels (local, regional, national, global) and with different types of boundaries (political, economic, geographic). Demography is a central component of societal contexts and social change.

geographical distribution
: the natural arrangement and apportionment of the various forms of animals and plants in the different regions and localities of the earth

The Negotiating Process

The Negotiating Process generally takes the form of: Each party presenting its own position Each party analysing and evaluating the others position Each party adjusting its own position The above steps being repeated until agreement is reached

Recruitment and selection

Recruitment, selection and training Recruitment is the process of identifying that the organisation needs to employ someone up to the point at which application forms for the post have arrived at the organisation. Selection then consists of the processes involved in choosing from applicants a suitable candidate to fill a post. Training consists of a range of processes involved in making sure that job holders have the right skills, knowledge and attitudes required to help the organisation to achieve its objectives. Recruiting individuals to fill particular posts within a business can be done either internally by recruitment within the firm, or externally by recruiting people from outside. The advantages of internal recruitment are that: 1. Considerable savings can be made. Individuals with inside knowledge of how a business operates will need shorter periods of training and time for 'fitting in'. 2. The organisation is unlikely to be greatly 'disrupted' by someone who is used to working with others in the organisation. 3. Internal promotion acts as an incentive to all staff to work harder within the organisation. 4. From the firm's point of view, the strengths and weaknesses of an insider will have been assessed. There is always a risk attached to employing an outsider who may only be a success 'on paper'. The disadvantages of recruiting from within are that: 1. You will have to replace the person who has been promoted 2. An insider may be less likely to make the essential criticisms required to get the company working more effectively 3. Promotion of one person in a company may upset someone else.

Negotiation process Business negotiation is the process by which typically two or more parties come together to try to create a mutually agreeable contractual decision. Each party will have competing interests and, thus, negotiations can be quite intricate and lengthy. Negotiations end when all parties have come to a final decision and have agreed to contractual guidelines. Aside from the technical definition, negotiation is an intricate process that entails more than just numbers, details and information collecting. Skillful negotiation deals with every aspect of negotiation you can think of from running in depth cost analyses to learning how to deal with a specific party at its level and its comfort level. For example, just like people, we all have different customs and ways we are used to doing business. If a one party is used to more formal business meetings and another is not, regardless of the more casual companys quality of business, this can directly affect the more formal business opinion of the former. Skillful negotiation takes such factors into account.