Salesmanship

Definition
Salesmanship is an art to skillfully convince a customer to buy a certain product and help him to get the most for the money spends. It is one of the skills used in personal selling. Shipro : It is the art of successfully persuading prospects or customers to buy products or services from which they can derive suitable benefits, thereby increasing their total satisfaction. AMA : salesmanship is an oral presentation in a conversation with one or more prospective customers for the purpose of making sales.

Characteristic of salesmanship
1. 2. 3. 4. 5. 6. Skill to persuade : The salesman should have the skill and ability to convince and influence people to buy a product or service. Beneficial to both buyer and seller : it provides mutual benefits to both buyer and seller. He is the link between the seller and the buyer. To win buyers confidence : he always tries to achieve confidence of the buyers by persuading them through the special features and utility of their products. As an educative purpose : educates people about their needs and how to fulfill them for their satisfaction. For this they utilize their skill in convincing them about the benefits of their goods. To satisfy customers : they create satisfaction in their customers but gives importance for a long lasting relationship with them for more sales of their goods in future. Creativity : it can create new markets for an old product, it consists of making the customer realize the need of the product by growing his curiosity to buy it.

Whether salesmanship is an art or science ?

An art is a skill in performance acquired by study, observation and experience. It is knowledge made efficient by skill and experience. Hence singing, dancing, acting, writing etc. are considered as arts. Art can be developed to a great extent by the application of skill and effort. Viewed from this angle salesmanship can be considered as an art. Further, success is an art required certain talent and the development of the talent by practical knowledge and experience. To be a successful salesman also practical application of the knowledge as in other subjects of arts is highly essential.

Whether salesmanship is an art or science ?

Science has been defined a systemized knowledge . Science is a branch of knowledge based on laws of nature or built on derivations from facts or deductions from self-evident truths. It confirms to certain laws, theories and techniques. The laws of science have universal applicability. In other words, they are true under any situation, at any time or any place on earth. Therefore, we can conclude that salesmanship is both an art and a science. There exists some definite rules and principles in salesmanship as in science. Salesmanship requires certain technique, skill and knowledge. However the method of implementing these rules and principles is an art by itself. A salesman requires certain talent and personality which can be acquired only through experience and regular practice.