1. It is the oral presentation

Though salesmanship is basically a method of communication; it is two-way as it involves direct face to face contact between salesman and the prospect. The result of such interaction depends on how deep each has gone into another and reached the height of common understanding. The main task involved in personal selling is one of matching upon specific products with specific consumers in question so as to bring about transfer of ownership. Thus, it is a direct approach to dispose the goods and services.

2. It is the ability to persuade

Basically, the essence of personal selling is the interpretation of product and services features in terms of benefits and advantages to the buyer of persuading the buyer to buy the right kind and quantity of the product. Salesmanship believes in persuasion and not pressure. Persuasion is the very heart of personal selling and therefore, the art of persuading others is a big-gun at the command of a creative salesman. It is the without-act, acumen, skill of understanding human desires and convincing them to buy and not to compel them to buy.

3. It creates customers

The greatest asset one can create in the business is not land and buildings, plant and machinery, nor even bank or cash balance, but the “customers”. A true salesmanship stands the test of this fact and accountable for creating new and permanent class of customers. In other words, the salesman sells not goods and services but the company or the firm. It is the one which builds the reputation or goodwill is the reflection of goods dealing between the firm and the customers through salesman and salesmanship. A creative salesman and salesmanship. A creative salesman is the mason making or marring the very super-structure of the selling house.

4. In prefers service to greed

The real salesmanship, in its true sense, stands for service. It is he who is to serve the masters namely producers, distributors and customers. He serves the producer by relieving of the botherations of selling thus making firm to concentrate on production and production problems. He serves distributors by making distribution easier, osier and frictionless by his very presence. He is the lubricant in the entire machinery of distribution: he serves the most real master- ‘the customer’- by rendering highly personalized service by facilitating him to select the best product or service as he sees them through their eyes. He is the decision-maker for his boss.

5. It works for mutual gain

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Salesmanship is founded on the basic idea of mutual gain to the two parties of exchange. He is the link between the ends of exchange namely, buyers and sellers. In this game of exchange, it is other man who gains much than what he gets for his salesmanship’s service. The employer expects him to create, maintain and extend the sales with profits on one hand and the customer with ever increasing and sustaining satisfaction on the other. The role of a salesman is one of delicate and making to the parties to the exchange where everyone stands to gain. A good salesman does not bring loss to his boss and dissatisfaction to his big-boss namely, customer as he converts his ‘needs’ into ‘wants’.