Brief note on the definition of Salesmanship


Salesmanship is the art of winning hearts of consumers to dispose the firm’ this products and services. It is the act of persuasion. It is the science of understanding the human instincts and paving the way to their fulfillment. It is the art of stressing the appropriate values of firm’ this products and services to fit the individual and varying needs of different buyers called on. It is the ability of a person to persuade the people to buy the goods and services for mutual gain namely, satisfactions to the buyer and profit to the seller. It is the art and science of serving the clientele.

Professor Stephenson defined it as : “Salesmanship refers to the conscious efforts on the part of seller to induce a prospective buyer to purchase something that he had not really decided to buy, even if had thought of it favorable. It consists of persuading people to buy what you have for sale in making them want it, in helping to make upon their minds.”

In other words of Mr. Garfield Blake, “Salesmanship consists of winning the buyer’s confidence for the seller house and goods, thereby winning regular and permanent customers.”


According to Mr. Russel and Mr. Beach, it is “the ability to handle the people.”

Mr. William Carter defines it as: “an attempt to induce the people to buy the goods.”

‘Salesmanship ’, as person the terminology of American Marketing Association, “is an oral presentation in a conversation with one or more prospective customers for the purpose of making sales.”

National Association of Marketing Teachers of America defines it as “the ability to persuade people to buy goods or services at a profit to the seller and benefit to the buyer.”


Thus, from the above definitions it is found that salesmanship is the ability to handle the people to paddle the products. It is the science and art of understanding the human desires to pinpoint the ways to their fulfillment. It is a highly personalized service rendered by an individual of a skill, acumen and creativity to the society in the realm of distributions of goods and services. It is the oral presentation in a conversation with one or more prospective purchasers for the purpose of making sales.


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