Salesmanship

Posted in Marketing and Strategy Terms, Total Reads: 322
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Definition: Salesmanship

Salesmanship is defined as “the level of skill you have in convincing people to buy or in persuading people to do something.” The art or science of salesmanship is not only used in customer-facing activities but also in back-end operations like when a manager motivates his employees. Salesmanship is also important in non-profit organizations like charities, NGOs etc. in appropriating grants etc. for the organization.

 

Salesmanship includes emphasizing, negotiating and inducing. Good salesman can be an important asset as:

● A Salesman can modify the company’s brand image or the product’s value proposition to suit a particular customer’s need.

● A salesman results in actual and measurable sales as opposed to advertising etc.

● A salesman can provide important qualitative feedback regarding customer opinion to the company.

 

Good salesmanship would include the following features:

● Knowledge of sales promotion schemes

● Ability to analyse customer motivation, behaviour, means and preferences

● Ability to communicate effectively

● Ability to persuade and negotiate with customers

 

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