Essay on salesmanship

Essay on salesmanship

Because of the nature of all selling, the salesman will fail to sell more often than he will succeed. A bad salesman spoils the old established goodwill. With the old type of ballistic weapon, the gunner would take aim at an airplane, correcting as best he could for windage and driftage, and then fire. We tested the sales performance of the employees in our 24 month sample and predicted a positive correlate with job tenure And so the very men with the quality we were seeking—strong ego drive—were actually screened out. What is not so easily seen, however, are the basic sales dynamics we have been discussing, which permit an individual to sell successfully, almost regardless of what he is selling. The entire training program was therefore dropped. It was found that sales had not increased beyond what might normally be expected in that industry during that period of time.

We reported that he was the only A in the group, and strongly recommended that he be hired. The person with strong ego drive has maximum motivation to fully utilize whatever empathy he possesses.

Basically this: Companies have simply not known what makes one man able to sell and another not.

Social qualities of salesman

Putting emphasis on experience often works in another way to reduce sales effectiveness. He does not mind it in the least, if the customer goes away without buying anything from him after giving him the trouble of showing a dozen things and thus wasting his time. Image Source: yourarticlelibrary. Indeed, they are separate in that someone can have a great deal of empathy and any level of ego drive—extremely strong to extremely weak. Just as few manufacturers would allow their products to be produced on the basis of rough estimates of size and weight, but would demand scientific control of these basic characteristics, so too must the process of selection be made more scientific and accurate. What companies need is a greater willingness to seek individuals with basic sales potential in the general marketplace. At the end of two years, the results of this program were appraised. Nearly incalculable. When they are working with a man with potential, these training programs can and do bring out this potential and develop an excellent salesman. But a salesman simply cannot sell well without the invaluable and irreplaceable ability to get a powerful feedback from the client through empathy. This is the salesman with poor empathy. Having empathy does not necessarily mean being sympathetic. And so the very men with the quality we were seeking—strong ego drive—were actually screened out. To sell effectively in the U.

Management does realize that they need an incentive plan that encourages salesforce to land new accounts without the breaking the law and to continue to upsell existing customers. Every sales representative should be guided to possess the skills necessary to provide the information the customer needs to set their expectations, all the ways through addressing any of the customers concerns.

Each present employee, as well as each new applicant, should be placed in the area where he can be most creative and productive. It was found that sales had not increased beyond what might normally be expected in that industry during that period of time.

The role of training is clear.

who is a salesman

In effect, to the top salesman, the sale—the conquest—provides a powerful means of enhancing his ego. Salesmanship means that the person on the sales-counter is quick and prompt in answering the queries of customers.

Out of a sales force of 18 men, there was only one rating A, and his sales actually had improved after the training program. Of late, personality testing, especially with the increasing use of projective techniques, has gained a certain level of sophistication.

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What Makes a Good Salesman