Daet,
Camarines
Norte,
Philippines
SUMMARY OF CHAPTER 1: SALESMANSHIP NATURE AND REWARDS Personal Selling is a dynamic force that affects our everyday lives. Development Trends in 1986 (when the book was published) suggested personal selling would play an important role in our economy. Historically, the oldest documented Filipino merchants and salesmanship happened in 1586 on dealings with Chinese trades people among others. Salesmanship is said to occur before the actual selling of the product or service. A great selling strategy is summarized as (1) Preparation, (2) Promotion, (3) PreApproach, (4) Presentation [where Attention, Interest, Desire, and Act of Buying occurs], (5) Post-Sale Activities. Salesmanship is the ability or skill in Selling, thus they are not one and the same. Selling may be Personal (Direct; Face-to-Face) or Non-Personal (Soft; through different marketing and sales tools). As a career, selling jobs are available in Manufacturing industries, Wholesaler businesses, Retailers, Institutions, Public Utilities, and other Middlemen tasks to gain final consumer sales. Specialty sales people only sells one line of unique or distinctive product that targets Niche markets (making his task difficult). There are also Non-salesmen Selling such as those done by politicians, priests, ministers, job applicants, lovers, organizations and institutions (i.e. Red Cross-PH, Universities/Colleges, DU30, D5, etc). Some of Selling Careers advantages may include chances to travel (and see the world for free), high income, satisfaction in rendering service, chance for career promotion, job security, self-management exercises, challenge-oriented, degree independence. Disadvantages may include long work hours, irregular or substandard compensations, frustration and stress. Selling requires hard work and persistence two principles that may seem hard to reach for a lot of people. Nevertheless, it is said that, the harder a salesman works, the more money he makes. Take it or leave it. As for Compensations, the manual outlined 3 basic plans: (1) Straight-salary [most widely used]; (2) Straight-commission [a well-defined percentage is given]; (3) Combination salary-and-incentive [combo basic pay plus commissions]. Accordingly, the manual defines and differentiates the three in about 20 paragraphs. BONUS POINT SYSTEM should also be given attention, as there are companies who adopt such type of compensation. This is to insure harmonious business relationships with the credit, advertising, and sales departments. Consequently, PENALTY POINT SYSTEM could also be imposed for complaints coming from clients, returned goods and misrepresentation of facts. Attractive Compensation Plans inspire salesmen to do their best. Such things motivate them to be hard working, loyal, and honest to the company, which they represent. PREPARED:
BY
BSBA-MM2A
CAMBRONERO,
DOMACIAN,
LASQUITE,
LUCERO,
POTENTADO,
SENDON;
FOR
MKTG102
(PROFESSIONAL
SALESMANSHIP)
UNDER
PROFESSOR
JESSIE
OPEA
JR.;
SEM-2,
AY2016-2017;
REPORT
NOVEMBER
2016
1
of
2
CAMARINES
NORTE
STATE
COLLEGE
MAIN
CAMPUS
Daet,
Camarines
Norte,
Philippines
FINAL TAKE HOME LONG QUIZ This quiz tests analysis, judgment and resourcefulness skills. INSTRUCTIONS: Answer in sentence or list form (whichever is more appropriate). Submit answers in one whole yellow paper. To be submitted on Monday, November 28, 2016 1. What is salesmanship and how does it differ with selling? 2. What are the important requisites of salesmanship? 3. When do we apply salesmanship? 4. What is the importance of salesmanship in our economy? 5. Are priests and lay ministers also involved in selling? In what way? 6. What is the key to professional selling? 7. What are the different types of jobs in sales? 8. In what respect are we all salesmen? 9. Are salesmen really indispensable in a countrys economy? Why or why not? 10. What are the manifestations of a satisfactory selling career? 11. How do you know if the salesman is of service to his company? 12. What are the different types of compensations a salesman usually receives? 13. What are the benefits the buyer and seller receive when a sale is made? 14. What are the different Fringe Benefits usually enjoyed by salesmen? 15. How do bonuses affect the normal life of a salesman?
--------------------------------------------
BONUS
SECTION
-------------------------------------------10
Quotes
Salespeople
Should
Memorize
via
https://goo.gl/ojQ9CY
1. "Begin
by
always
expecting
good
things
to
happen."
--Tom
Hopkins
2. "For
every
sale
you
miss
because
you're
too
enthusiastic,
you
will
miss
a
hundred
because
you're
not
enthusiastic
enough."
--Zig
Ziglar
3. "All
things
being
equal,
people
will
do
business
with,
and
refer
business
to,
those
people
they
know,
like,
and
trust."
--Bob
Burg
4. "Treat
objections
as
requests
for
further
information."
--Brian
Tracy
5. "The
best
way
to
sell
yourself
to
others
is
first
to
sell
the
others
to
yourself."
-- Napoleon
Hill
6. "Ninety
percent
of
selling
is
conviction
and
10
percent
is
persuasion."
--Shiv
Khera
7. "Obstacles
are
necessary
for
success
because
in
selling,
as
in
all
careers
of
importance,
victory
comes
only
after
many
struggles
and
countless
defeats."
--Og
Mandino
8. "One
of
the
best
predictors
of
ultimate
success
isn't
natural
talent
or
even
industry
expertise,
but
how
you
explain
your
failures
and
rejections."
--Daniel
H.
Pink
9. "If
you
are
not
taking
care
of
your
customer,
your
competitor
will."
--Bob
Hooey
10. "To
build
a
long-term,
successful
enterprise,
when
you
don't
close
a
sale,
open
a
relationship."
--Patricia
Fripp
PREPARED:
BY
BSBA-MM2A
CAMBRONERO,
DOMACIAN,
LASQUITE,
LUCERO,
POTENTADO,
SENDON;
FOR
MKTG102
(PROFESSIONAL
SALESMANSHIP)
UNDER
PROFESSOR
JESSIE
OPEA
JR.;
SEM-2,
AY2016-2017;
REPORT
NOVEMBER
2016