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CAMARINES

NORTE STATE COLLEGE MAIN CAMPUS


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

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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

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