Professional Salesmanship: The company and its products
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This document discusses the importance of a salesperson being well-informed about their company and its products. It states that customers trust and rely on a salesperson's expertise, and that a salesperson needs this knowledge to meet competition and develop confidence. It also outlines a salesperson's obligations to their company, including making money, working conscientiously, and being loyal by providing accurate information and keeping company secrets. Finally, it discusses a salesperson's obligations to their clientele, such as treating them ethically, helping them, and properly handling any complaints.
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Professional Salesmanship: The company and its products
- 1. CHAPTER 5 The Company: its products and its salespersons
- 2. Customer Demands Facts The good salesman’s advise and counsel are requested by the customers and his statements are interpreted as those of an expert and authority.
- 3. Facts are Needed to Meet Competition The salesman who has prepared himself with full knowledge of his company, its products and competition does not fear competition.
- 4. Buyer has Confidence in a Well-Informed Salesman If the salesman cannot provide an accurate information about what his customer is asking for, he loses the confidence of the customer.
- 5. Knowledge Develops Personal Confidence The knowledge of the company, its products and its competition develops for the company, develops enthusiasm among salesmen, and a feeling of self- confidence.
- 6. Salesman's Obligation to his Company To make money The firm wants to continue in business and it expects the salesman to help in carrying out this objective. Since the customers are considered as the life-blood of business, salesman is required to render satisfactory services to the company’s clientele.
- 7. To work conscientiously The company spends for his training, and of course for his compensation. This is in turn should be reciprocated in terms of industry, hard work, and intense desire to make sale, thus adding profit to the company. He should develop keen sense of responsibility and must be worthy of the company’s trust and confidence.
- 8. To be loyal He continues to learn what his authority is and what his responsibilities are In answering inquiries, he sees to it that he gives accurate information, he speaks well of his company. He never divulges the company trade secret to its competitors. He plans activities so that he contacts his customers systematically and covers the areas according to the plans of the company. He always keeps himself assertive, positive, loyal with enthusiastic frame of mind toward his company, its management, and his work.
- 9. Salesman’s Obligation to his Clientele To treat them ethically The salesman should avoid giving promises which cannot be fulfilled. To help them A salesman should be aware that every customer is a different individual with varying needs and wants. To adjust customer complaints Through the proper handling of customer complaints, the salesman can restore customer goodwill and loyalty toward a store.