Salesmanship · Class 11 Commerce
Ch 1Introduction to Salesmanship — Class 11 Salesmanship, concept-first.
Every business exists to sell what it produces. A firm may make an excellent product, price it fairly and advertise it widely, yet nothing happens until a buyer is actually persuaded to part with money and take the goods home.
Key concepts
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Meaning and Definition of Salesmanship
Salesmanship is the personal, persuasive and helpful skill by which a seller assists or convinces a prospective buyer to purchase a product or service that satisfies the buyer's need, to the mutual benefit of buyer and s…
Most relevant Q&A
Chapter contents
The NCERT structure, section by section. Open a section to see its questions, then read the concept-first solution.
Meaning and Definition of Salesmanship
Every business exists to sell what it produces. A firm may make an excellent product, price it fairly and advertise it widely, yet nothing happens until a buyer is actually persuaded to part with mone…
Nature of Salesmanship — Art, Science or Profession
A recurring question in the study of salesmanship is: what kind of activity is it — an art, a science, or a profession? The honest answer is that it carries elements of all three, and understanding ea…
Importance and Scope of Salesmanship
Salesmanship is not just useful to the salesman who earns his living by it; it benefits the manufacturer, the customer and society as a whole. Its importance can be seen from several points of view.
Types of Salesmen
Salesmen are not all alike; they differ according to whom they sell to, what they sell and where they work.
Sales Personality and Qualities of a Good Salesman
The success of a salesman depends heavily on his sales personality — the total impression his appearance, manner, speech and character create on a customer.
Improving Sales Personality
Are good salesmen born or made? The modern view is clear: a little of selling ability is inborn (aptitude), but the far larger part can be developed.
Exercises
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- Q1What is salesmanship? Define the term and explain its meaning.Free
- Q2Distinguish between salesmanship, selling and marketing.Free
- Q3"Salesmanship is both an art and a science." Discuss the nature of salesmanship.Free
- Q4Explain the importance of salesmanship to the producer, the consumer and society.Preview
- Q5Describe the scope of salesmanship.Preview
- Q6Explain the various types of salesmen.Preview
- Q7Who is a pioneer salesman? How does he differ from a dealer-servicing salesman?Preview
- Q8What is meant by sales personality? Explain the qualities of a good salesman.Preview
- Q9Explain the character (moral) qualities that a good salesman should possess. Why are they important?Preview
- Q10"A salesman is made, not born." How can a person improve his sales personality?Preview