Salesmanship · Class 11 Commerce
Ch 2Knowledge of Product, Customers and Selling Process — Class 11 Salesmanship, concept-first.
This chapter is the practical heart of the Odisha CHSE +2 First-Year Salesmanship course. After learning in the previous chapter what salesmanship is and who a salesman is, you now study the three things a salesman must genuinely master before a single sale can be closed: what he is selling (knowledge of the product),…
Key concepts
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Selling Points
A selling point is any feature, quality, or characteristic of a product that can be used to attract a customer and persuade him to buy — a genuine advantage answering 'why should I buy this?'.
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.
What This Chapter Covers
This chapter is the practical heart of the Odisha CHSE +2 First-Year Salesmanship course. After learning in the previous chapter what salesmanship is and who a salesman is, you now study the three thi…
Knowledge of the Product
Meaning. Knowledge of the product means the salesman's complete, accurate understanding of everything about the goods he is selling — what the product is made of, what it does, how it works, how it is…
Buying Motives
Meaning. A buying motive is the inner urge, desire, feeling, or reason that drives a person to buy a particular product.
Types of Customers and How to Deal with Them
No two customers are exactly alike. A skilled salesman quickly sizes up the kind of customer before him and adjusts his approach, tone, and pace accordingly — the same manner will not succeed with eve…
The Selling Process
The selling process is the series of logical, connected steps a salesman follows to carry a sale from first contact to a completed purchase (and beyond).
More questions
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- Q1A 'selling point' refers to: (a) the inner urge that makes a customer buy (b) a feature or quality of the product used to attract and persua…Free
- Q2Buying a product because of pride, fashion, or the desire for social status is an example of a: (a) rational buying motive (b) patronage buy…Preview
- Q3Which of the following is the correct order of the main stages of the selling process? (a) Approach, Pre-approach, Closing, Presentation, Ob…Preview
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- Q4What is meant by 'knowledge of the product'? State any two reasons why it is important for a salesman. (2 marks)Free
- Q5State any four sources from which a salesman can gain knowledge of his product. (3 marks)Free
- Q6Distinguish between a buying motive and a selling point. (3 marks)Preview
- Q7Explain the meaning of 'pre-approach' and 'approach' as stages of the selling process. (3 marks)Preview
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- Q8What is meant by knowledge of the product? Explain its importance to a salesman and state the various sources from which such knowledge can…Free
- Q9What are buying motives? Explain the classification of buying motives with suitable examples. (5 marks)Free
- Q10Describe the various stages of the selling process a salesman follows to complete a sale. (5 marks)Preview
- Q11Different customers must be handled differently. Explain, with examples, how a salesman should deal with any five types of customers. (5 mar…Preview
- Q12What are selling points? How does a salesman use selling points to meet different buying motives of customers? Explain with examples. (5 mar…Preview