Salesmanship · Ch 2 — Knowledge of Product, Customers and Selling Process
What This Chapter Covers
What This Chapter Covers
Knowledge of Product, Customers and the Selling Process
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), whom he is selling to (buying motives and types of customers), and how a sale actually moves forward, step by step (the selling process).
How this chapter fits together
The three parts build on one another. A salesman first arms himself with thorough product > knowledge; he then reads the customer's real buying motive and adjusts to the type of > customer in front of him; finally he carries the sale through the recognised stages of the > selling process — pre-approach, approach, presentation and demonstration, meeting > objections, and closing. Weakness in any one part shows up as a lost sale.
The Odisha CHSE Salesmanship syllabus draws on the same well-established personal-selling and marketing principles that are taught across commerce courses everywhere — the ideas of product knowledge, buying motives, and a structured selling process are standard, not board-specific. A student who understands this chapter well will recognise the same logic the moment personal selling or the selling process comes up in any other commerce or business-studies material.