Salesmanship and Sales Management
Salesmanship: The power of personal salesmanship Staples, branded staples and specialties Selling process—preliminary to the interview Selling process—the interview Selling process—the agreement Selling process—miscellaneous Human appeals that sell Development of character and caliber The salesman's duties and responsibilities Cooperation, influence and friendship Sales management: The sales manager—his qualifications and duties Building an organization—selecting men Building an organization—training salesmen Selling methods and the selling equipment Compensation and territory Sales records Cooperation with salesmen Sales contests Sales conventions
There is no subject which is more universally interesting to everyone in business than selling.
Salesmanship in its broadest sense is essentially the selling of one's point of view, the ability to start with the other fellow's point of view and lead his mind to accept yours. When an individual endeavors to influence another, he is practising salesmanship. In this broad sense, everyone will profit by a knowledge of the principles of salesmanship and selling methods.
In this portion of the Modern Business Course, the salesman is shown the necessity of learning something of his prospect previous to the interview. Suggestions are also made for getting to see the buyer. The developments in a sale are discussed in such a way as to enable the salesman to build an effective, man-to-man transaction, and the human appeals that sell are outlined.
After discussing the qualifications and duties of the sales manager, methods to be employed in the selecting, training and handling of men are detailed. The training of retail sales people is discussed. The planning of the salesman's equipment, the building of a sales manual, the apportionment of territory are gone into. Methods of keeping sales records and statistics are outlined; directions given for the handling of sales contests and conventions, the editing of a house organ, and the apportioning of quotas.