What are the kinds of salesmanship?

Ans.

Kinds of Salesmanship

These are as under:

1. Creative Salesmanship: Creative salesmanship is required to create new markets for an old product or a market for a new product. Creative salesmanship prepares the prospective purchasers to purchase a particular product.

Creative salesmanship educates and influences the prospective purchasers. The main feature of creative salesmanship is its originality and the purpose is to introduce, achieve and establish a new market for a new product.

According to B. R. Confied, “Creative salesmanship involves taking the initiative in seeking out possible buyers who do not recognise their needs for a product or service, creating a need and convincing the buyer that the product will satisfy the need.”

Specific Types of Creative Selling Situation : Specific types of creative selling situations are as under-

(i) Selling highly technical products like computers, machineries, smart mobile phones.

(ii) Selling fashionable products.

(iii) Selling tangible products like cars, washing machines, aircon dictionary etc.

(iv) Selling intangibles e.g. insurance policies, investment schemes, banking services etc.

(v) Self-selling for example, seeking job for himself.

Creative salesmanship is more than merely taking orders. It is mostly used in selling precious and luxury items.

2. Professional Salesmanship: A professional has some degree of skill. A salesman is called professional because he uses his skill of persuading his prospective customers to purchase the product. According to B. R. Confield, “Professional salesmanship may be defined as the process of analyzing a buyer’s need for a product or service; recommending the product or service that best satisfies the need and persuading the buyer that the price is fair, the source of supply is satisfactory and now is the time to buy.”

A salesman requires more tact, social praise etc. He shows considerable skill and intelligence. Thus a salesman is a professional.

3. Competitive Salesmanship: When two or more competitive sellers of a particular product use different facts so as to have maximum sales, it is known as competitive salesmanship. Competitive salesmanship is to overcome the competition. It overcomes existing severe competition. Features of competitive salesmanship are as under:

(i) The techniques are used to overcome the competition and to boost the sales.

(ii) Competitive salesmanship is a tough job.

(iii) It requires a thorough knowledge of everything which is needed to overcome the competition for increasing the sales.

(iv) Competitive salesmanship commences when the creative salesmanship ends.

(v) The objective of competitive salesmanship is to tell the purchase that the products sold by the seller are the best and the cheapest and compared to other products.