Lesson Six – Types Of Salesmanship

A Salesman
A salesman is a man whose job is to sell things, especially directly to shops or other businesses.

Areas salesmen should be knowledgeable
(i) He should have knowledge of the product/company.
(ii) He should have knowledge of the customers’ needs and wants.
(iii) He should have knowledge of the market.

Types Of Salesmen
Salesmen are of various types. They are classified according to the organizations which they work for. Salesmen are of various types like:

1. Industrial salesmen
2. Sales representatives
3. Retail salesmen
4. Wholesalers salesmen
5. Marketing representatives
6. Manufacturers salesmen
7. The importer’s and exporter’s salesmen

Duties And Functions Of Salesmen
There are various types of salesmen. Their duties and functions also differ. Some salesmen and their duties are:

1. Industrial salesmen
Industrial Salesman – He is a technically oriented salesperson that sells Industrial goods to prospective customers. Industrial salesmen engage in selling of goods and services to industries. They perform the following duties and functions:

2. Presenting goods and services to industries
b. Providing assistance to industries
c. Providing technical information to industries

3. Presenting goods and services to industries
Industrial salesmen carry out the duty and function of presenting goods and services to Industries for purchase. They go to industries with their company’s products and present them to them for sale and for purchase.

4. Providing assistance to industries
Industrial salesmen provide assistance to industries and help in solving their problems. They listen to their complaints and provide assistance where needed.

5. Providing technical information to industries
Providing technical assistance and information is another duty of industrial salesmen to their customers. They give technical help and assistance to industries especially on technical matters.

6. Sales representatives
Sales Representative – is someone employed by a firm and assigned a specific territory to sell the company products and services.

Sales representatives help to sell products to company’s customers. They are made up of male or females. They also perform the following duties and functions:

a. Company representatives
b. Promoting products
c. Getting new customers
d. Making sales of goods

a. Company representatives
Sales representatives as their name imply, are the representatives of their companies. They visit customers in the market on behalf of their companies. They act on behalf of their companies to customers.

b. Promoting products
Sales representatives help their companies in promoting their goods and products. They visit their customers with their products and present them before them. They also move about with new products of the company.

c. Getting new customers
Getting new and prospective customers for their companies is one of the duties and functions of sales representatives. They move about on the field to convince new customers to patronize their products. They also acquire new customers.

d. Making sales of goods
Selling companies products to customers is one of the duties and functions of sales representatives. They sell products of their companies directly to their customers and make sales.

Retail Salesmen
Retail Salesman – He sells the company’s products and services directly to consumers in department stores, super markets and limited line stores He sells goods in bits to consumers.

Retail salesmen are salesmen who sell products to retailers. They perform the following duties and functions:

a. Distributing goods samples
b. Demonstrating how to use products to customers
c. Providing consumers needs

a. Distributing goods samples
Retail salesmen distribute goods samples to their customers (retailers). Through them, consumers get samples of goods which they bought.

b. Demonstrating how to use products to consumers
Retail salesmen show how customers should use products to them. They demonstrate for them how to use products. These can be done through enlightenment programmes, lectures, etc.

c. Providing consumers needs
Retail salesmen help to provide the needs of consumers. They make themselves always available for customers. They ensure prompt delivery of goods to their customers who need them.

Functions of Retail Salesmen
a. They sell to regular customers.
b. They answer questions and complete the sale.
c. They work on improving the whole relationship with the customers.

Wholesalers’ salesmen
Wholesale Salesman – He is the middleman between the manufacturer and the retailer and stocks/sells products to various retail outlets in small quantities.

Wholesalers’ salesmen work as intermediary between the retailers and producers. Wholesalers’ salesmen perform the following duties and functions:

a. Supply retailers with goods
b. Help in collecting goods
c. Providing producers with information
d. Care for customers

a. Supply retailers with goods
Wholesalers’ salesmen help in supplying retailers with goods. They ensure that retailers have enough goods to sell to customers from time-to-time. They make regular calls on customers (retailers) and get their order. They supply same at the shortest possible time.

b. Help in collecting goods
Wholesalers’ salesmen help in collecting products for customers and companies. They act as collecting agents for retailers. They provide retailers with products which they collect from manufacturers. To this end, they receive commissions for their services.

c. Providing Producers with Information
Wholesalers’ salesmen help in providing customers with needed information. They receive information from manufacturers and pass them to retailers. Information got from them relate with products and services of companies.

d. Care for customers
Wholesalers’ salesmen provide care for customers. They care for customers’ welfare and treat them equally. They deal fairly with their customers.

Marketing representatives
Marketing representatives have various duties and functions to perform. They include:

a. Product advertising
b. Determining needed products
c. Promoting goods
d. Examining market distribution avenue

a. Product advertising
Product advertising is one of the duties and functions of marketing representatives. Companies’ products are advertised through the marketing representatives. This is done in the market through various avenues like shows, displays, exhibitions, etc.

b. Determining needed products
The availability of products in future and immediately is one of the duties of marketing representatives. They ensure that products of their companies which will be needed in future and immediately are available for customers purchase at all time.

c. Promoting goods
Promoting goods to public and consumers in the market is another duty and function o marketing representatives. They also carry out the function of pricing goods and tagging of prices to them. In other words, they determine the prices of goods.

d. Examining market Distribution Avenue
Marketing representatives help in analyzing market channels of distribution. Distributing goods to customers at the needed time is the duty of the marketing representatives. They make sure that goods are properly distributed at the right time.

Manufacturers’ Salesmen
Manufacturers salesmen make sales for manufacturers and products producers. Their duties and functions include:

a. Selling companies products to retailers, wholesalers, consumers, etc.
b. Making supplies
c. Educating consumers

a. Selling companies products to retailers, wholesalers, consumers, etc.
Manufacturers’ salesmen help manufacturers in selling their finished products to their sales agents, retailers, wholesalers, consumers, etc.

b. Making supplies
Manufacturers’ salesmen carry out the duty and function of making supplies. They supply goods to customers and clients.

c. Educating consumers
Manufacturers’ salesmen carry out the duty and function of enlightening and teaching consumers on how to make use of products and services. They also visit customers from time-to-time.

The importer’s and exporter’s salesmen
Importer’s and exporter’s salesmen have the following duties and functions to carry out:

a. Exporting and importing foreign products
b. Providing information and services for distributors
c. Supplying goods and needs of foreign markets
d. Carrying out market research

a. Exporting and importing foreign products
One of the duties and functions of the importers and exporters salesmen is to import and sport products of companies. They import foreign products and export local products.

b. Providing information and services for distributors
Importer’s and exporter’s salesmen provide information and services for distributors. They select distributors and visit foreign partners who help in distribution of products.

c. Supplying goods and needs of foreign markets
Importer’s and exporter’s salesmen help in supplying goods and needs of foreign markets.

d. Carrying out market research
They also help in carrying out research in the market. They embark on research of their country’s products and that of other countries.

End of SS1 Salesmanship 1st Term Lessons – Scroll down this page to select Page 8 for Evaluation Tests.



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