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Professional Salesmanship Module 3 Guide

This document outlines activities for a professional salesmanship module, including discussing the importance of mutual interest in selling, factors for a salesman to consider before approaching clients, criteria for a successful salesman, and describing Filipino consumers and how Chinese and Spanish cultures have influenced Philippine economic and social life. Students are prompted to self-evaluate their qualifications and determine if a career in selling is right for them.

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Jeric Lepasana
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482 views2 pages

Professional Salesmanship Module 3 Guide

This document outlines activities for a professional salesmanship module, including discussing the importance of mutual interest in selling, factors for a salesman to consider before approaching clients, criteria for a successful salesman, and describing Filipino consumers and how Chinese and Spanish cultures have influenced Philippine economic and social life. Students are prompted to self-evaluate their qualifications and determine if a career in selling is right for them.

Uploaded by

Jeric Lepasana
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
  • Module Cover
  • Activity Details

PROFESSIONAL SALESMANSHIP

MODULE 3
By: Grace Pecajas Belches

Student’s Module
Name:
Student Number:
Program/Year/Section:

 
Republic of the Philippines
Biliran Province State University
(formely NAVAL STATE UNIVERSITY)
ISO 9001: 2015 CERTIFIED

#WoWBiPSU

 
Activity 1. 
1. Is mutuality of interest necessary in selling? Explain why?

2. What are the different factors that a salesman must look into before approaching the
project?
 
Activity 2. 
1. What criteria does an individual have to meet to be considered a successful salesman?

2. Rate yourself under the following qualifications and get an idea whether selling is the
right career for you.
Mental Characteristics of the Seller: 
1. Honesty
2. Responsibility
3. Courage
4. Loyalty
5. Resourcefulness
6. Confidence
7. Imagination
8. Showmanship
9. Ambition
10. Adaptability
11. Industry
12. Observation
13. Enthusiasm
14. Courtesy
15. Tact
16. Dominance
 
Activity 3:
 
1. What are the different cultures imbedded in the personality of a Filipino?

2. How do the Chinese and Spaniards affect our economic and social life?
 
Activity 4:
 
1. How will you describe the Filipino as a consumer?
2. What are the two types of information usually secured by the salesman?
3. When does knowledge of personal information essential to the salesman success?
4. As a salesman, what is the importance of knowing all of the information?
 
Activity 5:
 
1. What benefit does it give to the salesman when he asks question to his prospect?
2. Why is it necessary for the salesman to study the characteristics and behavior patterns
of consumers?
3. Are there other characteristics common to the Filipinos as consumers? What are they? 

Common questions

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Behaviors such as a strong emphasis on familial decisions, a preference for face-to-face interactions, and sensitivity to pricing and value influence the way purchase decisions are made. Recognizing these allows the salesman to tailor approaches, such as offering family-centric product benefits or structuring deals that emphasize value .

Understanding characteristics such as family orientation, brand loyalty, and price sensitivity helps the salesman to tailor strategies that appeal specifically to these traits, thereby increasing the likelihood of successful transactions in the Philippine market .

Qualities like honesty build trust with clients, which is essential for creating long-term relationships. Adaptability allows a salesman to quickly pivot strategies to meet changing customer needs or market conditions, thereby maintaining relevance and effectiveness .

Knowledge about personal consumer information enables a salesman to personalize interactions, which can increase the relevancy of their pitch and enhance rapport, ultimately influencing the strategy and improving the success rate .

A salesman must evaluate factors such as the mutuality of interest, the customer's needs, cultural nuances, and the competitive landscape. These considerations are crucial because understanding both parties' needs and cultural context enables the salesman to tailor his approach for better engagement and rapport .

Understanding these influences is significant because the Chinese contribute to the business acumen and the integration of traditional commerce practices, while the Spanish impact can be seen in aspects of cultural heritage and values. These differing influences help shape consumer behavior and economic interactions in the Filipino context .

Questioning facilitates a deeper understanding of the client's needs, concerns, and preferences, allowing the salesman to tailor his pitch effectively. It also demonstrates engagement and encourages open dialogue, which can uncover hidden objections or opportunities .

Securing product information ensures that the salesman can accurately and confidently convey product benefits, while client feedback provides real-time insights into customer perceptions and needs. Together, they help refine sales strategies and improve communication effectiveness .

Mutuality of interest facilitates successful sales as it aligns the goals and needs of both the seller and the buyer, ensuring that the transaction is beneficial to both parties. This alignment fosters trust and encourages a long-term business relationship .

An understanding of consumer behavior patterns allows salesmen to predict reactions, tailor communications, and present products in ways that resonate with customers' emotions and decision-making processes, thereby enhancing the likelihood of closing sales successfully .

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