A good Salesforce enables the manufacturers to push their products in a competitive market. Salesman helps the producers to increase production and thereby earn more profit.
So salesmanship is able to increase the capacity of the industry. If the personal selling effort in an organization falters, then the economic fortunes of the organization will likely decline.
Importance of Salesmanship to Producers
The importance of salesmanship to producers it explained under the following points:
1. Basis of All Commerce
It is the salesman who keeps the business system in healthful good shape.
The Wheels of the industry are made to hum, income is generated and Standards are raised.
2. Dynamic Force
Salesmanship must become the dynamic force in your commercial and industrial economy if we are to thrive and to develop as a trading Nation in any way comparable with our tradition and potential.
3. Basis of Production
Much of the goods sold by salesmanship would never be sold at all through other means.
And this continuous sale becomes the basis of further production.
4. Creates Markets
It can be said that successful salesmanship by creating, cultivating and expanding the market for existing goods as well as for future goods in the process of making, has made large scale production feasible and thereby helped the producer to reduce his cost of production and made the goods available to the consumers at a much lower price.
5. Generates Income
Unless the satisfactory sale is the long-range point of view of everyone in the organization, that organization can not last long.
Salesmanship generates income by making sales.
The salesman is the person who generates revenues in business.
Without him, the government goes broke. Without him, the stock market collapses. Without him, every Corporation in the world is bankrupt.
6. Creates Demand
Salesmanship is an effective means of creating demand. It clutches up our dormant needs. It makes your needs active.
It is the salesman who creates, extends and maintains the demand pattern for the products.
Salesmanship is nothing, if not the creation of the business.
The task of the salesman does not begin with the demand for goods, but with the creation of that demand.
Nor does it end with the sale of goods, which really ends in keeping a constant flow of demand.
7. Promotes Innovation
Salesmanship helps in the sale of new products. It gives information about new products, new designs and new uses of the product.
New products have no meaning until they are sold to consumers or brought to market from warehouses and Laboratories.
8. Performs Economic Function
By creating demand and Markets, salesmanship helps keep up production and distribution thereby creating wealth and employment.
He introduces his goods in the market and convinces his customers how they meet a need, the purposes they serve and where they can be obtained.
In this way, he lays the foundation of a steady market for his goods and keeps production and distribution going.
9. Promotes Mass Scale Production
Salesmanship occupies a prominent position in the modern economic setup involving large scale production under a highly technical base.
This mass-scale production sells for mass selling also which practicable only when selling is very well planned and organized.
Further, even the consumer now realizes its importance because without the help of a good salesman he finds himself cofounded in the midst of the vast number of varieties of goods glutting the market to satisfy only one of his needs.
10. Wins Over Competition
When competition becomes severe, salesmanship also becomes aggressive by pressuring the customers or by playing on their nerves.
By providing service and by fulfilling the needs of customers salesmanship become the tool to win the competition.
It helps keep up the competition in the market, based on product customization as per customers’ preferences.
11. Solving Problems of Distributors
Salespeople perform selling function at various points in the channels of distribution.
They call on the wholesalers and retailers. They solicit orders, they train distributors’ salesman, they offer managerial advice to distributor management, they keep channel members informed of the firm’s strategy, and they solved problems of distributors.
In the field of distribution of goods and services. Salesmanship occupies and supporter and aid of the producer.
He helps the consumer by informing him about the new products introduced in the market, by suggesting to him the use of a product that will best ‘satisfy his wants‘.
12. Long-Term Business Relations
Salesmanship promotes long-term business relations through personal intimacy.
It provides a human touch to business transactions.
It followed by personal service helps build a long term relationship between the business and the customers.
13. Performs Difficult Roles
They can tailor their messages to the characteristics and desires of particular prospects, modify ongoing presentations in accordance with the feedback from prospects, they are in a position to ask for an order at a strategic time and if turned down.
They can communicate further, in an effort to recoup and obtain an order.
It is much easier to ignore or say not to an advertisement or a display than to a salesman.
14. Finding Prospects
Sells personal possess a thorough understanding of the People’s needs for the product so that prospects could be located at identified who are interested in the company’s products.
15. Creates Goodwill
A good salesman will not merely try to sell anything at any cost.
He is more concerned with creating a Goodwill for the goods he sells, the house he represents, and most important of all for himself.
16. Defines the Business
Customer satisfaction is a primary importance to salesmanship.
Salesmen direct all their energies towards satisfying the customer and customer is the foundation of the business.
The customers define the business, Successful entrepreneurs have one thing in common – the ability to sells.
17. Provides Leaders
Salespeople are leaders. They truly make things happen. In the minds of customers, they are the face of the company.
They build strong business relationships.
They imagine imagining new products and new designs which bring profits to the company.
18. Basis of Monetary Exchange
Every single person on earth who is not in the business of selling is completely in debt to those who do.
Every single monetary exchange between begins and ends with a salesperson.
19. Makes the World Go Round
Salespeople are more than special, they make the world go round.
The profession of selling is literally the most important profession on earth. Without salespeople there is no government, no economy, no retirement, no medicare, no military, etc, there is nothing.
Salesmanship is making the world go round.
20. Face Business Challenges
Salespeople face greater challenges today then they did a decade ago.
An ever involving Marketplace has changed the basic nature of what it means to sell.
The last 20 years have brought unrelenting economic changes – a dizzying array of new products, mergers and acquisitions, downsizing and re-engineering, and a high tech revolution.
These changes present dramatic challenges that mandate salespeople to forever alter their mindset.
21. Selling in Response to Major Trends and Era
Firms make large investments in personal selling in response to several major Trends; products and services are becoming increasingly sophisticated and complex, competition has greatly increased in most product areas, and demand for quality value and service by customers has risen sharply.
In response to these trends, personal selling has envolved to a new level of professionalism.
Since the beginning of the personal selling has evolved through three distinct developmental periods, the consultative selling era, the strategic selling era, and partnering era.
22. Useful to All Phases of Business World
Salesmanship is directly or indirectly useful to all phases of the business world.
Advertising policy may be excellent, and the price and quality of the Merchandise beyond criticism but if the manner of effecting the direct contact between the store and consumer is poor, the store will never attain the measure to success to which other factors may entitle it.
The act of salesmanship is necessary for the smooth working of industries. Without is mass production cannot take place in anticipation of the sale.
In its absence Manufacturing activities would be adversely affected.
Factory production may be hindered and many of the requirements of modern families may not be satisfied.
It is essential for the accomplishment of the selling function which is at once the most difficult and the most important of the marketing functions and the smooth working of the economic order depends upon a continuous flow of commodities from producer to consumer, a flow which could not and would not be maintained under modern industrial conditions without the exercise of selling efforts.
Thus, now you understand the importance of salesmanship to producers and businesses.