Marking guide for business studies j. S. S 1

1. 
   It helps producers and manufactures in pushing products into the competitive market.
   
2. 
   It helps in capturing new markets.
   
3. 
   It increases sales volume for the producers.
   

1b ii. He/she demonstrate the practical use of products to the customers.

1. 
   He provides products according to the taste of consumers.
   
2. 
   He clarifies customers doubt about a company product.
   
3. 
   He assists customers to make good selection of the products they want to buy.
   

b. it is his duty to make sales for the company he is working for.

1c. Prospecting: this is the first step in selling process in which potential customers are identified by the salesperson.

1. 
   Pre-approach: this is the stage where the sales person collects information about the potential customer and understands them before making the sales call.
   
2. 
   Approach: approach is the step where the salesperson actually meets the customer for the first time.
   
3. 
   Presentation: this is the step where the salesperson talks about how the product will be useful to the consumer. The presentation should be based on AIDA formula, in other words the presentation should gain attention, hold interest, arouse desire, and obtain the action of the buyer.
   
4. 
   Handling objectives: in this step, the salesperson clarifies all the doubts and questions.
   

2. 
   Responsibility: a salesperson with a strong sense of responsibility does not place blame on other people when placed in a difficult situation. This is the type of salesperson, referred to as an “agent” he gets things done and when obstacles arise, accepts any errors or omissions that have occurred. He/she does not get defensive nor try to blame the situation or circumstances on other people.
   
3. 
   Honesty and ethical conduct: a good salesperson must be honest and their ethical conduct must be beyond reproach in their dealings with clients, which will in turn promote client faithfulness and satisfaction.
   
4. 
   Persistent: obstacles loom in front of us on regular basis, but it’s what you do when faced with these barriers that determine your level of success. Successful salespersons are tenacious and never give up.
   
5. 
   Enthusiastic: they are always in positive mood- even during difficult times- and their enthusiasm is contagious. They seldom talk poorly of the company or the business. When faced with unpleasant or negative situation, they choose to focus o the positive elements instead of allowing themselves to be dragged down.
   

1. 
   He is the middleman or intermediary between the government and the manufacturer.
   
2. 
   He gives information to the company regarding laws governing the conduct of production of goods and services.
   
3. 
   He ensures that the manufacturers do not contravene government policies regarding prohibited goods or services.
   
4. 
   He makes sure the company abides by the rules stated by the government.
   

Salesmanship is as old as man himself. The development of salesmanship in Nigeria could be linked to the period of barter trade which was the origin in Nigeria although it was limited within the country. Barter trade about the first foreign trade in Nigeria which was TRANS-SAHARA TRADE, in which camels, donkeys and horses were used as a means of transportation to link with other African and Arab countries. These countries brought goods ranging from clothes, copper, books, cowries etc. and Nigerians will exchanged them with kolanuts, gold, palm oil, slaves etc. this was the genesis of slave trade in Nigeria. Slavery was abolished by the British government in the early 1960’s and the UNITED AFRICAN COMPANY AND ROYAL NIGER COMPANY was establish to handle commercial activities in Nigeria.

3b. Advantages of salesmanship

1. 
   It enables the producers to push their products in a competitive market.
   
2. 
   It helps the producers to increase production.
   
3. 
   Capacity of the industry increases.
   
4. 
   Salesmanship helps customers to select right type of articles.
   
5. 
   It promotes goodwill for the firm.
   

1. 
   Lack of knowledgeable and skilled salesman.
   
2. 
   Bad employers.
   
3. 
   Little respect.
   
4. 
   Practice of fraud.
   
5. 
   It is a difficult job.
   

1. 
   He advises the wholesalers, retailers and final consumer in the specific areas of sales promotion suitable for their products. E.g. counter display of products.
   
2. 
   He gathers information on the needs of the immediate environment regarding products or services.
   
3. 
   He represents the manufacturers in promoting and advertising goods and services.
   

2. 
   Consumer satisfaction: Philip Kotler defined customer satisfaction as a feeling of disappointment resulting from comparing a products perceived performance (outcome) in relation to customers’ expectation.
   

Consumer satisfaction is seen as a key performance indicator within the business. It is a term used in marketing to measure how products and services supplied by a company meet customer’s expectation. It is a measurement of how pleased customers are with a particular product. Or service.

2. 
   Profit maximization: profit maximization is the process of identifying the most efficient manner of obtaining the highest rate in return from its production. It is a short run or long run process by which a firm determines the price and the output level that return the greatest profit.
   

1. 
   It reduces customer churn.
   
2. 
   It is a leading indicator of consumer intention and loyalty.
   
3. 
   It is a point of differentiation.
   
4. 
   It increases customer lifetime value.
   
5. 
   It is cheaper to maintain customers that acquire new ones.
   
6. 
   It reduces negative word of mouth.
   

5a. To keep customers about a new products and current changes in the product line.

b. To increase sales volume especially when customers may not want to buy goods due to lack of immediate use, funds and seasonal factors, because a salesman is a professional on this field, he may introduce clearance sales which may likely tempt the buyers to buy such product and keep until it is needed.

2. 
   Studying salesmanship assist in training sales personnel.
   
3. 
   To provide assistance and professional advice to middleman on goods and services since they are close to the producers.
   
4. 
   To source for new buyers and retain old ones.
   
5. 
   To perform the entire selling starting from packaging to distribution until it reaches the final users.
   

2. 
   Area sales manager: managerial position can be attained through relevant experience and training in salesmanship. It is the duties of a manager to carry out various sales and management techniques to enable him or her to increase sales volume and maximize profit.
   
3. 
   Director of sales: director of sales is the senior manager who oversees other sales personnel. He/she is able to raise to this position through his/her versatility in sales, marketing, training and experience in salesmanship. His/her judgment and opinion is being used as guidelines by his subordinates.
   
4. 
   Sales executive: sales executive or country or sales representative canvasses for prospective clients on behalf of the agent or producers.
   
5. 
   Country sales manager: a country sales manager serves as a representative of producers in a specific nationality. His main duty is to study the needs of prospects and consumers in his/her locality and design strategic sales plans to move the products or services throughout the country he/she oversees.
   

6b. KEY DIFFERENCES BETWEEN MARKETING AND SALESMANSHIP

1. 
   They communicate image capabilities of the firm.
   
2. 
   Their objectives are to meet the existing needs of consumers.
   
3. 
   Marketing and sales are the prerequisite for any business to survive in the long term.
   
4. 
   Their primary purpose is to increase the revenues and improve the brand image.
   
5. 
   They are used for advertising. i.e creating awareness of goods.