Selling and Negotiation Skills Workshop

Types of Salesmen

There are mainly six types of salesmen:

1. Manufacturer's salesman;
2. Wholesaler's salesman;
3. Retailer's salesman;
4. Staple salesman;
5. Speciality salesman;
6. Exporter salesman.

Manufacturer's Salesmen

Manufacturer's salesmen sell either directly to customers or to the middlemen. Those selling, directly to customers are like speciality salesmen. Manufacturer's salesmen selling to middlemen may be grouped into three following classes:

1. Pioneer Salesmen: Manufacturer's salesmen engaged in creating market for new products unknown to wholesalers, distributors and dealers is called pioneer salesman.
2. Dealer servicing salesmen: He sells products to wholesalers, retailers or distributors. Products sold by dealer servicing salesman already an established market.
3. Merchandising salesmen: These salesmen carry on the activities of sales promotion of the firm rather than directly securing orders. Their main job is to collect information and give advice on the various problems connected with selling.

Wholesaler's Salesmen

Many wholesalers appoint their own salesmen to call on the retail dealers at regular interval and book their orders. They are expected to visit the retail dealers occasionally, take down orders accurately and thus ensures smooth flow of goods from the stocks of the wholesaler to retailer's shop.

Retailer's Salesmen

1. Counter salesmen: He works in the retailer's shop and sells to the customer who came to the shop to buy products they need. He should have knowledge of the stock, prices and products.
2. Outdoor salesmen: He goes to the prospective customers rather than the customers coming to him as is the case with the counter salesmen.

Speciality Salesmen

Salesmen employed to sell speciality items are called speciality salesmen. Speciality salesmen have higher unit cost, are relatively durable and are not purchased regularly.

Staple salesmen

Staple salesman generally concentrates on selling necessaries like food, clothes, stationery etc. these articles are sold in bulk. The area of operation of staple salesman is restricted and limited. The profitability of staple salesman depends upon the turnover of large businesses.

Exporter's Salesmen

The foreign trade involves large number of problems on account of different nationalities, different currency units, and to find a market for a product. They act as agents as well as middlemen for a manufacturer.