Duties of Salesman:

1. Calling on Customers:

The foremost duty of every salesman, in general, is to call on a customer or

customers existing. Calling on customer means keeping regular touch with
existing customers which is also called as keeping accounts alive. These calls are
made either at the office of the customer or house of a customer or any other
suitable place agreed by them. It is not only calling on all the existing customers
in a given area or which is called as a sales territory. It also means opening new
accounts or creating new customers which is an art of converting suspect into
prospect and prospect into a customer.

2. Maintenance and Extension of Sales Territory:

A sales territory is a geographical sea consisting of number of prospects and

customers and suspects too. A salesman is to work even sales territory where he
keeps the existing customers and accounts, creates new accounts by or new
customers who are prospects by his art of persuasion and converting suspects to
prospects clearing all fears and doubts and then converting that prospect into a
customer in a territory. A territory may be a city, area, taluka area, district area,
or a division area or even a state. He m c move from city to district and district
to division and state. He is the person who represents his manufacturer, or a
wholesaler or even a retailer. That is, sales are increased.

3. Increasing Sales Line:

A company is not generally dealing in a single product, has a product line and
product range. It is the duty of the salesman to bring it to the notice of
customers, retailers and wholesalers of the manufacturing company's product
line or li and product range. This results in well assimilated diversified sales mix
which broadens sales ability, stability. It is because, the overall performance and
profits are increased.

4. Image Building:

The greatest thing in business is credibility, status, the image of sales

organisation. Sales has the crucial role of building the image or status or good
will of company. It is done by building the company's product image, service
image, managerial philosophy management objectives and policies. He is to
establish that how his company is different from others and why it is worth
appreciating as the best of all others in the line, area. He is to sell company's
vision, goals, objectives, policies, strategies that go in keeping them satisfied and
delighted so that they demonstrate others that it is worth to do business with this
organization than others:

5. Developing Product Knowledge:

It is the world of keen competition and speed. The science and technology are
able to bring new ideas, new products, new processes, new services at much
cheaper cost, of superior quality and in larger quantity. The release of these
products and services and ideas are not reaching the people who are not covered
by information communication network. They do not know about new products
and services, their uses change their life styles. It is the sales force which can
bring these products and services to people. In each call they make, present
them and speak of their superiority and benefits convenience and solace these
products and services could bring them within a price range

6. Dealer Counseling:

The sales people are working for manufacturers, wholesaler and retailers as the
dealers play a big role in successful distribution of goods and services. There is
need for heavy and effective doses of promotional activities. In addition to
advertisement and publicity and public relations, there are specific areas of
promotion namely POP-point of purchase promotion these relate to window
display, counter display, showrooms and show c and participation in exhibitions
and fairs. Special skills are involved in having a integrated communication
package that brings the far flying customers and the dealers. These specie guide
in planning campaign at different levels to position the products and services.
Many times, good products have failed because of bad presentation and
promotion and in some c even average products succeeded very well with a
matching promotional efforts. These salespeople are good campaign counselors.

7. A Good Feedback to the Producers:

Sales people are key people who collect detailed frank, factual information of
their needs, expectations of a product or a service in case of existing products
and services and the products and services they expect from the producers.
Salesman are the spokesmen of the consumer the king-and king pin of any
economy. These producers produce products which are wanted by the consumers
who decide quality standards, price range quantity needed. Other associated
factors with products and services. This information vital that all most all
decisions are based on this by the producers, wholesalers, and retailers. That is,
salesmen back from the horses month and pass it on to the producers. It is no'
but a primary survey-a major step in research where it covers, consumers,
dealers, pro price, place, promotion to make the dreams of producers to come
true and the resources of the community to be based in the best way. It helps in
preparing a dependable data base v is continuously up dated.

8. They are the Best Trainers:

Every year so many young guys join sales line to make their career in various
positions. At the same time, the aged and willing sales people who made their
career-retire. As salesmen in the field of selling, they have a big role to pay. is,
they train new hands on the job to learn the tricks of the trade. Act as role mode
successful sales-people. They share there to tell coach, teach the aspirants who
want to not only fit and fine but want make better performers. This is, the
greatest task they do by building successful sales force and teams for bringing
every success to the organisation on one hand and individuals-their progress and
property.

9. Collection of Dues and Credit Information:

Collection of dues is the most delineate and arduous task that challenges his
brain and tolerance. These are the days of credit and since credit has become the
breath of modern business one can not think of surveying without credit. Credit
sues are like "hot-ghee" neither one can keep in mouth nor spit. That is, the point
lies in collecting lie dues yet keeping the customer. It is a great balancing act.
Salesman can not compel the person to pay but he has to develop the ability to
impel the customer to pay. It is because, if he loses one customer by enforcing
his right to collect, there is danger of losing other good customers. A disturbed
customer can spoil the name of salesman and the selling house.

Another thing is to know the credit worthiness of prospects who are willing to
have business relation credit rating is done on certain 'C's namely, character,

capacity and conditions. That is, desman is to know about all these C's of a
prospect before accepting him as a customer.

10. Participating in Sales Meetings:

Salesman, as a bridge between the outside world mi the organization, is to

participate actively in the sales-meetings that are held in the sales Department
from time to time. Meeting provides a forum for exchange of ideas, techniques,
Methods, tricks that enhance the company sales, his knowledge about various
dimensions of his sales career. Attending the meetings will result in updating his
knowledge making fit and fine se handle with confidence any situation he comes
across in his field of sales. He has plus point of developing his capacity to
organize his line of activities as route-sheets, time-table is to sales journey. To
that effect, he develops a systematic and scientific tools, attitude, philosophy in
improving his sales efforts for the benefit of himself and the company at the
same time. Thus, meeting is a melting point for overall refinement of his career.

Related Articles:
Write a brief article on the scope of Salesmanship
Who else wants to know the 8 compulsory responsibilities of a good salesman?

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