Marketing Management 3(2+1)

Lession 30-Types of Salesman

Types of Salesmen

Some salesmen work for manufacturers, some for wholesalers and others for retailers, some sell tangible products while others sell intangibles products. Certain selling jobs can be best performed by men, others by women. Sales jobs differ in their complexity. Several jobs require a salesman to be moving about from the headquarters. Some jobs require salesmen who have attained a certain degree of maturity require considerable preparation and education. Some salesmen sell staples; others sell specialties.

There are different kinds of men for different kinds of sales jobs which include:

• Manufacturer’s salesmen and the
• Wholesaler's Salesman

1. Those who sell to wholesalers, distribu­tors. and dealers
2. Those who sell to ultimate consumers.

1. The Manufacturer's Salesman. The manufacturer's salesmen who sell to the distributors can be grouped into three major types:
   1. The Pioneer who gets distribution for a new product.
   2. The Dealer Servicing Salesman: calls on established trade at regular inter­vals and his chief task is to assure his employer of never-ending flow of reorders for the firm's merchandise.
   3. Merchandising: This salesman gathers information and gives advice but is seldom compensated on the basis of the orders he turns in.
2. The Wholesaler's Salesman. The wholesaler's sales sometimes called jobber or distributor, often pushes specific items following either orders from his superior or his own, dictates as to what he wants to push. His mind is often made up for him by manufacturers and their representatives who seek him out and teach him how to sell their specialties and make him want to concentrate on their line.

Other types of salesmen are:

3. The Retail Salesman. There are two types of retail store salesmen: the in-the-store man and the outside salesman who visits home or office and tries to sell an item.
4. Speciality Salesman. These are of three kinds : (a)selling consumer goods, (b) selling factory office goods, (c)and the work of the sales engineer. The third type of specialty sales man, the so-called "sales engineer", is almost always a man with technical background.
5. The Missionary Salesman. He is a person who specializes in selling non-tangible goods like insurance or the service of advertising agency and who sells ideas.
6. The Route Salesman, also sometimes known as ‘travel salesman’, calls on retailers, covering a definite territory. In some instances he is also a speciality salesman.
7. . Export Salesman. He is a salesman who sells to distributors located in foreign countries.