In the rapidly evolving landscape of business and commerce, the art and science of salesmanship have emerged as essential skills for professionals across industries, With growing competition, digital transformation, and ever-changing consumer behaviour, effective selling is not just a business function it is a critical vocational competence.
This book, Salesmanship: Principles and Practices, has been thoughtfully designed for students pursuing B.Com, BBA, and B.Sc. courses, particularly where salesmanship is offered as a vocational subject. It aims to bridge the gap between academic learning and practical application, equipping students with both theoretical knowledge and real-world insights. The book covers the fundamental aspects of salesmanship, including its meaning, nature, scope, types, techniques, and ethics. It also explores the distinction between salesmanship and advertising, personal selling, consumer behaviour, buyer psychology, and the modern challenges in professional selling. Case studies, real-life examples, and practical exercises have been integrated to encourage experiential learning and critical thinking.