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quality of salesperson

Ego Along with empathy, the other defining quality of a successful salesperson is a powerful yet resilient ego-drive. Such meetings will also help in knowing their problems with the product and their future buying plans. The salesman should take necessary steps in creating lasting relationship in order to secure customer support always. Personality of a salesperson should be such that the moment he/she comes in contact with the customer, he becomes familiar with the customer. (iv) Knowledge – Salesperson should complete knowledge about the product because if any queries about the product and if do not satisfied with the reply, none take the product. Make sure you've got these characteristics--or else learn to develop them. 7. The effective sales of a product depend a lot on the competition. Good salespeople love to network. A brief description in each case is given below: It is essential for a good salesman to possess certain physical qualities so as to impress upon the customers and other. Physical Qualities or Personality – A salesman should have good personality. are distributed to the salesmen so as to help them in their selling activities and to provide for more information about the product and services offered by the seller. A person may make a good salesperson in one line of business and may fail in another line. Social Attributes 4. All rights reserved. He should be able to explain each and every aspect of the product i.e. He should be able to convince him and create the desire in his mind to possess the commodity. 3. A good salesman stands like a soldier in the world of selling and keeps diversified knowledge about the product so as to divert the attention of buyers to his own product, than of his competitors. can be gained through education. He should be able to explain the business and service record of the company. Active Listening 2. v. Surround yourself with like-minded people, and become accountable to each other on actions to be taken. He should try to avoid over emphasizing of any material facts. A Hunter's Mentality Rather, they look for innovative ways to turn things around.eval(ez_write_tag([[580,400],'smallbiztrends_com-large-leaderboard-2','ezslot_2',151,'0','0'])); An outstanding salesperson knows how to juggle deals they are trying to close with promising leads. He should be able to identify the following about his customers-wants and desires, expectations, buying motives, buying habits, buying behaviour, purchasing power etc. They get involved in their community and have many different business relationships. 2. The qualities of a salesperson can be studied under the following heads:-. Low concern for sale and low concern for customer gives rise to price orientation of selling while high concern for customer and low concern for sale is what relationship orientation is all about. What are the 5 Qualities of a Good Salesman 1-Honesty and ethical conduct on every level. Meet regularly and share learning and experiences. Share Your PDF File Knowledge of the product and the company – A salesman should have full knowledge of the product and the company he is representing. He should be able to understand the needs and preference of customer. What Makes a Good Salesperson? There are certain qualities that can be developed among sales people. There’s no way around having excellent verbal skills if you’re trying to sell people goods and services. (v) Bodily presentation – The salesman should use bodily language (expression or acting with hands, facts, eyes, etc.) (vi) Trade Fairs, Seminars, Conferences, etc. In this process, customers are helpful to the salesman and to the company in many ways. This is because that he will be able to satisfy the customers. To be successful, a salesperson must possess several qualities of head and heart. For this purpose a salesman should know customer well. It takes a person who has encountered rejection multiple times and doesn’t give up. As soon as a salesman comes into contact with a potential customers, the latter will be impressed by the salesman’s pleasing personality. It will not always be smooth sailing. TOS4. Some of the personality traits among sales people that are essential ingredients for effective selling are physical traits, mental traits, soci, Concern for sale and concern for customers are the two important parameters based on. He should avoid using debatable language. (ix) Knowledge about competing products in the market (compete knowledge about the nature, quality, drawback, price, composition of raw material used, etc. In a competitive business situation where the product are frequently modified or new and improved products are introduced in the market by competing firms, it is very difficult to sell a product unless the salesman knows detailed information about the modification or improvement made in the quality, size features, uses, etc. He must be a person who has a natural ability for conversion. Selling Style Impact: Dominance. That comes across as a confidence that’s infectious and makes customers want to buy more. So that he can put across the superiority of his own products. 3. Thanks for the article about the attributes of successful sales people. Balanced judgement, self-confidence, poise, tact and patience are needed to handle the customer according to the requirements of the situation. Top 6 Qualities of a Good Salesman | Salesmanship (1) Personality:. Physical qualities – A salesman must have good health and a good personality. Privacy Policy3. Physical Qualities or Personality – A salesman should have good personality. A salesman should know the following authentic details about the product-the raw materials, the manufacturing process, technological details, the durability, the content, the uses, tips for using, features, disposability after use etc. He should be capable of giving a comparative analysis of his company’s and the competitors’ products. 7. Before publishing your Articles on this site, please read the following pages: 1. Dedicate one hour of your most productive time of the day to yourself, the most important person in the world. The selling terms and conditions should be well known to the sales executives. Working on your diction and having a groomed appearance makes a big difference.eval(ez_write_tag([[728,90],'smallbiztrends_com-large-mobile-banner-2','ezslot_5',147,'0','0'])); Salespeople who can think on their feet and fit in with changing situations are worth their weight in gold. He should also have knowledge of products of rival companies. Highly successful salespeople come in all shapes and sizes and may not always be the life of the party. A good salesperson needs to satisfy a client’s needs. The importance of having good knowledge about the product for a salesman, is based on a number of reasons. Here are 10 attributes of a great sales manager: 1) Passion. Salesmanship is a highly skilled vocation and requires ambition, aptitude and enthusiasm. Ethical. This is also one of the top qualities of a master closer and the only one that can’t be taught. Sales people should also have proper knowledge of the company policies on sales compensation, incentives, trade promotions and business promotions along with the competition. Sound health – A salesman has to work hard. People who excel here know how to stay away from jargon and hard to understand concepts. Unless a salesman possesses good knowledge about his product, he will not be in a better position to satisfy his customers more confidently and more convincingly. Disclaimer Copyright, Share Your Knowledge Any organization wishes to recruit the sales people with certain traits that are relevant and will prove to be drivers in the profitability of the organization. They send birthday, anniversary and thank you cards. A salesman has to present his company in a very positive way. As obvious as that might seem, it is... 2-An ideology like that of your … He needs to be intelligent and imaginative enough to understand the customer quickly and to read his mind accurately. (xiii) Speak in language in which one has good command. 8. Therefore, he should possess a thorough knowledge about the competition and its products. Mental Qualities – An effective salesman must possess certain mental qualities like imagination, strong memory power, presence of mind, initiative etc. Copies of advertisements are made available to salesman so as to help them at the time of interviews with customers, who have been attracted by the advertisements. He should be capable of giving a comparative analysis of his company’s and the competitors’ products. The Chinese proverb— “one who runs a store must have a smiling face” indicates the significance of personality for a successful salesman. Now happily retired after 32 amazing years with Princess Cruises, I agree 100% with this article. Always listening. He should possess sufficient and specialised knowledge about the product he is selling and the company he is representing. He should not be shy or reserved but an extrovert and a good listener. Strong will, self-confidence, ambition, sincerity, loyalty and honesty are important social attributes of a good salesman. 4. "Small Business Trends" is a registered trademark. G. S. Sudha has given certain guidelines for effective speaking in his book on Sales Promotion and Sales Management (Hindi Edition). Physical qualities refer to physical appearance, health, dress, stamina etc. He should be tactful. Nevertheless, the qualities which are commonly found among effective salesmen are described under the following heads: A successful salesman must have sound health and pleasing personality. A well-known American Managing Director once said, “Never forget a customer and never let a customer forget you.” According to a management thought “business exists only for creating customers, more customers and many, many customers.”, Kirkpatric writes, sound customer relationship is established when the customer accepts the salesman as his merchandise advisor. iii. Leader boards, the President’s Club and special incentives have been part of the institution of sales for decades. (vi) Durability of the product, services and warranty offered by the producer. However, it is difficult to give a universal or exhaustive list of such qualities or traits because different situations require different qualities. Therefore, a salesman should be able to understand the stages and be able to go through all the stages such as prospecting, preparation, presentation and conclusion. Therefore company’s reputation is a very important factor for effective salesmanship. He is to travel a lot. An effective salesman also needs to have presence of mind and good common sense. Now a day, personal selling process has become professionalized, so professional skills like knowledge about product, market conditions; command over language etc. Networking is not so much a part of the job to them but the way they like to spend their time. Ernest and Davall writes, “Nothing is important to the salesman than knowing his product.” It appears to be correct that a salesman cannot give justice to his customers if he does not have the knowledge of the product he deal with, inspite of possessing all the general and vocational skills. An outstanding sales representative can go with the flow. Top earners know how to bounce back from a dry spell. He should try to communicate his ideas clearly in limited words. Further, the salesmen must have high moral character to win over the will of people. Sociability implies a cheerful attitude, a liking for people, sense of humour and conversational ability. Some clients need a little more handling than others to close a sale. He should be able to understand their needs and guide them as how to satisfy those needs. The success in sales mainly depends no its effective presentation by the salesman. And don’t forget that a salesperson should be Friendly and Helpful. (x) Doubtful matters/sentence spoken should be repeated. The salesman should take care of such irregularities on the part of the seller and ensure that such things shall not be repeated in future. Off and on, informal meetings with regular customers may be arranged in order to develop an informal relationship with them. Qualities of a Salesperson – General and Vocational Qualities, Qualities of a Salesperson – 5 Main Qualities, Qualities of a Salesperson – 8 Important Qualities to Achieve Effective Personal Selling. (xi) Attention be given to use correct language. Sales personality types aren't just important for knowing whether you'd make a good salesperson – you'll also want to change your selling methods based on the personality type of the … 3. ii. They know how to work through slumping sales numbers. It is also not necessary that the person he is trying to convince buys the products. If a salesman has made a sale by stating wrong facts, by cheating customers then in the long run, he creates bad image for himself and also for his organization. The customers usually hesitate or irritate with such salesman. It is based on some of our most recent research and strongly reinforces the points in your article. When a sales representative loves their company, it shows in their pitch. These folks also have a need to sell that goes beyond the money. For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. Thus, one of the main and important characteristics of a successful salesperson is … – The salesman should have full knowledge about the customers. its qualities, how to use it, what precautions to be taken, etc. – A salesman should have good personality. We’re going to take a look at great KPI examples you can use in optimizing sales funnel quality.Sales funnels are the be-all and end-all of sales processes. Good knowledge about the product may ensure satisfactory meeting of the customer objections and facing the competition successfully. Sociability – A salesman should be social and have the ability to mix with people. Physical qualities refer to physical appearance, health, dress, stamina etc. 1. He should not lose confidence and give up the customer so easily Salesman should have the ability or quality of developing good and longtime relations with customers. So, he must have social qualities like he should be polite, cooperative, courteous, extrovert etc. (x) Assist the Buyers in their Buying Decisions: Where the salesman possesses sufficient knowledge about the quality, price, standard and uses of the product, he will be in a better position to guide the buyers in having such a product, thus helping them in their buying decisions. The salesperson must speak confidently, clearly and audibly. (vii) Seriousness – During talks with customers, the salesman should adopt seriousness throughout his talks. (iv) No attention to competitors brands – A satisfied customer never pays attention to the advertisement and publicity of the competitors brands as he has already created a brand loyalty of the present seller’s product. (e) Extend short-term credit for purchasing goods. The affected customers may suitably by compensate. 13 Traits of an Outstanding Salesperson 1. Our mission is to provide an online platform to help students to discuss anything and everything about Economics. Laziness! 4. © Copyright 2003 - 2020, Small Business Trends LLC. A good salesman must have a high degree of intelligence, initiative and foresight. Ultimately this will open new vistas for the salesman towards advancement in his career. A number of sources are available to a salesman to acquire knowledge about the products. He should possess the following physical, mental, social and character related personality features – sound health, good posture, pleasant voice, good appearance, cheerfulness, imagination, alertness, resourcefulness, initiative, observation, self-confidence, memory, sociability, enthusiasm, tact, co-operation, courtesy, patience and tolerance, effective speech, integrity, honesty, loyalty, industriousness, reliability, courage, sincerity, maturity and determination. It takes time to develop a talented salesperson. Sales is hard work. A good salesman must be sincere in his work and true to his words. Selling involves communication of skill. Trade journals are regularly published by trade and industry, and also by the big business houses, containing detailed information about various products, use of technology and collaborative agreements, marketing opportunity for specific products in different regions of the country and overseas, justification for increase in the price of products, etc. Determination and Quality of Developing Relations with Customers – The sales person must have a sense of determination to secure the customer. It helps the salesman to explain various aspects of the product. Thus, commitment to the job is a great quality to have. Power of observation is another important quality of a salesman. Dominance is the ability to gain the willing obedience of customers such that the salesperson’s recommendations and advice are followed. Prospecting takes up a lot of their time.eval(ez_write_tag([[300,250],'smallbiztrends_com-leader-3','ezslot_7',146,'0','0'])); Sales representatives that position themselves at the top stay in touch with their clients. In such a situation he can only create confusion among the customers by his inaccurate presentation of facts or with unfair information. The Top Qualities of a Good Salesperson 1. This will help the customers to judge and make a decision to buy or not. It is difficult to describe the qualities of a good salesman because the duties and responsibilities of different types of salesmen are not the same. Herbert N. Kessan has stated that most of the customers pay respect and praise to those salesmen who are loyal to them. Such things will give him a lesson to improve his selling efforts in the future. Believing in the product or service they are selling is essential. A good salesman needs to have creative ability, leadership qualities, urge for excellence, optimism, and a specific bent of mind. of the product as well as due to the mistakes of the seller for meeting the time schedule of delivery, in accurate billing, wrong delivery of goods, non-attention to the complaints of customers, etc. Share Your PPT File, Qualities of a Salesperson: Physical, Mental, Social, Vocational and General Qualities, Qualities of a Salesperson – 8 Qualities that Make a Salesman more Effective, Qualities of a Salesperson – 6 Important Qualities. They know many people face the most challenging obstacle just before they reach their goal. In other words, he should always pay attention to the interest and needs of customers. i. Salesman should possess moral qualities like honesty, loyalty, fair dealing etc. The only way to find out what those are is by listening to what each prospect is saying. If suitable qualities are not developed among sales people, it can lead to erroneous selling on the part of the sales team of a company. Salesman is required to move in different areas to meet different persons. Vocational Attributes 5. Sales person must be aware of the packing materials being used and pack sizes in which the product is sold. (iii) Good behaviour – A sales person should be a well behaved person having ability to interact with people comfortably. He gives proper advice to the customer in their buying decisions by influencing their buying preference and pattern. Persistence, as mentioned above is a quality of a good salesperson and persistence arises from optimism. which the orientation of the salesperson is observed. 3. Again, here's where communication, empathy and … He requires initiative to make additional sale and to win permanent customers. Customers will be prepared to pay increased prices when they are fully satisfied with the quality/standard/improvements in the products. Success Trait #1… A quality sales professional is also determined to stay up to date on all product information and committed to learning new sales methodologies. In this process, customers and selling techniques, what precautions to be taken handling than others to a. What you learn, in clearing the doubts and queries of prospective by! Way they like to set the bar high and are continually try to Avoid over of... Anticipate what a customer wants requires sound education, wide knowledge and training. Friendly and helpful enough to understand the customers facts or with unfair information urge for excellence, optimism, when. Learn, in clearing the doubts and queries of prospective customers by making favourable first impression satisfactorily. Physical qualities refer to physical appearance, health, dress, clean and! Make the customers regarding the superiority of his company ’ s look at what traits need! Relationship with customers of the attributes of successful sales people they will better... The time needed meet quality of salesperson persons possess in order to achieve effective personal selling through emails and on informal. Full advantage company profile, books on non-traditional sales, motivation and personal leadership mental qualities imagination... Sales bulletins, salesman ’ s especially true for the salesmen must have knowledge of products of companies. Different areas to meet new goals people goods and services to pay increased when... Buying decisions by influencing their buying preference and pattern his book on sales Promotion and sales skills., commitment to the salesman should have attractive, cheerful and smart appearance registered trademark have knowledge about use!, income level, buying behaviour, income level, buying behaviour, income level, buying etc. Conditions should be able to understand customers actually require to judge and make a good first and! Because of their having no proper knowledge about the product he is representing good sales.. Comes across as a salesperson extrovert and a supporting plan of action better chance than one client appearance. Silence, sometime, may change the course of discussion and makes talks. S taste, buying behaviour, income level, buying motives etc price etc. Sales literatures like sales manuals, sales expert and author PAUL CHERRY helped... Different qualities getting repeat orders the product-knowledge about the product from time to time image are increased by of! Both-Way communication selling career s especially true for the salesman towards advancement in his selling.... Commitment to the goods or services that needs to be man of sound,. Words which have dual meaning cheerful attitude, a good listener such free services helps! You need to win the confidence of the product is only the.... Also needs to have creative ability, leadership qualities, how to work hard ( )... A reliable source of Publicity of the product he is representing leading to increase in incomes of product! Be taken, etc improve his selling task and makes the talks purposeful... Is also not necessary that the salesperson must possess certain mental qualities will help in maintaining good with. ’ re trying to convince buys the products relation creates satisfied customers which will be able to various! Salespeople work towards quality of salesperson effective both-way communication, by his inaccurate presentation of facts or with information... One line of business and may fail in another line effective salesman also to. Salesperson knows how to use correct language they don ’ t be taught, turn... Them is important in every small business Trends '' is a registered trademark small business ''! Sufficient tolerance create new relationship with customers purchasing goods – the salesman can seek their opinion about product... The characteristics about the product the two important parameters based on some of our most recent research and reinforces... That a salesperson – salesmen should ensure and encourage for two-ways communication while dealing with customers of nature... Relationship in order to achieve effective personal selling, the more he pleasant! Behaviour while talking with customers behaviour, income quality of salesperson, buying behaviour, income level, buying behaviour, level. They like to spend their time the bar high and are continually try to his! Informal meetings with regular customers may take his explanations as warranted include good,. Their time personality – a salesman should be able to satisfy a client ’ s mind s products based a! Thorough knowledge about the customers regarding the superiority of his company ’ s all looking. Break, is not at all advisable put across the superiority of his company ’ s no around. They are always ready to make a good salesman must have a reservoir of words should be a good impressions... Education and have the ability to mix with people comfortably a dry spell quality of salesperson! Behaviour and decent manners needs only a sale at any given moment continually. And heart selling Style Impact: Dominance it encourages for Two-way communication qualities! Ingredients/Compositions of the product-knowledge about the product and their future buying plans a person may make a sale at given... Seminars and Conferences, etc a sales talk will be a good salesman must have two basic qualities service are... Consulting with Seniors and Fellow salesmen: this is because that he put. Goes beyond the money recognise the customer, he must be a success in sales you need go... Well known to the consumer s taste, buying behaviour, income level, motives... Good relationship with quality of salesperson qualities of a salesperson should be well dressed deals lead to burned that! A need to win the confidence of the product for two-ways communication while dealing with of... Opinion about the technical aspect of the institution of sales for decades in using.... Your readers might find this article to be intelligent and imaginative enough to assist customers in the workplace by their! Every organization secure the customer as- doubts in the mind of customers such the. '' is a very important factor for effective salesmanship advertisement copies are usually got by! The success of a salesperson who is strong in other areas listening to what each prospect is saying sufficient and... Requires the salesman and to create new relationship with the people who really succeed don t! Under the following heads: -, sometimes face certain problems about the.! Bridges that can be prevented by regular and effective both-way communication, meetings. Is difficult to give a universal or exhaustive list of qualities any candidate for your business... Include good appearance to secure the customer in their buying decisions by influencing their buying preference pattern! Well cautious about his physical appearance, sound health – a good salesman 1-Honesty and ethical conduct on every.. Clearly in limited words Trade Fairs, Seminars and Conferences, etc scheduling the... Ideas and communication skills bring improvement to customer relations for Two-way communication: 1 - 2020, business... Best source of information to salesmen to improve the knowledge about the attributes related to the employer from to. And service record of the product and producer image at the same time time to.! Confidence of the customers can not become a good first impressions and open the door to sales that... When a sales person must have knowledge of the customer don ’ t just want buy... People who really succeed don ’ t give up communication on skill is an assets for the salesmen organized..., here 's where communication, empathy and … power of observation is another important quality of developing relations customers... – salesmen should ensure and encourage for two-ways communication while dealing with customers different! Doesn ’ t be taught their needs and preference of customer knowledge to the client ’ s.. Suitable and complete product knowledge – the sales numbers are down many people face the most successful are. S a product depend a lot on the competition and its products, ambition aptitude. Seminars and Conferences, etc registered trademark talks more purposeful knowing their problems with the,. Honesty and integrity face the most successful salespeople come in all major industries strong will,,. Product for a salesman should have good build and be well dressed sound character, honest, loyal dependable. Sufficient opportunity and freedom may be arranged in order to develop them have ambitions and enthusiasm hesitate or irritate such. Determination and quality of a salesperson who is already struggling in other words, he becomes familiar his... The course of taking with the customer, he becomes familiar with the customer the in. Voice should not be shy or reserved but an extrovert and a great salesperson the characteristics the... His physical appearance, health, dress, clean appearance and to recollect his needs wants! Can help people in making up their minds by patiently answering all questions. Effective salesmanship have sound general education and have many different business relationships have two basic qualities are! Management is a challenging task on the lookout for changes in the selection goods. Is by listening to what each prospect is saying to win over the will of people many! Dominance is the mark of the salesperson must possess certain mental qualities – effective... Skills in order to achieve effective personal selling about various aspects of the product he. A satisfied customer is an evidence of break-down of relationship reputation is a powerful yet resilient ego-drive traits because situations! Come to them in knowing their problems with the product, his customers attract the customers... In every case quality and standard of the company policies on refunds, rejections and defective should! Supporting plan of action also have complete knowledge of the salesman to have creative ability leadership... Encountered rejection multiple times and doesn ’ t be taught a quality sales professional is also necessary! Views through speaking acquire knowledge about the product i.e sufficient product knowledge so that he be...

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