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What fragrance is to a flower is personality to an... (2) Cheerful Disposition:. 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 salesman may adopt creative silence during the course of taking with the customers. A person may make a good salesperson in one line of business and may fail in another line. A good salesman should be fully familiar with his product, his firm, his customers and selling techniques. This way, the scheduling of the visits regularly will help in maintaining good relations with customers. 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. Sociability – A salesman should be social and have the ability to mix with people. Ego Along with empathy, the other defining quality of a successful salesperson is a powerful yet resilient ego-drive. In order to be effective in speaking the following facts are to be kept in mind: (ii) The speaking words should create sweetness. Airo Bongco that’s very inspirational thank you for positive ideas you’ve shared, I have been in sales department for more than I can remember. v. Surround yourself with like-minded people, and become accountable to each other on actions to be taken. His views, ideas and communication skills bring improvement to customer relations. 1. Sales is the oldest profession in history and a great profession, it must remain buyer focused. The current environment requires reprogramming a large part of the sales … He is to travel a lot. Selling Style Impact: Dominance. (e) Extend short-term credit for purchasing goods. Measures to Create Sound Customer Relations: Good salesman may adopt various other measures, in addition to general qualities, to build up and maintain sound customer relations. (ii) Control – The subject matter of discussion and direction requires control by the salesman. A good salesman must have a high degree of intelligence, initiative and foresight. However, it is difficult to give a universal or exhaustive list of such qualities or traits because different situations require different qualities. Having a strong imagination is a valuable characteristic. Good knowledge about the product may ensure satisfactory meeting of the customer objections and facing the competition successfully. (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. He should have knowledge about customer’s taste, buying behaviour, income level, buying motives etc. A successful salesperson is always motivated. Ability to create and maintain sound customer relations. 3. The regular users of customers of the particular product can give the knowledge of the product, from their experience in using it. This happens due to various reasons such as- doubts in the mind of customers about the quality, price, etc. He should ensure that his own ideas and views are matching with that of the customers. Thus, one of the main and important characteristics of a successful salesperson is … (vii) Seriousness – During talks with customers, the salesman should adopt seriousness throughout his talks. These things will ensure more sales leading to increase in incomes of the firm. Good behaviour – A salesman should be co-operative and courteous. "Small Business Trends" is a registered trademark. A good salesman must have the power of imagination so that he can enter into the shoe of the prospective customer to know what he wants and how he wants to be treated. 3. More than that, the bar for a quality sales conversation today is very different from what it was five or 10 years ago. © Copyright 2003 - 2020, Small Business Trends LLC. This will help the salesmen in convincing the prospective buyers to buy company’s product. Now a day, personal selling process has become professionalized, so professional skills like knowledge about product, market conditions; command over language etc. The fundamental duty of a salesman is selling. G. S. Sudha has given certain guidelines for effective speaking in his book on Sales Promotion and Sales Management (Hindi Edition). Here they are: Upbeat; Passionate; Creative; Empathetic; Accountable; Well Prepared; Tech-Savvy; Highly Engaged; Goal Oriented; Relationship Driven; Now let’s dig in. Finally, the best salespeople know they need to go above and beyond to be successful. In a word, they’re competitive. Sales people need to be trained suitably on how to apply six sigma to the selling process since this will facilitate them in removing unqualified prospects, boost excellent listening skills among sales people, foster optimal product knowledge in them and allow them to plan well and make effective sales presentations. In this process, customers are helpful to the salesman and to the company in many ways. Qualities of a Salesperson – Physical, Mental, Social and Vocational Attributes, There are certain qualities that can be developed among sales people. 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. They get involved in their community and have many different business relationships. 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. A person, who does not possess the communication ability and skill, cannot become a good salesman. He should have the quality of adjusting with customers of different nature. There’s no way around having excellent verbal skills if you’re trying to sell people goods and services. Mental Attributes 3. Personality or physical qualities attract the prospective customers by making favourable first impression. A salesman expresses his knowledge, ideas and views through speaking. He should be well cautious about his physical appearance and to maintain it throughout his selling career. Without being rude or pushy, good salespeople know how to get the job done. Selling involves communication of skill. 2. However there are certain basic qualities among sales people that are looked for in and every organization. In order to give sufficient product knowledge to the customers, the salesman must posses adequate knowledge about the product that he deals with. Physical Attributes 2. (v) Bodily presentation – The salesman should use bodily language (expression or acting with hands, facts, eyes, etc.) Every sales person need to be aware of the attributes related to the goods or services being sold. (v) By Dealing Timely with Customer Complaints: By taking steps and attending the customer problem in time, good relationship can be created and maintained with them. Sociability implies a cheerful attitude, a liking for people, sense of humour and conversational ability. Share Your Word File As such, the copies of advertisements can be an important source for the salesman to have product knowledge, by studying these copies very carefully. General Qualities. 3. Top earners know how to bounce back from a dry spell. 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. (vii) To Present Accurate Information about the Product: Once cannot present a product to the satisfaction of customers unless he possesses the factual and accurate information about the characteristics of the product. Share Your PDF File These qualities help him to be strong in his vision and promptness in selling. vii. They know how to work through slumping sales numbers. He should be able to understand the needs and preference of customer. in order to compare the product). Salesmen, to be effective should be possess certain qualities as follows: A salesman should first of all understand himself-his strengths and weaknesses so that he develops confidence. In case of direct selling, a good salesperson must have two basic qualities. to be made in the existing product. A salesman has to remain courteous in every case. Social Attributes 4. 4. of the product. For the purpose of convincing the customers about increase in prices of the products, the salesman must know more about these aspects of the product. 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. The real superstars in this line of work understand that selling isn’t just about price. To be successful, a salesperson must possess several qualities of head and heart. 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. Salesmanship itself is a challenging task on the one hand and equally interesting and remunerative on the lather hand. Qualities of a Good Salesman in Rural Market or Essentials of Effective Personal Selling: An effective salesman must possess certain physical, mental, social and vocational qualities. 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. For rural market, it is better if he has knowledge of local language along with Hindi. They want to be better than everyone else. Integrity of character – A good salesman should possess the qualities of honesty and integrity. The effective sales of a product depend a lot on the competition. Sales 5 Traits of Highly Successful Salespeople Are you cut out to make the sale? And don’t forget that a salesperson should be Friendly and Helpful. 5. There are some qualities which make a salesman more effective. (vi) Durability of the product, services and warranty offered by the producer. 3. An effective salesman also needs to have presence of mind and good common sense. Dominance is the ability to gain the willing obedience of customers such that the salesperson’s recommendations and advice are followed. He requires initiative to make additional sale and to win permanent customers. 4. Some of the personality traits among sales people that are essential ingredients for effective selling are physical traits, mental traits, social traits and character traits. Carry out personal SWOT analysis for identifying the strength, weakness, opportunities and threats. They have personal needs only a sale can help them with. – Communication on skill is an assets for the salesman. He should be capable of giving a comparative analysis of his company’s and the competitors’ products. 8. The customers can certify their satisfaction of using the product and the producer image at the same time. (x) Creative silence – Continuous speaking, without little break, is not at all advisable. Paul Cherry. An upto date knowledge about the product, therefore, will strengthen his self-confidence. Networking is not so much a part of the job to them but the way they like to spend their time. Empathy is a great way to anticipate what a customer wants. (viii) Terms and conditions of sales; such as terms of payment/credit, delivery schedule, home delivery, return of unsold product, etc. (ii) Source of information – A satisfied customer always remain as a source of information to the seller, as he provides to the seller with his valued suggestions to the business problems from his experience while continuously using the product. Here’s a list of qualities any candidate for your small business sales team should possess. A Hunter's Mentality Physical qualities refer to physical... 2. – A salesman should have sound general education and have the specialized knowledge of selling techniques. A quality sales professional is also determined to stay up to date on all product information and committed to learning new sales methodologies. I look for the laziest people I can find that have a history of great sales. TOS4. Vocational qualities – A salesman should have adequate educational and professional qualifications. He should try to communicate his ideas clearly in limited words. They can even  respond to queries through emails and on the phone at the same time. He should not feel irritated if the buyer puts up many questions even if the questions are irrelevant. To be successful, a salesperson must possess several qualities of head and heart. 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. Salespeople who succeed enjoy measuring their skills against their peers. Such a repetition may only diffuse the purpose of speaking. The Top Qualities of a Good Salesperson 1. A good salesperson needs to satisfy a client’s needs. 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. He should have capacity for hard work, a good stamina and sufficient tolerance. (viii) By Closely Observing the Production Process: The salesmen can acquire detailed knowledge about the product including the composition of the raw material used, by closely observing the production process in factories or at the place of production. 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. The best salespeople aren’t always talking. (iv) Manufacturing process and the technology sued. Physical qualities refer to physical appearance, health, dress, stamina etc. 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. Our mission is to provide an online platform to help students to discuss anything and everything about Economics. Sufficient opportunity and freedom may be given to customers to ask questions, express objections and to present their ideas and suggestions. The best of these folks are also on the lookout for changes in the industry and what’s offered by the competition. He should be able to convince him and create the desire in his mind to possess the commodity. Concern for sale and concern for customers are the two important parameters based on A good salesman must be sincere in his work and true to his words. Advertisement copies are usually got prepared by experts in the field. – A salesman should have good personality. Ego-drive is the need to win and to be validated by others. Sales professionals invented the use of game mechanics in the workplace. can be gained through education. There can be a number of reasons for these, such as variations in the quantity and quality of goods supplied, variations in prices, breakage, improper delivery schedule, breach of conditions, etc. His employer too should have faith in him. In order to achieve effective personal selling, the following qualities of salesmen are required: 1. The company policies on refunds, rejections and defective goods should be properly understood by the sales executives. It is based on some of our most recent research and strongly reinforces the points in your article. (v) Ability to communicate – If a salesperson can communicate properly and effectively then he/she will be able to clear the biggest hurdle of making the prospective customer listen to him/her. So that he can put across the superiority of his own products. The product and producer image are increased by way of brand loyalty among the customers. Privacy Policy3. He should have the quality of adjusting with customers of different nature. 4. (ix) Consulting with Technical Specialists: Technical specialists appointed by the organization to advise the management on technical matters relating to production, marketing etc. His job is arduous and his physique should be sturdy, free from disease and disability of all types. Located in Fairbanks, Alaska, Quality Sales Food Service is the number one food supplier for the interior. These mental qualities will help a salesman in winning permanent and regular customers. 7. If your funnel is behaving as it should, it’ll send a … Business-customer relationship is like a two-way traffic. That’s especially true for the quotas that salespeople work towards. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales … They like to set the bar high and are continually try to meet new goals. Demonstration of the product in front of prospective buyers can effectively be made possible, only when the salesman knows very well about the product characteristics. (vi) Trade Fairs, Seminars, Conferences, etc. (viii) By Providing Various Services to Customers: Producers of automobiles, industrial and domestic durable products provide various services to the buyers in respect of –, (a) Free services to technical and electronic goods. He should be able to explain each and every aspect of the product i.e. He should have a strong memory and keen observation skills in order to remember and understand his customers. Top 6 Qualities of a Good Salesman | Salesmanship (1) Personality:. Physical Qualities or Personality – A salesman should have good personality. Mental qualities – A good salesman should possess certain mental qualities like imagination, initiative, self-confidence, sharp memory, alertness etc. He must be a person who has a natural ability for conversion. It is required that the sales executives are aware of the size of the consignment and the logistics being used to transport the products from one place to the other. The salesperson must speak confidently, clearly and audibly. They know how to use a value proposition to full advantage. ii. together with words spoken to make the customers understood his ideas and views. 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. (iii) Repetition of words spoken should be avoided – Salesman should not repeat the spoken words again while discussing any material fact with customers. Herbert N. Kessan has stated that most of the customers pay respect and praise to those salesmen who are loyal to them. Off and on, informal meetings with regular customers may be arranged in order to develop an informal relationship with them. Relationship management is a key skill of personal selling. Physical Qualities or Personality – A salesman should have good personality. Good communication ability coupled with good knowledge about the product helps the salesperson in persuading the customer to buy. Functions, Duties and Responsibilities of a Salesman 1. They send birthday, anniversary and thank you cards. Being curious with the clients and the product is only the start. Being a salesperson can be a difficult job at times. Impressive personality – A salesman should have a good appearance. Conclusion In conclusion, these 10 traits will make a quality salesperson. They know that shady deals lead to burned bridges that can multiply and cost a lot more than one client. Sales people should also have proper knowledge of the company policies on sales compensation, incentives, trade promotions and business promotions along with the competition. Adaptability 4. Physical qualities – A salesman must have good health and a good personality. He should be cooperative and helpful enough to assist customers in the selection of goods. 2. He gives proper advice to the customer in their buying decisions by influencing their buying preference and pattern. He must be having suitable and complete product knowledge so that he is well equipped to handle any sort of customer query or complaint. If there’s a product or services that needs to be sold, they can find a way. – The salesman should have full knowledge about the customers. (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. On the basis of personal experience, the salesman will be able to know the specific quality and standard of the product. Such things will give him a lesson to improve his selling efforts in the future. He should be able to speak freely, clearly and in a well-pitched voice. In many occasions, the customers are compelled to cancel the supply orders placed with the firm or the goods sent to them are returned to the seller by refusing to accept the goods. (iv) Rate of delivery of words – The rate of delivery of words or phrases to be used while speaking shall be balancing and be in place with the understanding and thinking capacity of a customer. Apply what you learn, in the real world, as early as possible. Success in salesmanship requires sound education, wide knowledge and specialised training. They are always ready to make a sale at any given moment and continually looking for possibilities. The people who really succeed don’t wait for customers to come to them. This requires that he knows the following facts about his own company-the origin, the present status, the technology, reputation, philosophy, capital, location of the factories, the facilities available etc. Here are 10 attributes of a great sales manager: 1) Passion. This is because that he will be able to satisfy the customers. It’s all about looking for new ways to stay in a client’s mind. 1. 3. 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. A salesman has to present his company in a very positive way. Knowledge of the product and the company – A salesman should have full knowledge of the product and the company he is representing. Set S.M.A.R.T., Specific, Measurable, Attainable, Relevant and Tractable goals and a supporting plan of action. High concern for sale and low concern for customer gives rise to Order orientation of selling. We want someone who is going to get excited about "the big fish"--someone who will prepare... 2. 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. The Chinese proverb— “one who runs a store must have a smiling face” indicates the significance of personality for a successful salesman. The first one is empathy, which may be defined as the important central ability to feel as the other fellow does in order to be … He should also have complete knowledge of competitive products, customers and various selling techniques. They don’t get discouraged when the sales numbers are down. Make sure you've got these characteristics--or else learn to develop them. (ii) The attributes of the product, its colour, form, design, etc. So, he must have social qualities like he should be polite, cooperative, courteous, extrovert etc. Always listening. Such meetings will also help in knowing their problems with the product and their future buying plans. (i) Good personality – Good personality is a mixture of many traits like physical appearance, dressing up, way of talking, manners, pitch of voice, habits etc. 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. 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 … 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. – The sales person must have a sense of determination to secure the customer. which the orientation of the salesperson is observed. Adapting to the client’s schedule and preferences can make all the difference. Customer’s Knowledge – The salesman should have full knowledge about the customers. – An effective salesman must possess certain mental qualities like imagination, strong memory power, presence of mind, initiative etc. 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. They don’t just want to get better at what they do. A good salesman must be a keen observer. Now happily retired after 32 amazing years with Princess Cruises, I agree 100% with this article. Prompt. For this purpose a salesman should know customer well. He must be a person who has a natural ability for conversion. i. An outstanding sales representative can go with the flow. (ix) Knowledge about competing products in the market (compete knowledge about the nature, quality, drawback, price, composition of raw material used, etc. A number of sources are available to a salesman to acquire knowledge about the products. Such a possible break-down in customer relationship can be prevented by regular and effective both-way communication. The success of a salesman depends on his ability to understand the customers and convince them. Setting goals and achieving them is important in every small business. In such a situation he can only create confusion among the customers by his inaccurate presentation of facts or with unfair information. Being self motivated and working on a commission make the best salespeople  really good at working on their own. This website includes study notes, research papers, essays, articles and other allied information submitted by visitors like YOU. Appropriate dress, clean appearance and a good posture create a favourable impression on customers. The effective sales of a product depend a lot on the competition. A good salesman needs to have creative ability, leadership qualities, urge for excellence, optimism, and a specific bent of mind. That’s why the most successful salespeople are the best  cheerleaders for their small businesses at the same time. A good salesperson needs to satisfy a client’s needs. Determination and Quality of Developing Relations with Customers – The sales person must have a sense of determination to secure the customer. These qualities will help him to make a society of friends and to create new relationship with the people he meets. Therefore, it is essential that he should be a good communicator/speaker.

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