Sales person must be aware of the packing materials being used and pack sizes in which the product is sold. His views, ideas and communication skills bring improvement to customer relations. A pleasing and charming personality boosts self-confidence and morale. Charming sales representatives create a good first impressions and open the door to sales. He will be able to justify the customers on the basis of such experience. A good salesman should possess a good personality. He should have ambitions and enthusiasm to become a good salesman. Salesperson Photo via Shutterstock6 Comments ▼. This will help the salesmen in convincing the prospective buyers to buy company’s product. If your funnel is behaving as it should, it’ll send a … (ix) Consulting with Technical Specialists: Technical specialists appointed by the organization to advise the management on technical matters relating to production, marketing etc. Physical Qualities or Personality – A salesman should have good personality. (viii) Clear and polite speaking – The salesman should present the material facts with utmost sincerity and the object of talk should not be create a bad impression in the mind of customers. Strong will, self-confidence, ambition, sincerity, loyalty and honesty are important social attributes of a good salesman. Disclaimer Copyright, Share Your Knowledge A person may make a good salesperson in one line of business and may fail in another line. Such a repetition may only diffuse the purpose of speaking. of the product. In order to give sufficient product knowledge to the customers, the salesman must posses adequate knowledge about the product that he deals with. Now happily retired after 32 amazing years with Princess Cruises, I agree 100% with this article. Therefore, he should possess a thorough knowledge about the competition and its products. Physical Qualities or Personality – A salesman should have good personality. Dominance is the ability to gain the willing obedience of customers such that the salesperson’s recommendations and advice are followed. You are intent to know everything there is to know … Knowledge of the product and the company – A salesman should have full knowledge of the product and the company he is representing. Vocational qualities – A salesman should have adequate educational and professional qualifications. He is to travel a lot. In such a situation, it is very essential for the salesman to have detailed information about the product so as to meet the objections of the buyers and to ensure more sales. That’s why the most successful salespeople are the best cheerleaders for their small businesses at the same time. (e) Extend short-term credit for purchasing goods. The regular users of customers of the particular product can give the knowledge of the product, from their experience in using it. The fundamental duty of a salesman is selling. Product Knowledge – A good salesman must have knowledge about the company’s product. In this process, customers are helpful to the salesman and to the company in many ways. Believing in the product or service they are selling is essential. This is also one of the top qualities of a master closer and the only one that can’t be taught. Determination and Quality of Developing Relations with Customers – The sales person must have a sense of determination to secure the customer. It takes a person who has encountered rejection multiple times and doesn’t give up. The Chinese proverb— “one who runs a store must have a smiling face” indicates the significance of personality for a successful salesman. Some clients need a little more handling than others to close a sale. 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. A good salesman needs to be polite, self-disciplined and courteous. Every facts stated by him should be practical, accurate and trustable so that the customers may take his explanations as warranted. A successful salesman must posses the mental qualities like mental alertness, far-sightedness and imagination, tactfulness, ability to observe and judge, capacity to make decisions, self-confidence, initiative, ambitious, tolerance, courtesy, sharp memory, maturity, determination, enthusiasm, sincerity and dependability. He may assist in giving a new name to the product, and improvement or modification, etc. 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 convince him and create the desire in his mind to possess the commodity. 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. A number of sources are available to a salesman to acquire knowledge about the products. – 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. 3. Required fields are marked *, Founded in 2003, Small Business Trends is an award-winning online publication for small business owners, entrepreneurs and the people who interact with them. They know how to work through slumping sales numbers. 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. Amazing salespeople are lazy… (xiii) Speak in language in which one has good command. Physical qualities refer to physical... 2. Sound health – A salesman has to work hard. All rights reserved. Balanced judgement, self-confidence, poise, tact and patience are needed to handle the customer according to the requirements of the situation. Networking is not so much a part of the job to them but the way they like to spend their time. Ego-drive is the need to win and to be validated by others. To be successful, a salesperson must possess several qualities of head and heart. Top 6 Qualities of a Good Salesman | Salesmanship (1) Personality:. He should have knowledge about customer’s taste, buying behaviour, income level, buying motives etc. are organized by the producers from time to time for dealers, middlemen international buyers and the salespersons to make them aware about the change in policies, introducing new product in the market, improvement or modification in the existing product, etc. Salespeople who succeed enjoy measuring their skills against their peers. Buyers now have an alternative as they can buy anything they want off of the internet, and not have their time wasted by sales people. They get involved in their community and have many different business relationships. However, it is difficult to give a universal or exhaustive list of such qualities or traits because different situations require different qualities. Flexibility of approach – He should interact with customers with a flexible approach, i.e., try to persuade different types of customers with different reasons. 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 … Physical qualities refer to physical appearance, health, dress, stamina etc. Also if proper listening skills are not developed among sales people they will fail to understand customers actually require. (ii) Mental qualities – A salesperson must have the quality of alertness, imagination, foresightedness, empathy etc. Our mission is to bring you "Small business success... delivered daily.". 5. Before publishing your Articles on this site, please read the following pages: 1. Ineffective sales people have been found to lack suitable product knowledge, make poor sales presentations and they also fail to prioritize the activities they are required to do. (1985) found that expertise was positively associated with trust. 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. Persistence, as mentioned above is a quality of a good salesperson and persistence arises from optimism. Prof. Hawkins has written that a person of high moral character keeps him reflected in the minds of the people by his effective speech, good behaviour and by presentation of facts. Qualities of a Salesperson – Physical, Mental, Social and Vocational Attributes, 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. 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. G. S. Sudha has given certain such measures, as stated below: (i) Scheduling Calls on Established Customers: The salesman can schedule their customers contact programme in such a manner so as to call on established customers regularly. 3. The effective sales of a product depend a lot on the competition. which will be useful source for the salesmen to up-to-date their knowledge about products and services. (c) Assist in plant location and packaging of goods, (d) Provide home delivery facility on free of charge, and. The best salespeople aren’t always talking. The salesman can seek their opinion about the product from time to time. 5. Highly successful salespeople come in all shapes and sizes and may not always be the life of the party. I thought your readers might find this article to be of interest. 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. High concern for sale and high concern for customer gives rise to value orientation. A person may make a good salesperson in one line of business and may fail in another line. its qualities, how to use it, what precautions to be taken, etc. In order to be effective in speaking the following facts are to be kept in mind: (ii) The speaking words should create sweetness. 4. To be successful, a salesperson must possess several qualities of head and heart. (iii) Consulting with Seniors and Fellow Salesmen: This is another important source to acquire additional knowledge about the product. 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. Salesmanship itself is a challenging task on the one hand and equally interesting and remunerative on the lather hand. In order to achieve effective personal selling, the following qualities of salesmen are required: 1. Welcome to EconomicsDiscussion.net! The only way to find out what those are is by listening to what each prospect is saying. This happens due to various reasons such as- doubts in the mind of customers about the quality, price, etc. He gives proper advice to the customer in their buying decisions by influencing their buying preference and pattern. 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. He is to gain the confidence of the customers. A good salesman must feel that first of all he is a member of the society where he lives and therefore, must possess certain social qualities like honesty and trust-worthiness, good behaviour, cooperative nature, sweat speaking, tactfulness, courtesy, cheerful disposition, convincing conversation, patience and considerate, resourcefulness, loyal good character, social grace, poise, feeling of social responsibility, etc. He should have the quality of adjusting with customers of different nature. An upto date knowledge about the product, therefore, will strengthen his self-confidence. 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. 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. Ability to create and maintain sound customer relations. Finally, the best salespeople know they need to go above and beyond to be successful. – A salesman should have good personality. Mental Attributes 3. Only a well-groomed and cheerful salesman can create good impression on the customers. 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. (ix) Avoid the use of words which have dual meaning. When hiring a new sales representative, look for the empathy of a good friend and the competitiveness of a star athlete in equal measure. The current environment requires reprogramming a large part of the sales … Sales is hard work. The customers usually hesitate or irritate with such salesman. The more he knows about the product, the more he feels pleasant in his selling task. Sufficient knowledge about the product ensures more sales and brings larger profits to the firm. Developing good relation creates satisfied customers which will help the organization in getting repeat orders. "Small Business Trends" is a registered trademark. in order to compare the product). A good salesperson knows how to feel what their customers feel… (v) Bodily presentation – The salesman should use bodily language (expression or acting with hands, facts, eyes, etc.) The ability to lead a quality sales conversation as a salesperson is more difficult than it seems. (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. On the basis of personal experience, the salesman will be able to know the specific quality and standard of the product. They know how to use a value proposition to full advantage. (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. Ability to Listen. 6. When a sales representative loves their company, it shows in their pitch. He should not be shy or reserved but an extrovert and a good listener. Make sure you've got these characteristics--or else learn to develop them. can be a reliable source of information to salesmen to know about the technical aspect of the product. In case of direct selling, a good salesperson must have two basic qualities. These things will ensure more sales leading to increase in incomes of the firm. can be gained through education. (ix) To Justify the Higher Price Strategy: Better quality and standard, and improvement in product suggest for higher prices because of higher production costs. Sales people should also have proper knowledge of the company policies on sales compensation, incentives, trade promotions and business promotions along with the competition. Moral and ethical values that should be possessed by a good salesman include honesty, integrity, loyalty and high moral “Honesty is the best policy.” Therefore, he should be very honest in his practical way of life. The effective sales of a product depend a lot on the competition. 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. Customer’s Knowledge – The salesman should have full knowledge about the customers. Thus, one of the main and important characteristics of a successful salesperson is … (i) For Better Presentation of the Product: Without having sufficient knowledge of the product, its quality, advantage of having the product, its main features, uses, etc., a salesman cannot be able to present his product or services in a good manner before the customers. This will help the customers to judge and make a decision to buy or not. Top 5 Characteristics of a Sales Hunters, Sales Closers, and Sales Farmers Identify sales hunter and sales farmer traits to build a better performing team Successful sales people generally have thick skin … Customers, sometimes face certain problems about the use, and maintenance of the product. ii. Being a salesperson can be a difficult job at times. (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. Again, here's where communication, empathy and … Such things will give him a lesson to improve his selling efforts in the future. Ability to Create and Maintain Good Customer Relations: The main object of selling should be to create good customer relations and to maintain such relations for ever. The qualities of a salesperson can be studied under the following heads:-. If, however, they are long on the 8 attributes above — Six Million Dollar Salespeople — … (iii) Publicity – According to Cainfield, a satisfied customer is the best source of publicity of the product and the producer. The importance and advantages of customer relationship can be stated under the following points: (i) Repeat sales – A satisfied customer never changes his buying place and such a permanent customer repeats purchases, thereby bringing an increase in sales and income. (vi) Should speak; not to orate, or to make speeches – The salesman, while delivering his sale talks, should speak to the customers in a limited way; but do not convert the speaking into speeches or not to convert him as an orator. (iii) Good behaviour – A sales person should be a well behaved person having ability to interact with people comfortably. This duty includes meeting the prospects, presenting and demonstrating the products, inducing the prospects to buy, taking orders and effecting sales. Social Attributes 4. Serving Alaskans since 1956 we have relied on our superior service and the quality of our products to … Integrity of character – A good salesman should possess the qualities of honesty and integrity. (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. Concern for sale and concern for customers are the two important parameters based on However there are certain basic qualities among sales people that are looked for in and every organization. They have personal needs only a sale can help them with. Personal experience of using the product by himself is an important source of gaining knowledge about a product. He should be able to convince the customers regarding the superiority of his company’s products based on such a comparison. Selling Style Impact: Dominance. Functions, Duties and Responsibilities of a Salesman 1. An effective salesman also needs to have presence of mind and good common sense. The salesman may adopt creative silence during the course of taking with the customers. In a salesperson, focus produces best results when it is balanced with empathy. Training programme to train the salesmen is organized by the employer from time to time. He should also have knowledge of products of rival companies. A good sales representative knows this and takes all the time needed. which the orientation of the salesperson is observed. The importance of having good knowledge about the product for a salesman, is based on a number of reasons. He should avoid using debatable language. Read newspapers, journals, company profile, books on non-traditional sales, motivation and personal leadership. Mental Qualities – An effective salesman must possess certain mental qualities like imagination, strong memory power, presence of mind, initiative etc. His employer too should have faith in him. Taking matters into their own hands is the mark of the real pro here. (vi) Voice should not be loud when speaking face to face. These qualities will help him to make a society of friends and to create new relationship with the people he meets. 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. Customers will be prepared to pay increased prices when they are fully satisfied with the quality/standard/improvements in the products. General Qualities. It also includes good posture, sweet voice, pleasing appearance etc. He should observe the changes in style, fashion of people, activities of rivals, Government … Self-Motivation 5. The salesman should take necessary steps in creating lasting relationship in order to secure customer support always. Salesman should possess moral qualities like honesty, loyalty, fair dealing etc. He should also have complete knowledge of competitive products, customers and various selling techniques.
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