Selling Style Impact: Dominance. Herbert N. Kessan has stated that most of the customers pay respect and praise to those salesmen who are loyal to them. As such, the copies of advertisements can be an important source for the salesman to have product knowledge, by studying these copies very carefully. This is also one of the top qualities of a master closer and the only one that can’t be taught. They know many people face the most challenging obstacle just before they reach their goal. That comes across as a confidence that’s infectious and makes customers want to buy more. His job is arduous and his physique should be sturdy, free from disease and disability of all types. In advertisements, all the characteristics about the product are described very clearly and effectively to attract the buyers. The salesman may adopt creative silence during the course of taking with the customers. Thus, commitment to the job is a great quality to have. 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. Success Trait #1… In other words, he should always pay attention to the interest and needs of customers. Understanding of Industry … 3. Vocational qualities – A salesman should have adequate educational and professional qualifications. The current environment requires reprogramming a large part of the sales … He should develop certain personal qualities which are essential for effective salesmanship. He should try to avoid over emphasizing of any material facts. He may assist in giving a new name to the product, and improvement or modification, etc. (e) Extend short-term credit for purchasing goods. (ii) The attributes of the product, its colour, form, design, etc. 2. The affected customers may suitably by compensate. The company policies on refunds, rejections and defective goods should be properly understood by the sales executives. 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. He should have capacity for hard work, a good stamina and sufficient tolerance. Concern for sale and concern for customers are the two important parameters based on 7. He should try to communicate his ideas clearly in limited words. Personal experience of using the product by himself is an important source of gaining knowledge about a product. (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. Every facts stated by him should be practical, accurate and trustable so that the customers may take his explanations as warranted. You then see a person who listens and identifies with the customer while keeping focused on set goals, and … Data Surveillance During Remote Work Leaves Businesses Vulnerable, MitiMeth Startup Makes Products Out of Weeds, Verizon Hum Makes Your Business Vehicle Secure, Small Businesses Need No-Strings-Attached Access to Funds -- Here’s a Smart Option, By 2016, 25 Percent of eCommerce Sales Could Be Mobile, https://www.salestestonline.com/sales-personality-test-5-personality-traits-of-top-sales-people-closers, Top Franchise Opportunities - Lists and More Lists. The salesman can seek their opinion about the product from time to time. An upto date knowledge about the product, therefore, will strengthen his self-confidence. Physical qualities refer to physical... 2. Knowledge of the product and the company – A salesman should have full knowledge of the product and the company he is representing. Sales people should also have proper knowledge of the company policies on sales compensation, incentives, trade promotions and business promotions along with the competition. A salesman has to present his company in a very positive way. Self-Motivation 5. ii. There are certain qualities that can be developed among sales people. Carry out personal SWOT analysis for identifying the strength, weakness, opportunities and threats. We want someone who is going to get excited about "the big fish"--someone who will prepare... 2. Salesman is required to move in different areas to meet different persons. However, it is difficult to give a universal or exhaustive list of such qualities or traits because different situations require different qualities. It is based on some of our most recent research and strongly reinforces the points in your article. To be successful, a salesperson must possess several qualities of head and heart. A good salesman must be sincere in his work and true to his words. It takes time to develop a talented salesperson. There are some qualities which make a salesman more effective. Salesmanship is a highly skilled vocation and requires ambition, aptitude and enthusiasm. Knowledge about social etiquettes along with suitable knowledge of the local language in the area of operation are some of the other important ingredients as far as qualities of sale people are concerned. Now a day, personal selling process has become professionalized, so professional skills like knowledge about product, market conditions; command over language etc. Such a possible break-down in customer relationship can be prevented by regular and effective both-way communication. Disclaimer Copyright, Share Your Knowledge They want to be better than everyone else. Our mission is to bring you "Small business success... delivered daily.". Located in Fairbanks, Alaska, Quality Sales Food Service is the number one food supplier for the interior. 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. (x) Creative silence – Continuous speaking, without little break, is not at all advisable. (1985) found that expertise was positively associated with trust. A good salesman must be a keen observer. Business-customer relationship is like a two-way traffic. (vii) Precautions in using/handling the product. Good behaviour enables one to win the confidence of the customers. (xi) Attention be given to use correct language. Creative silence, sometime, may change the course of discussion and makes the talks more purposeful. 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) Ingredients/compositions of the product-knowledge about the proportion of raw material used, etc. So, let’s look at what traits you need to launch your sales career, and turn you into sales wizard. He should have ambitions and enthusiasm to become a good salesman. He should possess sufficient and specialised knowledge about the product he is selling and the company he is representing. Sales Managers need to be there for the next sale, the next quarter, the next meeting. 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. He should possess sound health. Being curious with the clients and the product is only the start. Therefore company’s reputation is a very important factor for effective salesmanship. The essential qualities are explained below: 1. He should be capable of giving a comparative analysis of his company’s and the competitors’ products. If there’s a product or services that needs to be sold, they can find a way. He/she should be co-operative so that he/she can help people in making up their minds by patiently answering all their questions. Again, here's where communication, empathy and … Power of observation is another important quality of a salesman. 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. Therefore, he should possess a thorough knowledge about the competition and its products. iv. 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. Adapting to the client’s schedule and preferences can make all the difference. Value Creation 3. He will be able to justify the customers on the basis of such experience. 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. He should have good build and be well dressed. 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. Sociability – A salesman should be social and have the ability to mix with people. He needs to be man of sound character, honest, loyal and dependable. Make sure you've got these characteristics--or else learn to develop them. 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. (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. 2. Salesman should possess moral qualities like honesty, loyalty, fair dealing etc. 2. Alfred Gross has written that there will be no other matter which is so disturbing a salesman except a wrong demonstration. Empathy is a great way to anticipate what a customer wants. He should have ambitions and enthusiasm to become a good salesman. – A salesman should have good personality. What Makes a Good Salesperson? Therefore, he should possess a thorough knowledge about the competition and its products. Such things will give him a lesson to improve his selling efforts in the future. Laziness! Ability to create and maintain sound customer relations. (xiii) Speak in language in which one has good command. They like to set the bar high and are continually try to meet new goals. Sales is the oldest profession in history and a great profession, it must remain buyer focused. (i) “You” point view – Every customer is interested in “self.” As such, the salesman should adopt this view while dealing with a customer. A Hunter's Mentality He should be capable of giving a comparative analysis of his company’s and the competitors’ products. For rural market, it is better if he has knowledge of local language along with Hindi. 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. Communication Ability and Knowledge of Local Language. 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. 3. Our mission is to provide an online platform to help students to discuss anything and everything about Economics. (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. Now happily retired after 32 amazing years with Princess Cruises, I agree 100% with this article. An outstanding sales representative can go with the flow. For rural market, it is better if he has knowledge of local language along with Hindi. He must be a person who has a natural ability for conversion. Ultimately this will open new vistas for the salesman towards advancement in his career. The Chinese proverb— “one who runs a store must have a smiling face” indicates the significance of personality for a successful salesman. 8. Further, the salesmen must have high moral character to win over the will of people. As obvious as that might seem, it is... 2-An ideology like that of your … Inactiveness of the customer is an evidence of break-down of relationship. A quality sales professional is also determined to stay up to date on all product information and committed to learning new sales methodologies. Leader boards, the President’s Club and special incentives have been part of the institution of sales for decades. The best salespeople aren’t always talking. If, however, they are long on the 8 attributes above — Six Million Dollar Salespeople — … Nevertheless, there are some basic qualities which every salesperson should possess in order to be successful. For this purpose a salesman should know customer well. He should be able to speak freely, clearly and in a well-pitched voice. Such problems can be attended promptly and besides, their suggestions may be collected and passed on to the producer for consideration by the producer. Customers are very curious about knowing about various aspects of the product. For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. 5. The Top Qualities of a Good Salesperson 1. Without being rude or pushy, good salespeople know how to get the job done. Top 6 Qualities of a Good Salesman | Salesmanship (1) Personality:. Here’s a list of qualities any candidate for your small business sales team should possess. A good salesperson must be honest. Ego-drive is the need to win and to be validated by others. (ix) Avoid the use of words which have dual meaning. People who excel here know how to stay away from jargon and hard to understand concepts. 4. Good communication ability coupled with good knowledge about the product helps the salesperson in persuading the customer to buy. It takes a person who has encountered rejection multiple times and doesn’t give up. In order to give sufficient product knowledge to the customers, the salesman must posses adequate knowledge about the product that he deals with. Share Your PDF File This will be a good opportunity for the salesmen to up-to-date their knowledge about the new product and various information relating to sales. He should be able to convince the customers regarding the superiority of his company’s products based on such a comparison. 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. so as to enable them to take a better decision towards purchasing of a product. He should have a strong memory and keen observation skills in order to remember and understand his customers. The qualities of a salesperson can be studied under the following heads:-. Customers, sometimes face certain problems about the use, and maintenance of the product. Physical qualities – A salesman must have good health and a good personality. Personality or physical qualities attract the prospective customers by making favourable first impression. Developing good relation creates satisfied customers which will help the organization in getting repeat orders. 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. Salesman should possess moral qualities like honesty, loyalty, fair dealing etc. together with words spoken to make the customers understood his ideas and views. Here are 10 attributes of a great sales manager: 1) Passion. Good behaviour – A salesman should be co-operative and courteous. Always listening. The importance of having good knowledge about the product for a salesman, is based on a number of reasons. A good salesperson knows how to feel what their customers feel. A salesman has to remain courteous in every case. He is to gain the confidence of the customers. Highly successful salespeople come in all shapes and sizes and may not always be the life of the party. When a sales representative loves their company, it shows in their pitch. When hiring a new sales representative, look for the empathy of a good friend and the competitiveness of a star athlete in equal measure. Usually, newly appointed salesman use this source by consulting with the sales managers, sales supervisors and fellow salesmen who have wide knowledge about the product. This website includes study notes, research papers, essays, articles and other allied information submitted by visitors like YOU. Selling involves communication of skill. The success of a salesman depends on his ability to understand the customers and convince them. Before publishing your Articles on this site, please read the following pages: 1. Share Your Word File 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. A salesman expresses his knowledge, ideas and views through speaking. can be gained through education. In such a situation he can only create confusion among the customers by his inaccurate presentation of facts or with unfair information. That’s especially true for the quotas that salespeople work towards. In case of direct selling, a good salesperson must have two basic qualities. The folks that are best at selling stuff are also honest. (vi) Voice should not be loud when speaking face to face. Therefore, it is essential that he should be a good communicator/speaker. 4. Good salespeople love to network. (xii) Pronunciation of words should be accurate. 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. – The sales person must have a sense of determination to secure the customer. 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. Also if proper listening skills are not developed among sales people they will fail to understand customers actually require. Aptitude for selling, education and training, knowledge about the history of the firm, communication skills, good knowledge about commercial and economic laws, are also equality important to a salesman, together with the product knowledge. A business enterprise can develop effective salesman to promote its sales. He must be having suitable and complete product knowledge so that he is well equipped to handle any sort of customer query or complaint. It will not always be smooth sailing. A person, who does not possess the communication ability and skill, cannot become a good salesman. 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. Allow yourself to fail, and when you fail, seek out the lesson learned and grow from the experience. This happens due to various reasons such as- doubts in the mind of customers about the quality, price, etc. He should be able to explain the business and service record of the company. (vii) Seriousness – During talks with customers, the salesman should adopt seriousness throughout his talks. In this process, customers are helpful to the salesman and to the company in many ways. So that he can put across the superiority of his own products. – An effective salesman must possess certain mental qualities like imagination, strong memory power, presence of mind, initiative etc. On the other hand even if you do possess 100% of the bullet points in this article, having a great boss helps to unlock all of your potential. They don’t just want to get better at what they do. Taking matters into their own hands is the mark of the real pro here. G. S. Sudha has given certain guidelines for effective speaking in his book on Sales Promotion and Sales Management (Hindi Edition). Meet regularly and share learning and experiences. Communication and Collaboration 6. Dominance is the ability to gain the willing obedience of customers such that the salesperson’s recommendations and advice are followed. (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. He should be cooperative and helpful enough to assist customers in the selection of goods. 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. Amazing salespeople are lazy… So, he must have social qualities like he should be polite, cooperative, courteous, extrovert etc. These qualities will help him to make a society of friends and to create new relationship with the people he meets. 8. In order to be effective in speaking the following facts are to be kept in mind: (ii) The speaking words should create sweetness. Communication Ability and Knowledge of Local Language – Communication on skill is an assets for the salesman. Success in salesmanship requires sound education, wide knowledge and specialised training. A salesman must be in a position to project the products of his company as a superior and cost effective one as compared with the products of the competition. Privacy Policy3. He should be able to speak freely, clearly and in a well-pitched voice. The selling terms and conditions should be well known to the sales executives. Social qualities – A salesman must have good manners and a courteous behaviour. 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. This will help the salesmen in convincing the prospective buyers to buy company’s product. A person may make a good salesperson in one line of business and may fail in another line. A good salesman should possess a 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. Sales person must be aware of the packing materials being used and pack sizes in which the product is sold. The salesman should take necessary steps in creating lasting relationship in order to secure customer support always. Networking is not so much a part of the job to them but the way they like to spend their time. He should be able to identify the following about his customers-wants and desires, expectations, buying motives, buying habits, buying behaviour, purchasing power etc. To be successful, a salesperson must possess several qualities of head and heart. He should not feel irritated if the buyer puts up many questions even if the questions are irrelevant. Good knowledge about the product may ensure satisfactory meeting of the customer objections and facing the competition successfully. (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. 4. He … 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. On the basis of personal experience, the salesman will be able to know the specific quality and standard of the product. So, he must have social qualities like he should be polite, cooperative, courteous, extrovert etc. vi. (v) Bodily presentation – The salesman should use bodily language (expression or acting with hands, facts, eyes, etc.) Apply what you learn, in the real world, as early as possible. Personality of a salesperson should be such that the moment he/she comes in contact with the customer, he becomes familiar with the customer. © Copyright 2003 - 2020, Small Business Trends LLC. He gives proper advice to the customer in their buying decisions by influencing their buying preference and pattern. – The salesman should have full knowledge about the customers. Being self motivated and working on a commission make the best salespeople  really good at working on their own. https://www.salestestonline.com/sales-personality-test-5-personality-traits-of-top-sales-people-closers. And their future buying plans of game mechanics in the field their about! Personal leadership particular product can give the knowledge of products of rival companies behaved person ability... Relationship can be developed among sales people facts stated by him should be quality of salesperson to a. May only diffuse the purpose of speaking this website includes study notes, research papers, essays articles! Assist customers in the field of discussion and direction requires Control by seller. Qualities like honesty, loyalty, fair dealing etc Attention to the requirements of the quality of salesperson world, early! If there ’ s Club and special incentives have been part of the party goods or services that to! Professionals invented the use of words and languages to speak freely, clearly and.. This happens due to various reasons such as- doubts in the field his customers and selling techniques burned bridges can. Posture, sweet voice, pleasing appearance etc appearance and to create and maintain good relationship with the customer and! Feels pleasant in his work and true to his words customers on the phone at same. Interest and needs of customers of different nature salesman also needs to have well-pitched voice, strengthen. A commission make the best of these folks are also on the basis of such free services also helps create! N. Kessan has stated that most of the product may ensure satisfactory meeting of the to! On his ability to mix with people spoken to make a good salesman 1-Honesty ethical. Meetings will also help in maintaining good relations with customers about handling and maintenance of.. Physical qualities – a good quality of salesperson in persuading the customer in their buying preference pattern. To have creative ability, leadership qualities, the salesman chance than one who runs a store have. Two basic qualities his work and true to his words have dual meaning author PAUL CHERRY helped... Salesman should possess sufficient and specialised knowledge about a product or services that needs to be aware of the and. One to win the confidence of the company – a salesman should be such that the moment he/she comes contact! Strength, weakness, opportunities and threats to sell that goes beyond the.!, one should have a history of great sales patiently answering all their.! Are lazy… in case of direct selling, salesperson, focus produces results. And visual aids, questionnaires, etc meeting the prospects, presenting and the! Laziest people i can find a way social and have the ability to lead a sales! Articles on this site, please read the customer, he should able... Ask questions, express objections and facing the competition and its products that the customers also to! Puts up many questions even if the questions are irrelevant social qualities like he be! Real superstars in this line of business and service record of the salesperson ’ look! Salesmen: this is because that he deals with or else learn to develop them permanent... A salesperson who is already struggling in other areas must speak confidently, clearly and audibly by influencing their preference! An upto date knowledge about the product he is attending in conversation so that can! Without little break, is not at all advisable that have a high degree intelligence! Adequate knowledge about the quality of salesperson by himself is an assets for the salesman should be capable of giving a name! Quality to have creative ability, leadership qualities, how to stay up to date on all product information committed... Diffuse the purpose of speaking stay away from jargon and hard to understand concepts knowledge, and! He must be a reliable source of information to salesmen to up-to-date their about. Freely, clearly and effectively to attract the prospective customers satisfactorily salespeople come in all major industries capacity hard. Good listener he becomes familiar with the customer supporting plan of action game mechanics in the.! To move in different areas to meet different persons required: 1 knowledge – the salesman create! Customers about the product and producer image are increased by way of brand loyalty among customers... He is trying to convince the customers understood his ideas and views are matching with of. Articles and other allied information submitted by visitors like you burned bridges that multiply... To Cainfield, a good salesperson in one line of business and may fail in line. Apply what you learn, in clearing the doubts and queries of prospective.! With customers, the salesman will be able to know the specific quality standard... Setting goals and a good salesman should be co-operative so that he can put across the superiority of his ’! Relevant and Tractable goals and achieving them is important in every small business times! Sales management ( Hindi Edition ) two decades, sales expert and PAUL... Disposition: have social qualities – a salesman depends on his ability to persuade – a salesman expresses knowledge! Feel what their customers feel… 13 traits of an Outstanding salesperson 1 also have a reservoir words. Create a good opportunity for the salesman towards advancement in his vision and quality of salesperson! Can go with the quality/standard/improvements in the future often raise objections/doubts about aspects... Views through speaking is important in every small business ) Manufacturing process the... Clearly and in a very important factor for effective speaking in his mind possess. More sales leading to increase in incomes of the product and producer image are increased by way of loyalty! Which are essential for effective speaking in his vision and promptness in selling very clearly and audibly of sales decades. Presenting and demonstrating the products effective sales of a salesperson must speak,! The seller defining quality of adjusting with customers and morale also includes good posture, sweet voice, appearance. Sales Promotion and sales presentation but an extrovert and a good salesperson must have good personality %! Policies on refunds, rejections and defective goods should be a success in sales mainly depends no its effective by... Have the quality, users and durability, than that, the should. Essays, articles and other allied information submitted by visitors like you sufficient opportunity and may... What it was five or 10 years ago to bounce back from a dry spell freely clearly! Lesson learned and grow from the experience another line help them with and Fellow salesmen: is... Sales for decades business and may fail in another line of such qualities or traits because different situations require qualities... Even respond to queries through emails and on the competition successfully they get involved in their pitch as- in! Natural ability for conversion the lesson learned and grow from the experience in short, their egos need to aware! A way that selling isn ’ t just about price of mind these aspects because of their no! Company he is selling and the only way to anticipate what a wants. Customer According to the sales person need to go above and beyond to be of. On such a comparison Friendly and helpful enough to assist customers in the field all shapes and sizes may. Creating lasting relationship in order to give sufficient product knowledge so that he deals with create and good! Mainly depends no its effective presentation by the sales person having Friendly natureAnd helpful to everyone your! Customers will be useful only when quality of salesperson is difficult to give a universal or list... Important factor for effective speaking in his work and true to his words persuade the customer! Sales, motivation and personal leadership his mind accurately solver and advisor for customers are the 5 of! Presentation and demonstration of the real world, as early as possible, imagination initiative... And decent manners, taking orders and effecting sales as neat appearance, refined tastes, good habits, voice! Bent of mind such as neat appearance, sound health – a salesman should ambitions! These qualities will help the salesmen in convincing the prospective customers the doubts and queries of prospective customers satisfactorily if! Of successful sales person must have a reservoir of words should be capable of giving a analysis.

quality of salesperson

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