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QUALITIES OF SUCCESSFUL SALESPERSON


QUALITIES OF SUCCESSFUL SALES PERSON

Qualities of successful salesman vary from industry to industry and country to country where the firm wants to market its products and services. But a general list of qualities of successful salesperson may be prepared. These general qualities are as under:

(1) Salesperson must possess comprehensive and intensive knowledge of products to be sold by him. It serves as an important asset to salesperson and enhance his communication skill. When nature of product to be sold by salesman is technical and semi-technical, product knowledge becomes key-factor of success. Sound product knowledge serve twin purpose-effective communication and handling of objection in an impressive manner.

(2) Sound knowledge of competitors’ product is also important quality. It is very essential for comparative analysis of his own products with the products of competitors.

(3) Salesperson should have full faith and conviction in the products in which he dealing. It is foundation for effective communication.

(4) Tremendous self-confidence is required in the salesman. For this purpose he must be having full knowledge of his strength and ready to capitalize them.

(5) Communication skill of the salesman should be very effective. Following tips may be very useful in this regard:

(i) Only good listener can be effective communicator.
(ii) Place value and time value should be kept in mind.
(iii) Before presentation salesman should get rid of terror, if any from the prospective buyer.
(iv) Presentation should be natural.
(v) Attention value of presentation should be high.
(vi) Good suggestive value, which explain the suitability of product to prospective buyer is also useful.
(vii) There must be interest value in the presentation. For this purpose message should be kept short and sweet.

(6) Salesman should be expert in macro and micro planning.

(7) Spirit of competitiveness is also required in successful salesman.

(8) Only challenges seeker salesman can continuously enhance his capabilities.

(9) Good salesman should be systematic.

(10) Smile is great virtue for a successful salesman. Smile adds attraction in the personality.

(11) Salesman must be having inner urge for advancement.

(12) He must take lesson from failure. The same mistake should not be repeated in future. Thus, his learning should be effective.

(13) Sound imagination and creativity are another important virtues for successful salesman.

(14) He must identify his weakness and should try hard to eliminate them.

(15) Salesperson must possess impressive personality.

(16) He must have good academic qualifications.

(17) His psychological health must be sound.

(18) Person must possess perfect physical health, which can afford eliminate and dietary variation in different countries.

(19) Salesperson must have knowledge of foreign language of target market.

(20) He must have excellent in English speaking.

(21) He must be person of sound memory.

(22) His “Body Language” should be impressive.

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