Qualities or characteristics of a successful Salesman


This article gives you information on qualities of a successful salesman i.e. personality, cheerful disposition etc.

The success of a business undertaking largely depends upon the efficiency of its salesman. In the modern age of cut throat competition, a person possessing desired qualities can prove to be a successful salesman. The essential qualities possessed by an efficient salesman can be explained as under -

1. Personality :- A good salesman should possess a good personality. What fragrance is to a flower that is personality to an individual. It is the ability to impress others. A charming personality always creates a good impressive voice. He should not suffer from physical handicaps like stammering and limping etc.

2. Cheerful Disposition :- He should have always a smiling face. It has been rightly pointed out that a man without a smiling face must not open a shop. In order to impress upon the customers he should always be cheerful and sweet tempered. He should be properly dressed as the dress is greatly helpful in enhancing his cheerful personality.

3. Mental Ingredients :- An individual cann't be a successful salesman unless he possesses various mental qualities like imagination, sound judgement, presence of mind, foresightedness, initiative and strong memory. These qualities are of great help to a salesman in dealing with customers having different nature and temperament. He can successfully tackle the customers psychologically. The mental qualities are very helpful in creating permanent customers for the product.

4. Courtesy :- A salesman should always be polite and courteous towards his customers. It costs nothing but wins permanent customers for the product. He should help the customers in making his choice or selecting the products. This will definitely help in winning over the confidence of the customers.

5. Patience and Perseverance :- A salesman comes across different type of customers. Some of them purchase nothing but waste time by asking irrelevant questions about the products, under such circumstances, he should not loose temper but give patient hearing to the customers. He should not get tired with his customers soon. He should try time and again to convince the customers. Customer is supreme for him and he should not leave and stone unturned to give full satisfaction to the customers.

6. Complete Knowledge about the Self, Product, Company and the Customer :- A salesman should clearly know about himself. He should try to find out his limitations and make constant efforts to overcome them. At the same time, he should know his strong points. While dealing with the customers he should exhibit his plus points and avoid displaying the weaknesses. He can remove his weaknesses by undergoing proper training. There is no denying the fact that salesman are made and not born.
He should posses the full knowledge about the product so that he may properly answer the questions of the customers at the time of sale. The buyer depends to a great extent on the salesman especially in case of a new product. He should know about the design, colour contents, materials used, labour employee and production technique etc. He should be conversant with the distribution channel employed by the concerned to sell the product.
A successful salesman must know every detail about the history of the concern, its achievements, standing and experience gained. He should also clearly know about the sales organisation and distribution policies adopted by the undertaking. All this information will be greatly helpful to the salesman in initiating his selling effort in proper manner.
Last but not the least point is the knowledge about the customer. The success of a salesman lies in creating permanent customer for the product. He should try to understand the nature, buying habits and motives of the customers. He should properly asses the requirements of the customers and should be capable of tackling the customers having different nature. He should extend decent behaviour to the customers.


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