Q."A salesman is made, not born." How can a person improve his sales personality?

The statement captures the modern view that selling ability is mostly developed, not inborn.

The idea. The modern view holds that only a small part of selling ability is inborn (aptitude), while the larger part can be developed. A sales personality is not fixed at birth; it can be built and improved by conscious effort, training and practice. Hence 'a salesman is made, not born.'

Ways to improve sales personality.

1. Improve health and appearance. Regular exercise, rest and good diet build the energy selling demands; care in dress and grooming improves the first impression.
2. Acquire thorough knowledge. Study the product, market, competitors and customers' needs — confidence flows from knowledge, and confidence is visible to the buyer.
3. Develop communication skill. Practise speaking clearly and courteously, and — equally important — practise listening.
4. Cultivate good manners and habits. Punctuality, courtesy, a pleasant smile and helpfulness can be learned until they become second nature.
5. Build the right mental attitude. Cultivate self-confidence, enthusiasm, patience and a positive outlook; treat each refusal as a lesson, not a defeat.
6. Undergo training. Both on-the-job training (selling under a senior's guidance) and formal/off-the-job training (courses, lectures, role-plays) sharpen skills quickly. …

Students sometimes argue that salesmen are entirely born (contradicting the statement) or entirely made. The balanced position is that aptitude is a small inborn head start, while most of the personality is de …