Q.Discuss the essential qualities of a successful salesman.
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Start your 14-day free trial to unlock the full solution →A good salesman combines physical qualities (health, appearance), mental qualities (knowledge, memory, imagination), social qualities (communication, courtesy, patience) and moral qualities (honesty, loyalty, sincerity) to understand customers and earn their trust.
Personal selling depends greatly on the salesman, so a successful salesman must possess a combination of qualities. These are commonly grouped as follows.
1. Physical Qualities
Good health, stamina and a pleasing, well-groomed appearance create a favourable first impression and allow the salesman to work hard for long hours.
2. Mental Qualities
Sound knowledge of the product, the firm and the market; a good memory; alertness; imagination; and the ability to judge customer psychology help him present the product convincingly and handle objections.
3. Social Qualities
Effective communication and persuasion skills, courtesy, patience, a cheerful nature, tact and good manners enable the salesman to deal pleasantly with different types of customers and build lasting relationships.
4. Moral (Character) Qualities
Honesty, integrity, sincerity, reliability and loyalty to the employer and customers earn the salesman trust and goodwill, which lead to repeat business.
5. Other Qualities …
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