selling and sales

A detailed Summary of selling and sales


The exact characteristics necessary for a salesperon to be sucessful are not exactly known. Many researchers throughout the years have listed out the traits that they felt were important, but there is no evidence to support their findings. I personally feel that there are three distinctive traits that a sales person needs in order to be successful.

The first characteristic that I feel is important is the salesperson's personality. Personality is the sum total of all the behavioural and mental characteristics by means of which an individual is recognized as being unique. (Donaldson, 1998) There are several layers in a person's personality that are important in selling, but the one I find most important is empathy. Empathy is the ability to feel as the other person does in order to be able to make the sales. This is particularly important in the computer software industry. For example, if a customer wants to purchase a financial package for the computer, it's important for the salesperson to find out: what type of computer the customer has, the customer's level of computer literacy, what exactly he want the package to do for h


The third characteristic that I feel is important to a sales person is their level of overall knowledge. In order for a salesperson to be successful at his job, then it is important for them to know w bit about the product, the company, and its competitors. Salespeople are often asked questions concerning the products that they are selling and it's important for the salesperson to know the answers. For example, a salesperson in a computer store is confronted with a customer wanting to buy a word processing program for their computer. The customer has narrowed down his choices to Microsoft Word and Word Perfect and then approaches the salesperson wanting to know what the differences are between the two programs. The consumer might also want to know about the two companies involved because this would be important in terms of warranties and customer service help. If the salesperson is unsure of the answers, the consumer will just go to another store where they do know the answers to his questions. If the salesperson had adequate knowledge of the products, he would have been able to explain the differences to the customer, and the cu

Some common words found in the essay are:
, Word Perfect, characteristic feel, knowledge products, particular personality, program computer, example salesperson, it's salesperson, lack confidence, software package, computer customer, sales person,

Approximate Word count = 770
Approximate Pages = 3 (250 words per page double spaced)

Category: Miscellaneous

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