ISHITA KAMBLE-43

KHUSHEE CHAUHAN- 21
SATYAJEET MALHAR-63

MARKETING
SY-305-A CONSUMER BEHAVIOUR AND SALES MANAGEMENT
TOPIC- SALES ORGANIZATION
 SPECIFIC CHARACTERISTICS OF A SUCCESSFUL
SALESMAN
• A SUCCESSFUL SALESPERSON HAS A SPECIAL SET OF CHARACTERISTICS THAT ARE USED TO
MAKE SALES. SOME PEOPLE HAVE NATURAL TALENT; HOWEVER, THESE
CHARACTERISTICS CAN BE LEARNED FOR ANYONE TO BE SUCCESSFUL.
• 1. CONSCIENTIOUSNESS
• THE MAJORITY OF SUCCESSFUL SALESPEOPLE ARE CONSCIENTIOUS. THEY TAKE A
LOT OF PRIDE IN THEIR JOB, THEY ARE ORGANIZED AND THEY ARE EFFICIENT. THEY
WILL CONTINUE TO DO THEIR BEST AT THEIR JOB NO MATTER WHAT HAPPENS.
• 2. INITIATIVE
• SUCCESSFUL SALESPEOPLE DO NOT WAIT TO BE TOLD WHAT TO DO, THEY ARE GO-
GETTERS. THEY WILL CONSTANTLY STRIVE TO KEEP DOING WHAT IS NECESSARY TO
SELL A PRODUCT.
• 3. RESPECT
• TOP SALESPEOPLE RESPECT THE CUSTOMERS. IT IS EXTREMELY IMPORTANT THAT THE
CUSTOMERS ARE TREATED WITH RESPECT AT ALL TIMES, REGARDLESS OF THE
SITUATION. EVEN IF THE SALE IS UNSUCCESSFUL AT THE TIME, TREATING THE
CUSTOMER WITH RESPECT MAY TURN THEM INTO A FUTURE PROSPECT.
• 4. GOOD LISTENING SKILLS
• THE BEST SALESPEOPLE HAVE GREAT LISTENING SKILLS. THEY LISTEN TO
WHAT THE CUSTOMERS’ NEEDS ARE TO HELP THEM FIGURE NAVIGATE THEIR
OPTIONS AND PROVIDE THE MOST EFFECTIVE SOLUTION.
• 5. PERSISTENCY
• SALESPEOPLE MUST BE PERSISTENT AND CONFIDENT, YET NOT OVERLY
PUSHY. IF A CUSTOMER SAYS NO, A PERSISTENT SALESPERSON HAS MORE
CHANCE OF MAKING THEM CHANGE THEIR MIND DOWN-THE-LINE.
• 6. TRAINABLE
• PREVIOUS SALES EXPERIENCE IS NOT AS IMPORTANT FOR A SUCCESSFUL
SALESPERSON AS THEIR ABILITY TO BE TRAINED TO DO WELL IN YOUR
COMPANY. THEY MUST BE ABLE TO ADAPT TO YOUR COMPANY CULTURE,
PROCESSES, CUSTOMERS AND SALES GOALS.
• 7. PASSION
• SUCCESSFUL SALESPEOPLE NEED TO BE PASSIONATE ABOUT THEIR JOB.
WHEN THEY ENJOY THEIR JOB, THEY CAN EASILY SHARE THE COMPANY
VISION WITH YOUR CUSTOMERS AND POTENTIAL CUSTOMERS, AND THIS
WILL BE CONVEYED IN A GENUINE MANNER.
• 8. RESOURCEFULNESS
• IT IS IMPORTANT FOR A SALESPERSON TO BE ABLE TO SHIFT GEARS WHEN A
POTENTIAL SALE IS NOT GOING THE WAY THEY WANT. THEY NEED TO BE
RESOURCEFUL AND CHANGE THE APPROACH QUICKLY AND CREATIVELY.
• 9. INDEPENDENT
• IN GENERAL, MOST SALESPEOPLE WORK ON A COMMISSION BASIS, SO THEY
MUST BE INDEPENDENT IN ORDER FOR THEM TO MEET THEIR SALES GOALS.
THEY MUST BE SELF-MOTIVATORS AND DO WHATEVER IT TAKES TO ACHIEVE
THEIR OWN SUCCESS.