What Are the Essential Attributes of a Salesman?

An outgoing personality is usually necessary for a career in sales.

Salesmen are the driving force behind many businesses, both at the retail and wholesale level. Without the work of sales representatives, products would not be sold and the businesses would falter. Because of this, businesses look to hire sales representatives that have all of the essential attributes needed to be successful in the sales industry. While there are many different attributes that might be considered important for success in sales, a few key attributes stand out.

Personality

One of the more essential characteristics needed to be a successful salesman is a personality suited for a sales career. Salesman need to have an outgoing personality and not be afraid to take on new challenges. They cannot be shy and must be willing to approach customers in the setting in which they are employed. The salesman generally needs to be assertive when dealing with potential customers, but not overly so. A strong personality is helpful, but one that is domineering can be counterproductive and turn off potential clients.

Communication Skills

Going hand-in-hand with the need for an assertive and outgoing personality, the salesman needs to be an excellent communicator. The primary job of the salesman is to sell the product. Potential customers will not generally buy a product that they know nothing about or have unanswered questions about. Salesmen need to be able to educate prospective customers on the key features of products in such a way that they eventually convert from being curious about the product to deciding they want or need the product. Communication skills are essential to this process. The salesman must not only be able to speak clearly, but also able to listen well enough to assess a customers wants and needs.

Knowledge

A good salesman will also be knowledgeable. Salesman must be willing to engage in lifelong education to be effective in their industry. A knowledge of the product that he sells, as well as a knowledge of the industry as a whole, can be essential for providing would-be customers with an understanding of why they should buy the salesman's product as opposed to a competitor's. A knowledgeable salesman will also appear confident about his product and will inspire confidence in the consumer.

Organizational Skills

Salesmen need to be organized as well. A successful salesman is one that plans for success rather than waiting for success to find him. Salesmen who put together their own sales marketing plans, write down their goals and carry out their plan will generally be more successful than those that do not. Salesman who are detail-oriented and organized are more efficient in completing their work because they stick to their plans and focus their energy on reaching their goals.

References

• Bureau of Labor Statistics: Sales Representatives, Wholesale and Manufacturing
• Bureau of Labor Statistics: Retail Salespersons
• O*NET Online: Summary Report for: 41-3011.00 - Advertising Sales Agents
• O*NET Online: Summary Report for: 41-4012.00 - Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products