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The Field of Selling: How to be a Successful Salesperson - Essay Example

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The Field of Selling: How to be a Successful Salesperson

Wellford (2005) suggests another title for the term salesperson and a realistic look at the roles of a salesperson, "What's needed is a trusted individual who can help a purchasing prospect make the right purchasing decision. That may be to buy from the competition or it may be to buy the best that's on the company range of
A characteristic is a feature that helps to identify, set apart, or pinpoint a distinguishing mark or trait (The American Heritage Dictionary of the English Language, Fourth Edition, 2000.) All successful salespeople possess certain characteristics. According to Robertson (2005), the following characteristics are found in successful salespeople:
A salesperson must also be highly motivated, trustworthy, and be ethical (follow business ethics). A positive attitude is the key in being motivated. If the salesperson does not have a positive attitude and is not motivated, then he/she will not represent the company and its products/services with energy and passion. Dedication will be lacking. Customers will also see this as a poor
attitude and lack of motivation is very easy to detect and highly contagious. Being trustworthy is extremely important because as with other things in life, if you do not trust someone, you will not believe him/her. People buy from those they trust. This goes along with behaving ethically and following standards of business ethics and conduct. Business ethics are the rules and principles within a commercial context; the various moral or ethical problems that can arise in a ...Show more

Summary

Many people view the role of selling and salespeople as bad, negative, pushy, and things to avoid. However, as CIM (2000) quotes an anonymous sales director, "Nothing happens until something is sold". Without sales and salespeople, the majority of companies would be out of business for there would be no products and services sold, to be delivered, handled, etc…
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