Qualities for Sales Success

Paper Summary:

To succeed in the varied and challenging environment in which they work, sales people need special qualities of character and temperament which are not commonly found among other people who work in finance, administration, engineering or manufacturing. This paper identifies these traits and expands on how they aid salespeople to become more successful in their careers. Several characteristics explored are good people-skills, empathy, ego-drive and ego-strength. The paper takes the example of Joe Girard as one of the world's most successful salesmen and analyzes his personality and methods.

From the Paper:

"Each type of sales has its own requirements based on the use of the product or service, its market, its application and the needs of the end-user. Successful salespeople are well matched by temperament to their product and the markets and environments in which they will be selling. (Moine). While a person selling large ticket items or products requiring a long sales cycle would be better served by attributes of patience, that same person with those same characteristics might be inviting disaster attempting to selling smaller-ticket, high-turnover items and view that sales work as boring and repetitive. (Greenberg and Greenberg)."

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