It can make or breal Personcr

to good salespeople. Certain characteristics, or traits, help a person to be a successful salesperson.

These traits are discussed under frve headings: (l) objectivity, (2) personal appearance, (3) sociability,

Story dI q Glqnce

What goes into making someone a really effective salesperson do Your People have these qualities? How to get them to sell more.

(4) maturity, and (5) mental alertness. After you have read about them, use the scale to rate each of Your salespersons.

. Are They (lbjective?

The trait of objectivity is important in selling. It is another way of saying that good salespeople understand peo' ple.

Such objectivity permits the salesman to put himself in the customer's position and to interpret the customer's wants and needs in terms of the customer's own interests.

On the other hand, subjective peoplc do not make good salesmen. They dislike meeting people. A subjective person looks at things in the light of his own reactions, He, or she, is concerned more with his own welfare than the customer's.

To be a good salesman a person should first be outgoing. He should like people and be customer-rninded -be able to put himsel{ in the customer's place.

. Are They Personable?

To make a good first impression on customers, and to continue to gain their respect, the salesperson should be personable. [Ie should have the following:

Good, Appearance. Well groomed salespeople are clean, neatly dressed in appropriate business attire, with hair combed, and shoes shined.

Gooil Health. Healthy salespeople have the ability to work all day without becoming excessively tired, and they are on the job day in and day out.

Good, Bearing. Poised salesmen are composed and act dignified.

Cood Expre.ssion. Grammatical speech and a pleasant tone of voice add to the over4ll agreeable impression.

. Are They Sociable?

Certain personal qualities help a salesperson to create an atmosphere in which customers enjoy making purchases. To do this salespeople should have the following traits:

Enthusiasm, Enthusiastic salespeople have a keen interest in their job and impart this to their customers.

T act. T actlul salespeople handle customers without ofiending them.

Loyalty to P rod,uct anil Store.Loy al salespeople make the custorner feel a certain pride about the purchases he or she makes in that particular store.

Confidence. Confident salespeople reflect assurance that they are capable of helping the customer.

C ourtesy. Courteous salespeople are polite and well-mannered even under trying circumstances. They do not argue with customers. They agree with statements made by customers whenever possible.

Friend,liness. Make customers feel as welcome as they would guests in their homes.