What Are the Most Important Qualities of a Salesperson?
The concept of quality of sales staff. What capabilities should sales staff have? They can be studied from three aspects: first, empirical research; second, soliciting customers' opinions and asking what sales staff the customer is willing to deal with; and third, let the sales manager Talk about their point of view. In this special topic, the sales manager fighting on the front line of marketing put forward various abilities that sales staff should have based on their own practical experience. The well-known marketing manager Mr. Sun Yuewu proposed that today's sales staff must have three areas of competence, namely pressure capability, analysis ability and communication ability.
Quality concept of sales staff
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- Quality concept of sales staff
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- "Marketing Management"
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- The concept of quality of sales staff. What capabilities should sales staff have? They can be studied from three aspects: first, empirical research; second, soliciting customers' opinions and asking what sales staff the customer is willing to deal with; and third, let the sales manager Talk about their point of view. In this special topic, the sales manager fighting on the front line of marketing put forward various abilities that sales staff should have based on their own practical experience. The well-known marketing manager Mr. Sun Yuewu proposed that today's sales staff must have three areas of competence, namely pressure capability, analysis ability and communication ability.
- Sales work is different from any other work. To succeed in sales and become a professional sales master, you must have the following key qualities.
- 1) Positive attitude
- 2)
- 1. Pressure capacity. The sales staff carried huge sales indicators on their shoulders, followed by urging managers one after another, but facing the apathy and rejection of customers. Faced with difficulties, some people feel confused and frustrated, or give up, or work passively, and the result is naturally getting farther and farther from success. Therefore, correcting one's own position, correcting one's mentality, facing pressure, and taking on challenges are the abilities that every salesperson, especially the young people who have just stepped out of the school into work positions, should have.
2. Analysis ability. Sales staff must have a keen analysis of market opportunities, learn to discover market opportunities, and stand out in the battle with competing products.
3. Communication skills. Selling one's own ideas, beliefs, plans, and methods to superiors, subordinates, and customers is one of the most important capabilities of sales staff. Good communication skills are the best way to win support from others. Practice tells us that many problems in sales are caused by poor communication.
As a successful sales manager and trainer, Mr. Jia Changrong believes that sales personnel must have the following capabilities: knowledge (knowledge of industry, products, consumption, etc.), research capabilities (such as regional market surveys, evaluations), and judgment capabilities ( For example, when setting up a distributor, always select the best, and have the ability to judge the quality of customers), the ability to express (can clarify things), the ability to sell (such as Pepsi sales staff in the process of assisting dealers to implement sales, Merchants take orders), negotiation capabilities (such as negotiation with hypermarkets and conflict resolution), management capabilities (such as managing distributors), service capabilities (simple liability incident handling, such as customer complaints due to product quality), settlement capabilities (such as Payment management, business credit, finance, etc.), adaptability (such as adjusting the sales area frequently, and the salesperson must have adaptability), advanced ability (continuous learning, improving ability), etc.
- How to create a marketing expert
- Marketing manager Mr. Cui Zisan believes that the following five capabilities can create a marketing master.
1. Adaptability. In terms of the internal environment of an enterprise, marketers must first be able to adapt to the company, the company's corporate culture, operating philosophy, marketing principles, and human environment. From the external environment of the enterprise, marketing personnel should also be able to adapt to the needs of the market, to meet the development needs of dealers, and to adapt to local customs. Only if the salesperson is adapted to the marketing profession, the marketing life, and the internal and external environment of the enterprise, can he better position himself accurately and find the direction suitable for his development.
2. Learning ability. To grow faster, sales people must have the ability to learn. Including studying the country's guidelines and policies, relevant economic laws and regulations, the country's macro and micro economic policies, and arming itself from the "strategic" aspect. What's more, we must study business management, marketing, psychology, public relations and other knowledge, improve our knowledge structure, and achieve the transformation from specialists, generalists to compound talents.
3. Comprehension ability. Anyone who has some practical marketing experience knows the importance of "perception." Good salespeople can gain insight into opportunities, analyze problems, and take advantage of opportunities to "add the icing on the cake" of sales; or turn problems into opportunities to increase sales. Some salespeople are overwhelmed by the problem and let the opportunity slip away.
4. Resilience. Times and markets are always changing, and the thinking and methods of sales staff must change.
5. Innovative ability. The market situation is ever-changing, but the marketing model is becoming more and more the same. If sales personnel want to be invincible in the market, they must have the ability to innovate and make their products, channels, ideas, strategies, etc. stand out from the crowd.
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Sales managers have put forward various abilities necessary to be an excellent salesperson from various perspectives. Because of the different growth experiences of each industry, enterprise and individual, the points raised are also different. Due to space limitations, we cannot discuss them one by one. This topic will focus on the core competencies that sales staff should have in today's marketing environment.
Professional competence. Today is not an era of running rivers and lakes, and sales staff cannot win business by "spoofing." Sales personnel need to have professional skills, such as mastering product knowledge, sales skills, consumer psychology, promotional strategies, dealer management, channel management, terminal management, market operation, negotiation, etc. in order to face market challenges and respond freely.
Insight. As long as you can accurately grasp the psychology of customers, in fact, all roads lead to Rome.
Communication skills. Success begins with cooperation, cooperation begins with trust, trust begins with understanding, and understanding begins with communication.
Resilience. On the road of sales, there has never been a flat road. In the face of difficulties and pressure, some people choose to escape, and some people choose to fight. Your future depends on the choices you make when facing difficulties and stress.
Learning ability. Learners are not necessarily winners, but winners must be good learners.
Summarizing ability. Li Yonggang, North China manager of Nanfeng Group, who has grown from a novice in business to a sales manager with annual sales of 700 million yuan in 7 years, said that sales staff are divided into two types: do and not do; There are two types of staff: serious and coping; serious sales staff are divided into two types: summing up after doing it and no summing up after doing it. In the end, the salespeople in the world are divided into success and failure. The former category succeeds, and the latter category fails.
- Sales personnel with the above basic qualities can ensure successful sales if they are proficient in using some sales techniques and add corresponding products and services.