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The exact characteristics necessary for a salesperon to be sucessful are not exactly known Many researchers throughout the years have listed out the traits that they felt were important but there is no evidence to support their findings I personally feel that there are three distinctive traits that a sales person needs in order to be successful The first characteristic that I feel is important is the salespersons personality Personality is the sum total of all the behavioural and mental characteristics by means of which an individual is recognized as being unique Donaldson 1998 There are several layers in a persons personality that are important in selling but the one I find most important is empathy Empathy is the ability to feel as the other person does in order to be able to make the sales This is particularly important in the computer software industry For example if a customer wants to purchase a financial package for the computer its important for the salesperson to find out what type of computer the customer has the customers level of computer literacy what exactly he want the package to do for him etc Once the salesperson knows this information the salesperson as such is able to step into the customers shoes and analyze the situation finding the best software package that fits the customers needs If the salesperson didnt posses empathy then the salesperson could have recommended a software package that was too complex for the consumer to use or just plainly didnt do what he wanted it to do Confidence is the second characteristic that I feel is important to a salesperson It has been said that those people who possess higher levels of self-confidence are more likely to enjoy selling and be successful A sellers confidences in there own ability the product and the company for which they represent are conveyed to the buyer through their actions For example if a
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