Producers and sellers selling seasonal products have to make an extra effort to make the sales stable throughout the year. Such organizations take measures to increase the off season sales. They provide off season discounts and bring in schemes to promote the sales of off season products.

To add to the stocks of the dealers: Dealers can be wholesalers or the retailers who deal in variety of goods and services. At times, the manufacturer contributes in the promotion of goods by sales promotion measures which make the selling activity easier for the dealers. Dealers will buy more of the products that are accompanied with sales promotional techniques.

Explain the qualities required for a good salesperson.

The qualities that are required for the development of the overall personality of a salesman are classified under the following four categories:

Physical qualities,
Mental qualities,
Social qualities, and
Character qualities.

Each of these qualities can be subdivided into the following specific qualities.
(i) Physical Qualities:

With all the other qualities the physical quality of a salesman is of crucial importance as it is the most visible aspect of all the qualities. First impression is the last impression, and the very first impression of a salesman is reflected from this personality. So, for the salesman, a good physical appearance creates favourable initial impression. A salesman who does not have any physical quality is seriously handicapped and cannot deal appropriately with the prospective buyers. Some of the physical qualities that are important for a salesman are: health, posture, voice and appearance of the salesman.

Health: We have heard a well known saying, ‘health is wealth’. Any person cannot enjoy life without good health; similarly a salesman cannot be successful in his selling job if he is not healthy. If a salesman is healthy, he can perform his duties perfectly. But if a salesman does not possess good health, he will not be able to maintain a pleasing and impressive appearance before the prospects. Salesman should have nutritious food, do regular exercise, take adequate sleep, and periodic medical check-up for maintaining sound health. A salesman will be able to perform his job only if he has sound health.

Posture: Good and appropriate posture enhances the appearance and personality of a salesman. It is an important aspect of the overall personality of the salesman. A good posture of the salesman conveys the message of confidence to the prospects.

Voice: A salesman must also have a pleasing and clear voice to impress the prospects. It is another important aspect of a salesman’s physical quality. Therefore, the salesman should make sure that his voice is clear and pleasant.

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