Mental Qualities:

Mental quality is another important aspect for the success of the salesman in selling jobs. It includes alertness, imagination, resourcefulness, observation, self-confidence, initiative, memory, and cheerfulness. These attributes are the fundamental requirements for the success of a salesman.

Alertness: In selling, the salesman should be alert and active so that he can tackle and handle customers effectively and efficiently. An alert salesman has quick reflexes and is intelligent enough to deal with all type of situations.

Imagination: The salesman needs to have this creative mental trait. A salesman should have a customer oriented thinking. This is a quality which makes the salesman aware of the buyer’s requirement and helps the buyers to choose and select such products which are really needed by them and suitable to their requirements and conditions.

Self-confidence: In case of salesmanship, the need for self-confidence is highly felt because the salesman is continuously subjected to resistance, discouragement and opposition. The self-confidence of the salesman should be focused on himself and the goods and services, he is selling to the customers.

Initiative: It is very essential quality which helps the salesman to perform his selling job successfully. The salesman should know how to handle difficult situations independently on his own initiative without depending on others.

Memory: A salesman must also have a sharp memory i.e. capacity to recognize the customers, recall previous meetings and recollect their specific requirement and suggestions.
Observation: A salesman should quickly and sharply observe the customers. He should notice the changes in taste, style and fashion of people, and also the changes that take place in political, economic and technological fields.

Resourcefulness: The salesman should be very creative and confident. To be resourceful a salesman should have knowledge of goods, customers and their buying motives. If a customer asks for a specific product, which the salesman does not have, even then he will never says no but he will offer an alternative product to the customer. He may also promise to arrange that specific product in near future.

Cheerfulness: A cheerful salesman is able to attract more and more customers. Customers are more comfortable and freely express themselves to such salesman. The customers feel free to call such salesman again and again.

(iii) Social Qualities:

A salesman is required to deal with different types of people in the society, attract and influence them in favour of products and services, meet many customers and get along with them. For that, salesman must have certain social qualities.

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