Requirements for Salesperson PDF

# Requirements for Salesperson The sale is not only a pure goods brokerage, but also an interpersonal encounter - an encounter between customers and the salesperson, on which it depends whether a sales talk progresses positively or negatively. The salesperson must therefore try to create a pleasan...

# Requirements for Salesperson The sale is not only a pure goods brokerage, but also an interpersonal encounter - an encounter between customers and the salesperson, on which it depends whether a sales talk progresses positively or negatively. The salesperson must therefore try to create a pleasant sales climate. This is influenced by: - Their positive attitude towards the profession - High level of expertise in sales - Their appearance in the store - Appropriate behavior towards customers ## I. Attitude towards the profession For every profession, the right attitude towards work is important. ### The attitude towards the activity: It manifests itself in the way work is done. ### The attitude towards yourself: It manifests itself in the self-confidence in your own abilities. ### The attitude towards the product: It manifests itself in the way the product is presented. ### The attitude towards the company: It manifests itself in the identification with its company. ### The attitude towards the customer: It manifests itself in the salesperson's behavior towards the customer. ## II. Expertise in sales For every branch, high expertise is necessary. It includes the following: - Knowledge about the goods - Knowledge about sales techniques - Good general education - Business management knowledge To achieve this, it is necessary to educate yourself independently. ## III. Appearance of the salesperson The appearance of the salesperson is characterized by their clothing and personal care. ### Clothing: - It should be adapted to the working environment (type of business, type of goods). - The clothes should fit comfortably and appropriate shoes should be worn. - The clothes and shoes must always be clean, tidy and well-kept. - In some companies, there is company workwear; the above points also apply in these cases. The daily personal care provides freshness, security and self-confidence and should be a matter of course for every salesperson. ### Personal care: - Daily shower or bath - Well-kept hair and a neat hairstyle - Well-kept teeth - Clean hands and fingernails - Not too much makeup - No intense perfume - No bad breath from food, drinks or cigarettes - No body odor ## IV. Behavior towards customers ### Personal, social and professional competences For every salesperson, it is important to find out when they have a positive effect on the customer and the customer perceives them as a likeable salesperson. In addition to the external appearance, the following rules of conduct towards customers should be considered: - Friendly and polite appearance - Proper communication and listening - Quickly adapting to a new sales situation - Precisely addressing the customer's wishes - Targeted and natural use of speech - Unforced and positive body language - Maintaining a distance from the customer ### Personal competencies: Characteristics: friendly, polite, patient, resilient, flexible... ### Social competencies: Team player, communicative, eloquent, empathetic... ### Professional competencies: " They concern the profession: IT knowledge, manual skills, creative, tiling, fashion consciousness ... ## "5 Phases of the sales talk" Below you will find a table that summarizes the 9 phases of the sales talk into the 5 main phases. | **Phase** | **Description** | |:---|:---| | 1. Greeting | Preparation for the sales talk (1) | | 2. Needs assessment | Contact; needs assessment (2) | | 3. Sales talk in a narrower sense | Counseling and product presentation (3) | | | Objection handling and price negotiation (4) | | | Purchase decision (5) | | 4. Purchase conclusion | Supplementary sales (6) | | | Conclusion (7) | | 5. Farewell | Customer satisfaction (8) | ## Key factors for a good first impression: 1. **Clothing and appearance:** - A well-groomed appearance and appropriate clothing signal professionalism and seriousness. 2. **Body language:** - Open and friendly body language, such as an upright gait, relaxed posture and eye contact, shows confidence and integrity. 3. **Facial expression and smile:** - A friendly smile can convey sympathy and openness. 4. **Voice and language:** - A clear and friendly voice and good articulation create trust and give a welcoming impression. 5. **Handshake:** - A firm, but not exaggerated handshake can leave a positive impression and shows determination. 6. **Hygiene:** - Clean clothing and good personal hygiene are essential to leave a positive impression. 7. **Eye contact:** - Direct eye contact shows attentiveness and interest in the conversation partner. ## Types of questions for needs assessment: 1. **Feeling that you want something:** - This is about awakening the customer's emotions and interest. This can be achieved through skillful conversation management and specific questions. 2. **Open questions:** - These questions aim to receive detailed answers and gain a better understanding of the customer's needs. For example: - What exactly are you looking for? - Who will be using the product? - How do you usually use similar products? - Where do you intend to use the product? - When are you planning to purchase? 3. **Suggestive questions:** - These question suggest the desired answer and can help to steer the customer in a specific direction. For example: - Don't you agree that this model best suits your needs? 4. **Alternative questions:** - These questions offer the customer two or more options to choose from. This helps to move the conversation forward and make the decision easier. For example: - Would you prefer blue or red? - Would you prefer the larger or smaller model? 5. **Confirmation questions:** - These questions aim to obtain confirmation or agreement from the customer. For example: - Have I understood correctly that a longer warranty period is important to you? 6. **Closed questions:** - These questions can be answered with "yes" or "no" and help to obtain clear and concise answers. For example: - Do you agree with the price? - Have you already had any experience with this product?