N5 Sales Management


It is developed by a positive self-image, faith in oneself, one’s product or service, and the business one represents. Knowledge of one’s product or service, prospective buyer, the business (Modules 2 and 7) and experience contribute to the development of self-confidence.


Practice, perseverance, repetition, experience and success will lead to self-confidence. 5.5 Social, person- and service-orientated


A salesperson often has to meet new people or have meetings with new prospective buyers. Therefore, a salesperson must like to interact with people and meet new people.


A salesperson must be keen to listen to their problems, to find solutions and to be of service. His love of people must enable him to communicate with people on all levels – it demands social adaptability.


Tact, diplomacy, sincerity, a genuine interest in the prospective buyer or customer, his problems and needs, and a friendly nature are all traits of a person who is person-orientated and will make a success of personal selling.


5.6 Perseverance and drive


Each salesperson knows that it does not always come easy. Therefore, a salesperson should be willing to fail (getting a ‘no’ from a prospect/customer) in order to eventually succeed.


Without the perseverance and the will to succeed and come out on top, no salesperson can achieve success. Successful salespeople have perseverance and drive who, and are willing to overcome problems, to work hard and long hours, to rise to the top and be a successful salesperson.


5.7 Observant, sharp-witted and studious


The salesperson must be alert of what’s going on around him. In other words, keep his eyes and ears open to opportunities.


The successful salesperson also remains a keen student throughout his career. Training of salespeople happen on a continuous basis because products and services change all the time and the salesperson must be kept updated.


5.8 Adaptable and versatile


The salesperson works with people from different cultures, nations, professions and levels of society. It is therefore important that the salesperson should adapt himself to different individuals. If the buyer is an animal lover, sportsperson or academic, the salesperson must be able to prove his versatility by intelligent conversation.


5.9 Reliable, responsible and punctuality


Reliability is a personal quality that most customers notice and appreciate in a salesperson. Customers do not forget a salesperson who remembers things, carries out instructions, keep promises and co-operates at all times.


The salesperson has a large responsibility as representative of his business. This responsibility requires him to behave in a manner his business would be proud of and would enhance his image. Responsibility also requires self-control in an individual’s behaviour and in what he says


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