N5 Sales Management 6. Physical image of the salesperson The following aspects of a person’s physical image are important when dealing with customers. 6.1 Personal neatness and attire


It is obvious that the salesperson should be tidy, with hair neatly cut and nails and hands always clean.


Personal attire is also important – a salesperson must be suitably dressed for every occasion. This implies that the salesperson should be dressed according to the norms and standards of the customers. His attire should not let his customer feel inferior or embarrassed.


6.2 Appearance


The appearance and manners of the salesperson must radiate a positive image. Remember that first impressions are lasting. The salesperson must appear to be smart, lively, enthusiastic, businesslike and successful.


6.3 Good health


Appearance also depends a great deal on physical health, and the successful salesperson must take care of his health – he must look healthy and fit but also be mentally fit (a sales job is very stressful and a person must be able to cope with the pressures and stress.


6.4 Manners and habits


Many salespeople adopt poor or irritating mannerisms and habits that they are not aware of, but which irritate others. Any unnecessary gestures, facial expression, or other annoying habits create a poor impression.


Other bad habits include working on a cell phone while a person is talking to you, smoking in the presence of people who find smoking irritating, interrupting people while they are speaking, not listening or paying attention to the speaker, talking too much or boasting, egotism instead of making the prospective buyer the centre of interest, or over- friendliness.


6.5 Use of voice


A salesperson’s voice and communication ability are part of his sales equipment. The effective use of his voice, fluency of expression, holding the other person’s attention, clarity, warmth, friendliness and a pleasant tone are important aspects that influence other’s impressions.


E-Link


What makes a good salesperson: www.youtube.com/watch?v=83kI8uuZuQE


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