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Sales is the most
important job to any business in any economy. Sales is what drives
profits and keeps a company in business. In times of economic
downturn, sales jobs remain plentiful. Sales is the necessary link
between company provider and purchaser. Sales jobs occur on every
rung within nearly every business.
The necessity of describing products or services to a prospective
customer is the basis of a salesman's job. The salesman must be able
to speak with confidence and knowledge about the products or
services he is selling. An individual who is shy and uncomfortable
speaking openly to the decision-makers of a company might find
themselves a poor fit for sales. Extroversion and the ability to
approach unfamiliar people are perhaps the most outstanding
characteristics of the salesman.
He or she must remain cool and show confidence in the product or
service offered, as well as have the underlying product or service
knowledge to be able to answer the prospective customerís questions.
Pricing and financing knowledge are necessary for sales of some
expensive products, although many sales jobs only require the
ability to keep track of a sales transaction by the mere writing of
a receipt for payment.
Besides the personality to deal with people, the capacity to learn
knowledge of a product or offering, and the ability to faithfully
transact a purchase exchange to the satisfaction of an employer,
sales requires an ability to be tough-skinned. A customerís
reactions to the idea of someone attempting to talk them out of
their hard-earned money is adequate reason for many a customer to
balk at purchasing a product. The ability to close the sale is by
far the most important tool in the salesmanís sales kit. The ability
to handle objections with thoughtful answers, the capacity to not
take offense at rejection, and the self-confidence to recognise the
customer is not repulsing the salesman as an individual are perhaps
the most difficult tasks to learn.
A salesman can be paid by three different methods: a flat fee for
selling a product or service; a flat salary; or a straight
commission based on a percentage of goods sold. Many employers may
opt for a variety of combinations of these three, at least in the
beginning; the most widely-acceptable method of payment a
commission-based draw against salary paid, giving opportunity to the
salesman to establish an income directly related to his selling