The Salesperson Essay Example | Topics and Well Written Essays - 1500 words

The Salesperson - Essay Example The advise will usually, but not limited to, be related to the circumstance surrounding the product and services that the salesperson is offering (Bathrooms+Kitchens magazine, 2003). A salesperson is also expected to have understanding with the customer and appreciate what they are trying to accomplish. And finally, the most important task of a salesperson is to 'seal the deal' or make a sale by using the most effective technique of 'negotiating', as more and more customers are demanding for discounts and attractive 'bargains', demands like these are often 'fuelled' by the trends in the advertising industry', such as 'buy dining table now and pay later' with further 0% interest rate offer. Furthermore, the salesperson is expected to be likeable by his prospective customers. 'People buy people first' is an old concept but still holds true in modern times. For salespeople to be successful, they should be approachable and can readily explain to the customer regarding advise and most especially the information of the product or services being offered (Bathrooms+Kitchens magazine, 2003). However, the role of a salesperson has been changing radically over couple of years and will further continue to change as influenced by the revolution in the business sector such as globalization (Appleton associates, n.d.). The number of salesperson required in today's competitive world is also significantly reduced and continue with down trend. In previous years, there were over 1 million salespeople in the United Kingdom, but now there are only an estimated 500,000 salespeople. This is almost 50% reduction in the selling profession. Modern technology have much to do with this trend. Product policies, transportation and advertisements have all influenced the decline in the needed salespeople especially in the fast-moving products. However, due to increased competition and awareness, the much needed professionalism of salespeople are even more required in order to stay competitive (CIM analyst, 2000). 'The days of the solo salesman roaming around his territory looking for the next sale are gone-the selling role is now more complex than cold calling' (Bulletpoint, n.d.). Undoubtedly, the most important factor in changing the role of a salesperson in today's world is the changing attitudes and priorities of the customers as well as the development of mass media and the internet. Most customers of today are more informed, through television and other mass media, about the goods and services that a salesperson might offer. In fact, some customers are even more aware of the information of the competitor's products or services than the salesperson himself. This situation could lead to embarrassment on the part of the salesperson. Customers are putting much emphasis on how the product is acquired rather than the quality of the product itself. Customers nowadays are less affected by the salesperson's 'competence or behaviour, and the use of 'traditional techniques of selling has little n egative or no effect at all on customer's decision to purchase the goods or services being offered by the salesperson (Bulletpoint, n.d.). Today, being adequate is no longer that is needed for salespeople to succeed in getting sales. Salespeople have to be