Improving the Personality

The nature of one's personality depends to a certain extent on heredity and environment. Perhaps it is not possible to change the “types” of one's personality from subjective but person can, for example, increase his knowledge, cultivate his voice and speech, improve his manners and mannerisms, dress in good taste and develop certain attributes. A person may not possess all the qualities that are present in the best salesman but he can strive to compensate for those that are lacking.

It cannot be denied that personality can be improved by conscientious efforts. The modern tendency amongst sales managers is that they realise the possibility of developing the sales personality of the salesman by proper management procedure. Sales Managers today believe that firing a salesman is generally an unnecessary expense. This is because the ability to sell as well as the development of selling poise can be developed whereas the undesirable weaknesses of character difficult to remove are discernible before the salesman is employed.

Thus a salesman should strive to improve his personality for advancement in the profession. Knowledge of the goods, of the channels of distribution and of the customer are no doubt very necessary to the salesman but the power and driving force which makes the machine move in selling is the salesman's “PERSONALITY”.