Question

A.

1. Describe at least three characteristics of a good salesperson. Do you have any or all of these characteristics? What is appealing to you about a profession in selling? What is not appealing to you about a profession in selling?

2. Discuss the reasons why someone might want to pursue a career in sales. Discuss the reasons someone might not want to pursue a career in sales.

3. Think about this class. In what ways do you sell yourself to the professor during each class?

B.

You are a seasoned real estate agent with a loyal clientele in this part of town. You have a track record of selling very expensive homes and reaping the benefits. You have done very well because of your referral business. But lately, the soft economy has taken its toll on your sales. You believe that keeping the prices as low as possible will attract new buyers.

• Is this a B2B or B2C sale?
• If you are the real estate agent, how would you approach the sellers to get the listing at the price you want?
• What characteristics does the real estate agent need to be successful?
• What characteristics do the sellers need to be successful?

Answer 1

Part A

Question 1:

The three characteristics of a good salesperson are competitiveness, ability to listen and networking ability.

a. Competitiveness signifies that salespeople who compare themselves with others become competitive. This means that they are not only willing to be better at their job but is also willing to be better than others.

b. Networking ability is the core trait of a good salesperson. They would love to get into a community and build different relationships.

c. Ability to listen- it is another important trait that satisfies needs of a client. It is important to mention that the best of the salesperson is not the ones that always talk, but also listens actively.

I have all the above-mentioned characteristics that are required in the profession of sales. Building relationships appeal to me the most because through relationship building I can increase my network. Whereas, the one that does not appeal to me is the dishonest way of attracting a client.

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