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Topic : Top IT Sales Mistakes
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Created by : vijay raut, CEO/MD/Director, Synergy Marketing Advisory Services  | 05 28 2009 04:50:45 +0000
Industry : FMCG/Foods/BeverageFunctional Area : Consumer Sales(Sales & Marketing)
Activity:  8666 views;  last activity : 04 08 2011 15:26:17 +0000

As a Salesman and a Marketeer I have often come across the discreption'Born Salesman'. This set me thinking. Is salesmanship a natural talent or can selling skills be acquited?

 
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it's a natural talent Vs it can be acquired
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Top Argument
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you see types where the natural talent works a long way. e.g. there have been situations where a team of guys went for meetings, and i personally have found occassions where i just smelt an opportunity, lined up with one person sitting in a corner on sheer instinct and found a huge opportunity of selling something which the team had not even gone for.

There was another case where we were making a CMMS pitch, a guy promised a purchase the next day, and within 48 hours i smelt there is no sale. However, the in-charge still spent 3 more months running behind this huge prospect he had found.

PR skills, friendliness, talking and feeling good with strangers, waiting in the reception and making cool talk with the receptionist or the secretaries, extracting information of your target, their coming and going times, what time they sit in the meetings, now these have got to come naturally to you. This can only be acquired as this element is different in every office, every situation. The ability to cultivate a company high tech person, giving him gyaan, and also wheedling out    your expenses and late dinners and leads, now this has also got to come natural.

Even when i travelled Economy class AI, i got my copy of The Economist, Forbes, some more magazines, a few beers or a couple of Bloody Marys within the first 20 minutes of take-off,   by simply cultivating the lady sitting across (I normally book the seat on the wing, where an air-hostess sits there facing u). And all this with the guy sitting next to me denied 80 percent of what I am getting, and having to wheedle for the stuff.

However, Training is a must, as it smoothens out other things - a sale guy becomes more well rounded in writing proposals, using tools for presentations, being able to use his skills to talk to different purchase drivers within an organization e.g. finance director, a technical guy trying and giving the   thums up for the product, the IT guy who whets and approves the solution and the number of licenses and coordinates the training for the internal staff.  A lot of this training has got to be something the company has to give - not many Marketing MBAs would have all of this on them.

Most of the above that I mentioned is a personal charm - nice to sing and boast about, but formal training is needed as a sale is complete only when the client gives an order, the order is executed, deliverables and commitments are honored. For this, training is a MUST and never be compromised. Industrial sales are complex, agreements, master agreements, legal issues, contingencies and their mappings, alternate solutions, risk mitigation and protecting your client interests only come thru proper training.

Whatever be your charm quotient, a technical client will always look at alternate solutions, and only your internal trainings and knowledge of competition and their products / pricing / services will give extra edge. The charm and suavity would give u the additional leeway, but at the end of the year, one better have concrete sales figures.

I have come across Master of Financial Management guys and Engineering types also giving extremely good sales performances and out-performing their peers. These types have been able to sell by simply playing numbers on the client and always talking of either cost savings or profits or ROIs with such alacrity and ease, that it become just to overwhelming for any competitor to blow this windstorm away. 

Ten years of whatever I saw of this guy, he always beat his annual planned figures by June or September in a Jan - Dec timeframe consistently.

 


By Alexander Lewis, Marketing Manager, self  05 28 2009 17:15:52 +0000
 
Top Argument
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As a salws person and a trainer I have cone across persons who appear to have a natural passion for selling. They genuinly like people, are quick learners, good listners, can organise and present theit point of view in a logical, convincing and persuasive and manner, over and above this they have loads of self confidence.

Despite this, I believe that Sales is a process and the results are a outcome of deliberate action. As such selling skills, to a large extend, can be imparted and competences improved to highly acceptable levels. A majority can thus be trained to deliver to expectations. Hence, inspite of my earlier observations, I believe in a commercial setup, selling skills can be imparted and acquired through systematic and well designed training programs.


By vijay raut, CEO/MD/Director, Synergy Marketing Advisory Services  05 28 2009 04:50:45 +0000
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Some types of sales require specialized education or training but not all of them do. For the most part, success in sales is determined by the individual, by their attitude. Anyone can succeed as a sales person, if he or she wants it badly enough.
By Praveen Kr Yadav, Process consultant, Entercoms  | 12 17 2010 18:44:45 +0000
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No body is born with knowledge so salesmen is made by training and experience
By M.B.MALANI , MBA/PGDM student, R.R.INSTITUTE OF MANAGEMENT BANGALORE  | 12 17 2010 15:14:19 +0000
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The talent is inbuilt and is there at the time you are born. But as time passes you have to polish it in the right way and time
By Rajesh Kumar Shah, Accounts Manager Piplani Sweets  | 12 17 2010 14:14:58 +0000
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Any talent can be acquired. A natural talent needs a lot of effort to maintain.
By neha singh, Content Editor, Avestia Corp  | 10 07 2010 13:25:18 +0000
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Sales person's are born and a leader's are made.


By Pradeep.Nagam , Team Leader -(NonTechnical), Creative solutions  | 10 07 2010 12:51:10 +0000
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salesman hi ek wo banda hai jisse sara corporate chal rahe hai aur unhe pagal bolne wale khud hi bade pagal hai.
By DEEPAK KUMAR SONI, Regional Manager, PRIME GOLD INTERNATIONAL LTD.  | 07 14 2010 15:45:03 +0000
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Its sure, Its inborn talent.Everyone cannot become a slesmen as it need lot of patience and pottentials to convince others which everyone won't be able to do!!!
By Jithu Tharoor, Hardware Design Engineer, Inforce Computing  | 07 14 2010 14:57:31 +0000
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Skills can be acquired. Things can be learned but I honestly believe Salesmen have this natural knack of knowing when, what and how to say/do things to customers or potential customers. That is innate.
By Mark Dewey Sergio, Head/VP/GM-Sales, HTC  | 07 14 2010 14:25:39 +0000
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Its completely natural talent..its quiet rare and very impressive.Whenever i meet a brilliant salesman i feel nice...
By CA Heena Sharma, Chartered Accountant  | 07 14 2010 13:28:56 +0000
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sales is a flair which comes naturally to few people and many people acquire through years of experience.. while few agree that this technique of being a good sales men can be acquired,, there are many even after being in sales dont get beyond the basics.. hence sales is something which can be enhanced from basic understanding only if somebody is genuinely interested in the field of sales.
By Kiran Sethumadhavan, Director, Teknologis Solutions  | 07 14 2010 10:52:05 +0000
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sales  is no longer an art it's a  science now  with advent of  so many IT infusion. And IT has brought lots of tranparency in sales system especially in data management. Sales is all about logical  n tactical approach to customer or consumer. one just need to understand the behavior of customer or consumer of particular mkt and a/c  plan it's sale.

It's definitely not  a birth trait. It can always be acquired.


By ashish , sales, cadbury india ltd  | 11 06 2009 06:16:59 +0000
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yes it is true but in todays envoirment you should have theoretical knowledge inspite

of your selling skils


By Durgeshwar Sharma, Middle Manager, Henkel India Ltd  | 08 06 2009 08:26:54 +0000
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salesmanship  is  by  birth  just by  reading booksand going through  lectures given by  sales proffesionals no one can become an  ideal  sales man.sales processinvolves  two  steps

1  product  pitching

2 objectionhandling

i  amtryingto prove myselfby anexample

suppose there  are two child asking  for internet connections.chid 1 issayingto his parents that i need connection bcoz i have toview educationalsitees  and child2 says that we need connection dad for education  railway enquiry,to chat  with brother who  lives in     dubai.here child 2 is having a naturaltalent  and definitely he wud motivate his parents to take internet connection  and  on the other hand  child  1 is  not able to  express  himself in his childhood days so infuture he cant become a successful  sales person


By aliasad , Direct Marketing Manager, angel broking ltd  | 06 13 2009 13:35:07 +0000
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i agree with what Vinod says !!!

i think its an art which has to be devloped in order to make people think they need the product :)


By Vinay Mudgil, Sr. Application Developer, Computer Sciences Corporation  | 05 31 2009 02:45:44 +0000
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Selling is a natural talent and salemen are born.

They can also be made but these are rarely successful in their lives.  One has to have an inborn talent to sell and a liking towards selling, only then can he become successful as a seller.


By Sharath Kotian, Development Officer, Life Insurance Corporation Of India  | 05 30 2009 12:50:38 +0000
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Although it seems to be awkward, most of the traits a successful salesmen should have cannot be acquired. However, it can be cultured and made better through training. Like most of other natural talents, salesmen are also equipped with personal weapons for winning customers in a fiercely battled competition. The exceptions, if any, are pure coincidence.


By Probir Banerjee, Freelancer  | 05 29 2009 11:15:49 +0000
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The answer to this argument lies in the answer to the question "Is Selling an Art or is it a Science?".
Even with all the training and the degrees, how one performs with the tools given to him/her rather varies from person to person.

For some people selling or "hunting" comes naturally, for some others it has to be acquired for one's survival in this jungle so he adapts to the environment and starts "hunting".So, some are born salesman while others have to acquire this skill.


By Vinod Yadav, Marketing Manager, L & T  | 05 29 2009 10:06:56 +0000
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No doubt sales is a natural talent,no matter how much another animal teaches about hunting he cant become a hunter like tiger because they are born to hunt.

Baby fish are not trained to swim by their mother fish. 


By pramod , Technical Support Manager, Ost  | 05 28 2009 19:20:52 +0000
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According to me it's a natural talent.ever sales man is given training only regarding the product of the company.the rest depends on the sales man own talent and skill.


By rangarao , Student, Student  | 05 28 2009 13:57:51 +0000
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Selling is a skill which you need to recognise. Nobody tells you that. Every person is actually born with this skill.

When you sit for an interview, you grrom yourself, prepare yourelf and project yourself to steer the dialogue in your favor! That is a selling skill where you are selling yourself. Where and when do you learn that? It is inborn.

Sales is a process where you get the training to HONE your skill of selling in various aspects of the process! Anybody can turn into an excellent salesman at anytime. It is not so difficult. But what is difficult is the process to recognise that in built quality which goads you and pushes you to ...

I am still a salesman whatever the designation! But I had to start with Market research first to really know what are cold calls, how to turn them hot and how open closed doors along with opening off doors that bang right in your face! That exposure told me about my skill! That told me that I am a SALESMAN AT HEART!


By Makrand Bhave, AGM - Corporate Business, E18, part of Network 18 Group  | 05 28 2009 07:56:06 +0000
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According to me everyone is born with some quality and talent but they come to know about it when they make use of it. Everyone got the quality of selling and buying something only it depends on how they convince people People who have been successful in sales/marketing are born with the qualities as well they are trained. Training is nothing but a way how to use their qualities and how they can improve themselves


By Mohit Aggarwal, Sales/BD Manager, Oracle  | 05 28 2009 07:01:35 +0000
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Selling is in born!

A person realises a skill only when he faces a challenge and comes out a winner. E.g. In school whenever I took part in a debate I found out I could TALK and put my views forth. In a GD for one of my interviews I knew I was scalable for the job as I spoke few lines but they were relevant and to the point. That gave me an insight that I could SELL.

When I started on my first job in the automobile industry, I was the highest seller in five states. I learnt soem new languages and was able to decipher my strengths. Meaning I identified what I could do and then went about my business!

What I think is useful is to UNDERSTAND your OWN strengths and then follow them. Sales is a natural ability that needs honing in skills to make you better. But you need to know whether you can TALK or not!


By Makrand Bhave, AGM - Corporate Business, E18, part of Network 18 Group  | 05 28 2009 06:25:39 +0000
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they can be made
By jignesh , market development incharge, Pidilite Inds  | 04 08 2011 15:26:16 +0000
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They can be made, though some are having in-built ability.
By SHRIKANT MANOHAR DANKE, Zonal Manager / Sr. Project Manager ( Civil Engineering), Kumar Properties  | 12 16 2010 14:44:28 +0000
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a person is not born with 6 fit height,you hav to build it from ur surroundings. It depends upon the environment where a person live & grow up and also a person's interest,dedication,efforts in the domain work.
By Kapil Dev Sharma, MBA/PGDM student, Ramaiah institute of management studies,bangalore  | 10 07 2010 18:09:21 +0000
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You will hardly notice this once you'll get married to one..!!

 


By Satwinder Singh, Program Manager, Sulekha.com  | 10 07 2010 17:41:58 +0000
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Sales person are good in communication, in convincing and with cool temper.. these are the skills which one can also acquire after proper training. There could be in-born skills in a person but needs training or proper guidance to improve them or to expose them.


By Prachi Todkar, Consultant, VishvaVidya School of Management & technology  | 10 07 2010 13:29:49 +0000
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ofcourse, its a natural talent, but it is not impossible to get. it can be acquired by experiences, skills & Training. the people with good communication, customization selling skills & convincing ability can be successful as a salesmen. it can also be learned by experience , observation & proper Training.
By Ishan Dave, Animation & Film Making  | 07 14 2010 14:28:32 +0000
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It can be acquired by proper traning and from experience.
By Rajesh Kumar Thakur, Regional Sales & Marketing Manager, E G Gas Limited  | 07 14 2010 10:08:54 +0000
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it can be acquired.through understanding about expectations of people.from the experience.


By satheesh , M.B.A student, VYSYA College,Salem  | 07 14 2010 03:15:59 +0000
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Yes Sales Talent can be acquired via a through understanding the customers need and complete product knowledge.

There are different group of people with different kind of attitude and understanding. The power to understand different set of people comes from experience and experience comes from practical world not it's a database that can be mugged up.

 

 


By subham mishra, AM- Sales, Topsys Solutions  | 04 01 2010 05:03:41 +0000
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Of Course !

Only one's existence is natural while all the abilities can be acquired.Rest to go for salesman profile depends on person's interest.


By Manish Grover, Account Manager , Impressico Business Solutions Pvt Ltd  | 02 01 2010 06:08:58 +0000
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Salesmen are never born..it is the exposure to one's job, failures, ability to learn..which makes a salesman. So, selling skilss are accquired by trainning, exposure to challenges in jobs.


By Bharadwaj Deepak Parija, Sales Head-Karnataka, IFFCO Kisan Sanchar limited  | 01 31 2010 17:34:37 +0000
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I am a salesman now, selling sanitary ware. I choose this job is because it easy to find a job as sales and highter pay, the biggest reason is sales work is not boring.Actually, my father is a business man, every minute he was preparing for work, answer the call, bargain and to search the market lastest new. I think he tired. When I had just come out of school, family and I are eager to find a stable civilian job. At the first yesr, I had changed 11 companies! I found clerical work is monotonous, tasteless and colleagues have only just busy chatting.Later, I found a foreign salesman job, I need to keep learning, understand the product, understand the market, the business operations, the customes ,the cultures and even the economic information.


By Cora Ho, Sale,www.mossfaucet.com, MOSS INDUSTRIAL CO,.LTD  | 11 28 2009 03:17:16 +0000
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it can be acquired  because nothing is impossible  a human beinig could be be trained  to the utmost level provided  the person have desire


By shaik abdul razak, Direct Marketing Executive, hindustan unilever limited  | 11 27 2009 12:52:30 +0000
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 sales  is no longer an art it's a  science now  with advent of  so many IT infusion. And IT has brought lots of tranparency in sales system especially in data management. Sales is all about logical  n tactical approach to customer or consumer. one just need to understand the behavior of customer or consumer of particular mkt and a/c  plan it's sale.

It's definitely not  a birth trait. It can always be acquired.


By ashish , sales, cadbury india ltd  | 11 06 2009 06:16:17 +0000
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yes, it can be acquired..


By varsha , Head/VP/GM-Quality, frac  | 10 30 2009 14:38:23 +0000
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Its not natural. It is just the level of interest they have in selling. Any job profile done with lot of interest and dedication keeps you on top. If sales is your work then you will automatically develop interest and start performing. But, Yes, there has to be one character in ourselves which is being aggressive and a go getter attitude. That is it...


By Sunil S, Business Development Executive, Strategic outsourcing  | 10 30 2009 14:37:35 +0000
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It grooms like a habit of salesmanship. People starting from a zero level can go to hundred by trying to build the mentality of thinking him/her self a sales person and can realise that by his/her own life in the field. But before that one should follow the basic rules of sale.


By Arpan Seth, Customer Executive, Varun Beverages Ltd. (PEPSI)  | 10 30 2009 14:15:22 +0000
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All good salesman are good leaders.The fact that leadership is a quality which can be developed over a period of time provided the person has the zeal, passion and practises hard to gain the functional skills required to lead and win.

It is not only about fulfilling sales quota only which is the end result but it is about customer relationship and how much honesty and sincierity you show towards developing and sustaining that relationship.

It is all about creating value chain across each and every channel partners you come across, making everyone win and profit in the long term.

Good salesman are not born, it has got nothing to do with genes.Swami Vivekanandas father was a lawyer yet we count on him as one of the great leaders.


By SUMAN CHOWDHURY, Branch Manager/Regional Manager, MALHOTRA MARKETING PVT LTD  | 09 07 2009 10:41:50 +0000
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I agree with the point of view that it can be acquired and totally depending upon the mentor.


By Alok Kumar Agarwal, Dy. General Manager  | 09 03 2009 07:41:32 +0000
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The salesman is not a born talent. It is rare as a born talent.

Salesman are made by providing them right training, guidance, forcast analysis, projecting, reading human behaviour, expert in communication. Salesman is all about understanding the need of customer, your product, and the best way to convience the customer to use your product than others.


By Atul Kumar, `Confidential, Confidential  | 08 27 2009 09:09:40 +0000
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Salesmen are made because if you do not have the knowledge of saleing then it can be learn and learning make person perfect. I was not knowing the saleing skill but when i have joint the marketing with FMCG i learn the selling skill and in two months i become expert in this field so only i say that salesman are made not born.


By Mohammadarif.A.Shaikh , Consultant, My Learning Centre (CALORX)  | 08 23 2009 16:38:07 +0000
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Dunno which side to vote-  as circumstances and society we live in, helps us develop the talent and thus acquiring certain skills, which we use for our living.

So it can be acquired.

It could be a natural talent for those who believe in re-birth!!


By Satwinder Singh, Program Manager, Sulekha.com  | 08 11 2009 06:31:21 +0000
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made always..... salesmanship is an ability a man developes through various channels of education, training experience, hance always made not born


By Nagpal Singh, Sales and Business Development, Babel Group of companies  | 08 10 2009 12:43:00 +0000
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The only talent that a human is born with is "capability to learn and adapt".  There is no other "born talent".  You can learn to be a salesman or technician or something else.  It depends on personal interests and the degree to which there will be dedication, will, efforts and application.


By Hari Prasad K, Director - Technical, Spearhead Techserve Pvt. Ltd.  | 08 06 2009 11:36:55 +0000
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I believe skills of being a good salesman can also be acquired. Maybe there are some people who have this talent right from their birth but we shouldn't forget that nowadays institutions giving training on sales are bring out many successful sales personalities who have become successful in their career. Had sales talents being just a matter of birth, these MBA colleges wouldn't have been there.


By Ramdas Pawar, Sales/BD Manager, Flex  | 08 06 2009 10:59:34 +0000
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If salesmen are born and are not upgraded in the fast dynamic global world then the end result wouldn't be encouraging enough for the the companies that want to be competant and consumer friendly that is the reason so many lala companies/kirana shops/traditional pawns shops/jewellery shops etc are loosing out business to more modern consumer/customer oriented outfits. Though standard business formulas are same these have been segmentised with branding building/sales/marketing/logistics/finance etc. & are focused individually thereby honnig these skills more thoroughlly and in detailed manner giving the companies edge over others.

Hence though natural talent helps but it is the upgraded and updated skills that make a winner.


By Pakerla Prasad Raju, Asst General Manager, Naturo Food and Fruits Products Pvt Ltd.  | 07 06 2009 05:45:00 +0000
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yes i do agree it can be acquired over a period of time,throught training  & field training


By Arjun Braria, marketing exe, bulls eye  | 07 04 2009 08:10:54 +0000
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i m in 100% agreement with the view. according to me, everyone in this world is a salesperson by birth. the only difference between a good vs. bad salesperson lies in the training. the better the quality of the training the better will be the result.

at birth only, everyone is aware of how to sell him/herself to his mother so that they get feed. likewise,  every part of the life consists of selling something to  other one.

some people take sales as profession some take it as passion but the true part is that without product traning and skills, no one can be a professional in this line.


By Satyadeep , Branch Manager/Regional Manager, Kewalram Group  | 06 23 2009 13:25:08 +0000
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What I believe is that we all learn some skills from our natural surroundings, like family members, society and from our school or college mates. If we look at successful sales persons, they have few distinctive qualities, like good presentation, smooth and empathetic communication and ability to listen and to influence with his ideas. As a part of society we all are some how connected with all this traits. But all this qualities will be polished once we choose a career path. Supposed you have decided to build your career in sales, and you strive for success, then with time all this traits will be polished and you become successful. Finally, it’s your choice and endeavors that counts, not what you have born with or what you have learn.


By Medini Borgohain, Area Manager, Confidential  | 06 17 2009 06:11:23 +0000
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A sales person can be taught by you sir. 


By sujit Kumar, Marketing Manager, Wipro Peripherals  | 06 12 2009 10:03:32 +0000
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very nice thanks for sharing. what an article or discussion indeed.


By sujit Kumar, Marketing Manager, Wipro Peripherals  | 06 12 2009 10:00:29 +0000
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What is perceived as "natural talent" by many, is in fact acquired consciously or subconsciously right from the time a person is born. Just because nobody witnessed a "talent" being taught, does not mean that it was not learnt, in whichever form of consciousness. A child may not be taught to walk, but eventually learns to stand up and walk. This is because the child observes people around, walking on their two feet. And, some will call it natural talent.


By aditya ghare, Multimedia Designer & Developer, Final Edit  | 06 02 2009 03:37:30 +0000
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I was an MA in History and was selected as Tour Mnager in 1982 at ITDC.But after few months our CMD realised I have great potential as sales man and put him in Marketing of Ashok Group Hotels,based at Banaglore.
I was one of the best Marketing guy in ITDC till my superannuation.
I would like to mention two aspects.
One is natural flair,and other quick learning attitude.
Always sales man  feels he is the best and think no one can teach.This is where the problem comes.
I personally feel that a sales person can be sharpened to hight with occassional training,otherwise his shelf life will be limited


By annsamrat , Director  | 06 01 2009 09:15:20 +0000
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"Nobody is Born" with anything..... when a Child is born we in the family teach the every aspect of everyday life to him. Now to justify the statement of 'ONE Being' a "Born Salesman" is very eluding because when you say somebody was BORN with certain Skill Set means that before selling for the first time that person didnt learn about it........................

This is what is very perplexing as everybody knows the learning is not just the textual learning but also the practical learning which is learned behaviorally...... if you a BORN SALESMAN believe me that's where you are learning from...................................... 'Behaviorally'

However if you are just 'Salesman' you still have got the knowledge from somewhere...... maybe it has been derived by you from your family,may be your own interest or a professional B-school........ the knowledge might have been forced on to you as well....lol..... but still if you are aware of something it has been learnt........ ITS All ABOUT Interest


By Dhiraj Wohra, Dy. Manager, Centum Learning Ltd  | 05 31 2009 16:59:19 +0000
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everythng in the busness is acquired ....only by learning anyone is not born with talent of business from childhood...so how u learn and cultivate your growth with the sales thats more important than born talent.....give me a break..


By Rameez Chinde, Project Engineer, CSS (Computer support systems)  | 05 31 2009 08:35:40 +0000
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it can be acquired


By MOHAMMAD FEROZ, Production Manager, AL-SHARQ PAINTS AND CHEMICAL FACTORY  | 05 31 2009 07:57:09 +0000
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certainly one cannot be a genius by birth.one's intelligence depends how they are bought up by thier parents/sorroundings.we have seen so many examples of person becomming talented even he is not so resounding background.if any body is born genius, then, a doctor's son/daughter will automatically become doctor without reading medicine!! can we believe it? becomming genius in any field requires hard working, putting sincere efforts in the work,possitive mindset,good education, ability to learn from mistakes and greatest of all, not to turn back to failures.


By jairaj shyam prasad, Production Manager, BOSCH Ltd  | 05 30 2009 11:23:30 +0000
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The phrase "born salesman" is used to express recognition, in lieu of the achievements, of a sales person. The very idea of a new born with sales capablities is difficult to digest. The character of a new born develops while growing, induced by conscious as well as subconscious learning & retention, while experiencing circumstances during the development of mental faculties. Wit, presence of mind, mental capability to process information, are the results of that gain during the development process. These are charateristics which one experiences, recognises the appeal, then learns and continues to practice. It is a gradual process of character development. Therefore, we consciously or subconsciously have acquired our present mental status, while experiencing multitude of circumstances and instances. If there is an appeal for sales and a keen interest, even that can be further developed.


By aditya ghare, Multimedia Designer & Developer, Final Edit  | 05 30 2009 06:11:26 +0000
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If you want to look out for a good saleman then look for a person who has few of these qualities in built in them

  1. he is people person [ He can practically read you when you walk down to him or by first few small talk with him]
  2. A very good listener and always maintain eye contact
  3. knows about the product in and out
  4. And has one ear on the ground he has insight into the product he sells.

It all comes down to one thing. when you have the passion for this type job then anybody can do this job


By Teddy Jacob, Freelance Designer, Teddy Jacob  | 05 29 2009 12:44:54 +0000
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I have come across many people who think that they are born with sales talent.  My client has sold many concepts but is unsuccessful.  His tactic is that in the first meeting, he woos the prospect so much that he achieves what he has set out to achieve.  I was shocked to see many mature and very highly placed people fall for him. 

But they would soon realise that his promises are hollow.  A fantastic deal actually worked out, falls out miserably over a period of time. 

Sales is something where the target should believe that the seller is speaking truth and that the seller is interested in genuine needs and interests of the target.  This sale may not be big in terms of quantum but the confidence and relationship built is something which fetches excellent rewards for a long period of time. 

Such capability is neither taught nor is a birth gift.  It comes from being honest.  It comes from understanding the product or service that you sell - very well.  It comes from identifying the right target group for the product or service.  It comes from being open minded at the sales meeting since not all persons and their needs are similar although they are part of a homogenous group.  It comes from a capability to make quick changes in the proposal to suit the target.  It comes from confidence.  Confidence comes from knowledge and experience. 


By SR Sham Sunder, CEO/MD/Director Technoaid  | 05 29 2009 09:08:35 +0000
1
0

I DO AGREE SOME ARE BORN WITH SILVER SPOON AND GENES IN THEIR BLOOD

LIKE MARWARIS.BUT OTHERS ARE NOT LUCKY THEY HAVE TO ACQUIRE THE TALENT

THROUGH TRAINING AND EXPERIENCE AND KNOWLEDGE.


By kasturirangan.r , INSURANCE ADVISOR, Life Insurance Corporation Of India  | 05 29 2009 08:46:10 +0000
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Great Debate guys.....

Honestly we all have become such nice actors like shah rukh khan, Aamir khan...hehe. We know how to act & pretend in different situations bcoz our director (training & manager) has scripted it well........

Majority wise salesmen are not born but made. This is what I understand. This old belief, still persists in certain quarters, is that the ability to get along with people and physical personality are all important, and that the selling ability is something intangible which a person may or may not have but there are great management techniques in developing salesmen, the emphasis being placed on appropriate training and sufficient supervision. And yes selection plays an important role from the training aspect as it would be a waste of good money to train bad material. We cannot see all the qualities at one go....we have to dig & groom them well & we have to make them great actors !!!


By Jayant Vishnu, Art Director/Sr Art Director, Creative  | 05 29 2009 07:47:32 +0000
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Selling skills can be learnt. When one is describing a "born salesman", one is actually describing the competencies that the person has, which range from good listening to excellent interpersonal skills.

Selling is a process, a skill, which, like any other process can be imbibed and learnt. The degree of effect may vary and depends upon the person's own learning abilities. I have seen a number of sales persons who are shy in the beginning but once their enegies are channelised towards selling as a career, they begin to open up and turn into excellent sales persons.

During my training programs, I have come across a number of sales professionals who have entered the sales profession, not having come in close contact with any other sales person in their immediate vicinity( family or close friends). Most of them actually flower into excellent sales personalities 


By Inderpal Singh, Director - Academics and Admissions, MILE - Management Institute for Leadership and Excellence  | 05 28 2009 06:32:49 +0000
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If person has the capabilities and behaviour, he can acquire the sales skills


By Nitin M Aras, Head/VP/GM-Tech. Support, ODTIN Food Solutions Pvt Ltd  | 05 28 2009 05:32:44 +0000
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