Characteristics That Will Make a Candidate an Effective Salesman - Essay Example

The paper “Characteristics That Will Make a Candidate an Effective Salesman" is a perfect example of an essay on professional. Given a choice among the two candidates, one chooses the second candidate who has been an assistant in a different territory.  There are several reasons why one thinks that he will be a better candidate than the first.  Although he has only worked as an assistant in a different territory and has no experience at handling accounts before, gauging from his credentials, one thinks that he has the potential to become a successful salesman.  Since he has the desire to move up and be responsible for his own territory, one foresees that he will be well-motivated and will do everything to prove that he can handle his own area.  The first candidate’s advantage is his familiarity with the territory and his solid experience in sales.  However, the second candidate’s inner abilities count more than his experience (Mayer and Greenberg 124).  What is important is he has the drive to succeed as shown by his eagerness to have his own territory.  His problem with not having any experience in handling accounts directly can be answered by an effective training program to be given by the company.  If a person has potential, the training program can bring out the potential and make him an excellent salesperson (Mayer and Greenberg 124). 

Unlike the first candidate, the second candidate is technology sufficient; thus, will be more capable to make adjustments which the company may introduce in the future.  The willingness to learn is a plus factor, unlike the first candidate who will insist on doing his own style which later on may prove to be obsolete.  It would be very difficult to train the first candidate because it can be observed that there is a resistance in his part.  Since the company is using an ever-changing technology, problems may, later on, ensue with the first candidate.  One important quality of a good salesperson is that he should be flexible and creative to be able to satisfy the varied needs of his clients.  The first candidate does not seem to have these qualities judging by his refusal to adapt to the changes suggested by the company.  What might have worked before for him may no longer work again in the future because of the fast pace of technology?  The second candidate will definitely be an asset to the company given his technical know-how.

Another characteristic that will make the second candidate an effective salesman is his determination.  From the description given, he seems to be a person who will enjoy challenges and would set goals for himself.  He's wanting to move up will positively impact his sales performance.  He has a passion for his job as shown by his willingness to even train his other co-workers.  It is also evidence of his ability to inspire other people which is important in making a sale.  The training that he gave his other co-workers speaks well of his ability to build and maintain relationships with others.  He is a team player which will benefit the company.

Not knowing the territory must not be a hindrance to his being chosen for the job.  He wants to succeed so he will do everything to achieve that goal.  It is quite sure that he will be enthusiastic to learn about the territory and study its major and minor accounts.  He is a fast learner; thus, it would be easy for him to keep abreast of the latest trends in the industry.

It is believed that among the two candidates he is best qualified for the job having the obvious passion for it.