Sales representative - who is this? Working as a sales representative: pros and cons

2024 Author: Howard Calhoun | [email protected]. Last modified: 2023-12-17 10:16

Trade began to occupy since ancient times and will continue for a very long time. Sales, purchases will always exist, regardless of people's well-being. And those who enter this wave in time and competently will be able to earn good money and even advance successfully.

A bit of history

Russian merchants can be considered the first trading agents. It was they who were the very first entrepreneurs who made purchase and sale transactions on their own behalf. Merchants traveled around the world and bought goods from those who produced them, and then brought them to places where this product was needed.

The modern sales representative is a kind of merchant offering a product to someone who needs it. As in ancient times, such people are in great demand. After all, the owner of the goods does not need to look for a buyer, and the buyer does not need to travel far and wide. The merchant was a kind of intermediary. Now this role is played by a sales agent.

It is clear that with the services of intermediaries, the goods come out more expensive. But people always looked forward tomerchants, because not everyone had the opportunity to go for the goods themselves. Yes, and brought things were sometimes very rare or needed.

Modern Merchant

So, if in ancient times the role of an intermediary between the buyer and the seller was played by a merchant, now specially trained people are doing this.

A sales representative is a person who offers and represents certain products. His responsibilities include offering product, tracking sales and reporting.

This position has many titles. In newspapers, you can find advertisements for the recruitment of sales representatives, agents or sales managers. But the name of the essence does not change, their duties are the same.

Duties of a Sales Agent

Given that a sales representative is a person representing the goods, and his duties are appropriate. But one should not think that he stands behind the counter and, like a salesman, sells. Here everything is more multifaceted.

Work as a sales representative involves the promotion of goods that are in his charge. As a rule, a company hiring an employee has several suppliers in its arsenal, whose products should be offered.

Therefore, the main thing, working in this area:

• Be able to build business relationships with suppliers and potential buyers.
• Know all the detailed information about the proposed product and be able to properly advertise it.
• Get your regular customers and be able to keep them. In the same timelook for new buyers.
• Preparing presentations about the offered goods and services.
• Working with documents, drawing up reports, concluding contracts.
• If the product is specific, training salespeople in the nuances of the sale.
• For successful work, a sales representative must also be constantly aware of market price fluctuations for a similar product, study offers from other companies.

As can be seen from the duties, a sales representative is an employee who does not sit in the office much, but is constantly on the road and looking for profitable customers and deals. Even if the client base has already been developed, it is necessary to constantly monitor the market and not miss your customers.

Applicant requirements

• The modern market has many requirements for any profession. A company sales representative is a person who makes a profit, so many employers require a higher education from the applicant.
• Such personal qualities as communication skills and grasping new information literally on the fly are required.
• Often a car is required. But if the company is large, then only a driver's license is needed, and you will be provided with a company car. In addition, you will be provided with corporate mobile communications.
• Knowledge of maintaining primary documentation, drawing up reports and contracts is required. Therefore, education is necessary economic or legal.
• Of course, you should be good at PC.
• Often among the requirements indicate the presenceclient base. But if the organization is large, the base has already been developed and the applicant only needs sales experience.

Education is not the main thing

But even if you have a red diploma and a lot of knowledge about the rules of selling and the psychological characteristics of people, you cannot do without communication skills. So if you are naturally quiet and shy, you should look for another job.

After all, the work of a sales representative implies constant communication, and most importantly, the ability to convince. Let me give you a simple example, after thinking about it, it is not difficult to understand whether you can work as a sales agent.

Here you come to an unfamiliar supermarket and you need to assess the situation in a short period of time, to understand which goods are in abundance, which are not enough, and which ones, maybe not at all. And then get to know the person in charge of purchasing and convince him of the need to cooperate with you.

Can you do that? If you think that this is easy, and your tongue is suspended as it should, then perhaps you will make a career in this field. But if everything new scares you and convincing is not your forte, then you should not even try to take on the job of a sales manager.

Pros of being a Sales Representative

1. Of course, those who do not want to sit in the office all day, but want freedom in their actions and ways of working, will like the position.
2. Only the ability and perseverance of a person depends on his earnings. If someone is sitting on a bare salary, then the sales representative cansignificantly increase wages. After all, the main income depends on sales. How many sold, signed contracts, so much and received a percentage of remuneration.
3. For lovers of communication and networking, the work is more than suitable. You will constantly improve your communication skills, get a lot of useful acquaintances, learn to understand any person perfectly and be able to convince anyone of anything.

Work inconveniences

But no matter how bright the prospect is, this profession still has its drawbacks.

1. One of the main downsides comes from dignity. After all, the manager receives a bonus based on the number of sales and contracts concluded. Sold a lot - received a lot. But it may also happen that clients leave for another agent, it will not take long to establish new relationships and the salary will be practically at zero.
2. You need to be very collected and always on the move. The sales manager combines many professions at once. He is a driver, and a psychologist, and an accountant. And you also need to constantly come up with presentations and attend the necessary training courses.
3. A sales representative must be very stress resistant. After all, the work of an agent can be hindered by nature itself in the form of snowstorms and drifts on the roads. In addition, potential customers may also have a bad mood at the time of your visit, which they will break on you.
4. The sales representative has irregular working hours. And no one pays for recycling. money only forresult. And how much time is spent on it - no one cares.

What about the newbies

Wishing to get the position of "sales representative" without work experience, it is necessary, of course, to have an education, but the main thing is to convince the employer of your abilities.

The main thing in this job is to be able to communicate and convince. Therefore, many organizations do not require experience, but look for the presence of relevant personal qualities. As they say, if you can convince the employer to hire you, you can sell the product. After all, the main thing is what you did, managed to present yourself correctly.

Interviewing a sales rep and an employer can be stressful. This is how resistance to conflicts is tested and the ability to find a way out of a difficult situation is revealed.

But regardless of experience, the position of sales representative will not be hired without a driver's license. After all, the main work will be on the road and trips. Small companies also require your own car in which you will work. Of course, all expenses for fuel and cellular communications must be paid by the organization.

And yet, if you are ready sometimes even late at night to be in touch and quickly hit the road, then you will be hired.

Working algorithm

In any work there is a certain order of actions. If you support this, then it will be easier to work. Professional salespeople refer to their routine as "salesperson steps".

Starting to practicesales, you should learn from more experienced ones how to do all the planned work in the shortest possible time, and most importantly, to fulfill the set plan.

If a person gets a job in a small company, then the algorithm of actions will have to learn on their own. In larger ones, a whole system has been developed, which all beginners must be taught. All sales representatives of this company are required to execute the laid down algorithm.

What kind of steps are these

What are the basic steps of a sales representative and what should be followed regardless of the size of the company?

The essence is the same everywhere. The difference may be in the number of steps.

1. Preparation. This step includes a presentable appearance and the availability of all necessary things and documents. You also need to know the plan for the current day.
2. Greetings. It is clear that you should not go directly to sales from the threshold. It is necessary to know those responsible for procurement by name and patronymic and greet the staff.
3. Inspection. Look around and understand what advertising materials are already present at the point of sale and where you can hang the ones you need. If your products must be stored in the refrigerator, then look for a place for it. Evaluate competitors' products and prices.
4. The steps of a sales representative's visit involve identifying leftover items and making a plan for the next shipment.
5. The presentation is the next step. With the help of correctly posed questions, needs are clarified, and only thenoffers its goods and conditions. In this case, the rule of three is used: product property - advantage - customer benefit.
6. Merchandising. In accordance with the standards exposes its goods. If necessary, corrects the wrong position.
7. Working with documentation, compiling reports and drawing up plans and goals for this retail facility.

Visits of a sales representative to a point of sale should be regular and effective. Strictly agreed time is spent on one object.

What the seasoned say

Not every sales representative leaves positive feedback about his work. There are people who complain about low incomes, someone is not satisfied with the work schedule.

But still, if sales and persuasion are your forte, you have built up a stable client base and are constantly improving, then you can earn very decent money. At the same time, have freedom in your actions and not have to be in the office all the time.