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If you're really that good, try selling me this thing.
W. Pandstone
A sales representative is a fashionable profession today, the content of which few people have a clear idea of.
But based on advertisements on the street and in the press, we can conclude that specialists of this profile are in great demand on the labor market.
Before deciding “I want to become a sales representative!”, you need to understand what this work consists of and how to do it correctly.
The work of a person in this specialty is closely related to sales. But he is not a salesman or a barker. T
The sales representative communicates with the owners of retail outlets in order to conclude a supply agreement, accepts orders for the supply of goods, searches for new clients, financial control and consulting customers.
This profession has several advantages:
- Freedom. The sales representative is not in the office all day in front of the boss and is generally free to move and schedule.
- Decent wages. Typically, the earnings of those who work in this profession are directly dependent on their efforts, and are rarely low when fulfilling the plan.
- Dynamic rhythm of life, continuous communication and the opportunity for self-improvement.
But there is also a little bit of ointment in this barrel of ointment. At the same time, being a driver, a cash collector, a subtle psychologist, an accountant, and a consultant is the only way to become a sales representative. Therefore, there is no need to talk about the ease of this profession.
Often the work requires additional time that is not paid. Product courses, sales training, job preparation - all this takes up a lot of personal time. And in order to master the basics of working as a sales representative, you need to be prepared for this.
Types of Sales Representatives
This profession has expanded so much today that different types of sales representatives have begun to emerge. You can classify them by employer. Some work for the distributor, others for the manufacturer. Working for a manufacturer, as a rule, is more comfortable, profitable and promising, but difficult to obtain and also less free.
Classification is also carried out according to assortment focus. An exclusive sales representative offers goods from one manufacturer, while a “general price” sales representative sells the entire range of the distributor for whom he works. According to the trade channel, work with retail, work with networks and the HORECA spectrum are distinguished.
According to the form of sales organization, among sales representatives you can find those who accept orders for goods - presellers, and those who unload goods from the car - vendors. When choosing a job, it is important to think about what type of sales representative you would prefer to be.
How to become a successful sales representative?
This profession, one might say, implies strict natural selection. That is, people of a certain character will be able to cope with it successfully. And also those who, in order to understand how to become a successful sales representative, are ready to completely change their behavior. Modest, silent people who lack communication skills are unlikely to achieve success in this field. To do this you need to have a number of skills:
- Talkativeness is the first requirement for becoming a good sales representative;
- Speed of reactions;
- Ability to create a positive impression;
- Ability to quickly assess a situation and develop an optimal action plan.
To the question “How should a sales representative work?” there is a clear answer. He must work in such a way that from the first words he can convince sellers that the goods he offers are profitable, popular and of high quality, with them the store will become the best in the city.
To succeed in this profession, discipline and mobility are required. In one short day, an employee visits many retail outlets, pays attention to all customers, thinks about the implementation of the plan, and draws up a report. All this needs to be done in order to get to the office at the appointed time.
How to work as a sales representative if you have no energy, no communication skills, no perseverance in your character? Only willpower, self-organization, self-control, determination, and the ability to conduct a conversation without conflict will help you perform your duties clearly and planned, despite all force majeure circumstances.
There are special trainings and literature on how to become a good sales representative. In addition to increasing sales, they are aimed at developing all these necessary qualities, since they should be a priority for a sales representative.
The first steps of a sales representative
If a set of initial characteristics is present and there is a desire to develop it, it’s time to get serious about how to get a job as a sales representative. A variety of areas demonstrate the need for specialists in this profile. For many, work experience is important, but some managers are of the opinion that this profession is a calling, and its success is determined by the applicant’s talent, first of all, and only then experience.
It is better to start your career with a manufacturer rather than with a distributor. To do this, you will have to try: attend more than one interview, prove your suitability “in the fields.” But this is the only way to start working as a sales representative for a manufacturer. This place of work provides the employee with a car, fuel, and mobile communications.
In addition, this is a great start for a successful career. Working with a distributor is always more difficult. This is a varied product that you need to know inside and out, the need to have a car, the repair of which will have to be carried out at your own expense, and the income is not so high. But this position is easier to get.
A beginner trader of any type must show diligence, understanding of the matter and, of course, results from the first day of work. It is better to ask all unclear questions in advance than to waste your working day on them, distracting from the implementation of the plan and distracting others. A fully trained specialist must go into the field, ready for any turn.
Sales representative: how to become a professional?
A sales representative is a specific profession that does not have a clear career ladder. Within different organizations, a sales representative may be promoted to supervisor, trainer or brand manager. Some representatives of this profession refuse promotion.
This serves as a good answer to the question of whether it is profitable to work as a sales representative. But if career is a priority, then you need to not just work, but learn how to work as a sales representative correctly. The secret is simple: constant self-improvement. The work must always be completed 100%; the bonus should not be an award, but a mandatory personal installation.
It is necessary to structure your activities so that management can make a decision on promotion in the next 5 years. At the same time, do not forget about voluntary refusal of promotion. The main reason for this is usually the following facts:
- how much a sales representative receives depends only on him;
- maintaining personal freedom in the profession;
- moral satisfaction from daily victories.
It is a rare profession that can provide such conditions.
Home / Reference information / Job descriptions /
1. General provisions.
1. The sales representative belongs to the category of company specialists and is hired and dismissed by the Employer.
2. The main task of the sales representative is to organize sales in the assigned territory.
3. The sales representative reports directly to the head of the sales department.
4. The sales representative collects orders from customers and maintains direct contact with them.
5. Persons with higher education and work experience in a trade organization of at least one year are accepted for the position of sales representative.
6. The sales representative must have the following skills:
— basics of sales;
— basics of communication;
— organization of the work process.
2. Functions.
1. Organization of sales in a designated area.
2. Control over the implementation of the Employer’s trade and credit policies.
3. Provide timely reporting for each client..
4. Preparing and conducting a presentation,
5. Increase in customer base
6. Increased professional growth.
3. Job responsibilities.
The sales representative is obliged to:
1. Establish close and fruitful contact with the maximum number of clients.
2. Regularly visit all clients assigned to the sales representative.
3. Ensure maximum sales of products for each product group.
4. Ensure the most advantageous placement of products in the client’s sales area.
5. Actively participate in the promotion of the new range.
6. Conduct daily marketing research in the assigned territory.
7. Provide daily reports on the work done to the Employer.
8. Strengthen constructive cooperation with all customers and provide a high level of service.
9. Understand the Employer’s strategic goals and contribute in every possible way to their implementation.
10. Take an active part in all training programs.
11. Constantly maintain the image of a business person.
12. Follow the work schedule and reporting in the established form.
4. Rights.
1. Represent the Employer when concluding contracts and other actions related to the sale of the Employer’s goods.
2. Provide deferred payment in accordance with the Employer’s credit policy.
5. Responsibility.
The sales representative bears full responsibility for:
1. For providing trade credit.
2. For the preservation of property belonging to the Employer.
3. For disclosing trade secrets.
4. For undermining the image and business reputation of the Employer.
Acquainted:
Sales Representative
________________________________ "____" ______________G.
A sales representative is an employee who represents, promotes and sells a certain group of company products.
What does a sales representative do? He travels to retail outlets, offers goods, conducts negotiations, concludes sales deals, and also visits stores that already have his company’s products and monitors whether the goods are selling well. Sometimes performs some merchandiser functions.
After several years of successful work as a sales representative or sales manager, you can move up the career ladder and become a business development manager or commercial director.
Places of work
The position of sales representative is in demand in almost all companies that sell products or services. These may be organizations selling:
- food products (dairy, meat products, snacks, alcohol, tobacco);
- medicines;
- electronics and household appliances;
- package;
- printing products;
- accessories and consumables for cars;
- construction products;
- some types of services;
- and much much more.
History of the profession
In Russia, the first sales representatives can be considered domestic merchants. In the 15th-17th centuries, any person who made a trade transaction could be considered a merchant. Currently, trade transactions are carried out by sales representatives, sales managers and other commercial workers.
Responsibilities of a sales representative
The duties of a sales representative include:
- advising clients on products or services;
- work with existing client base;
- search for new clients (presentation of goods or services, conclusion of contracts);
- maintaining reports on work performed.
Sometimes the functions of a sales representative may include:
- work with accounts receivable;
- participation in the work of the sales department;
- training customer sellers in the nuances of selling goods;
- market analysis, monitoring competitors' prices.
Requirements for a sales representative
Here is a list of basic requirements for applicants:
- higher education;
- communication skills;
- PC knowledge;
Sometimes requirements for a sales representative include:
- having a personal car;
- 1 year of experience in sales.
Sales representative resume sample
Sample resume.
How to become a sales representative
You can become a sales representative without higher education, because... For this profession, it is enough to have a secondary education.
Sales representative - who is this? Responsibilities of a sales representative
You can acquire the necessary skills of a sales representative on the job - companies often take applicants without work experience and teach them everything themselves.
Sales representative salary
The salary of a sales representative consists of a fixed salary and a percentage of sales and ranges from 10 to 100 thousand rubles per month. At the same time, a significant part of the earnings is a percentage of sales and bonuses for fulfilling the plan. The average salary of a sales representative is 40 thousand rubles per month.
Job description of a sales representative[name of organization, enterprise, etc.]
This job description has been developed and approved in accordance with the provisions of the Labor Code of the Russian Federation and other regulations governing labor relations.
1. General provisions
1.1. A sales representative belongs to the category of specialists, is appointed to a position and dismissed from it by order of the head of the organization.
1.2. The sales representative reports directly to [name of immediate supervisor].
1.3. A person who has [enter the required] education and work experience in the field of trade for at least [value] years is accepted for the position of sales representative.
1.4. The sales representative must know:
— laws and regulations regulating the conduct of entrepreneurial and commercial activities;
— basics of marketing and management;
— basics of market economics and doing business;
— market conditions;
— rules and principles of successful sales;
— assortment, classification, characteristics and purpose of goods;
— conditions of storage and transportation of products;
— pricing methods, pricing strategy and tactics;
— psychology and principles of sales;
— ethics of business communication, rules for establishing business contacts and conducting telephone conversations;
— the procedure for developing business plans, commercial agreements, contracts;
— rules for working with a computer and operating office equipment;
— basics of labor legislation;
— internal labor regulations;
— labor protection and fire safety rules.
1.5. During the period of temporary absence of a sales representative, his duties are assigned to [fill in as necessary], who bears full responsibility for their high-quality and timely execution.
2. Job responsibilities
Sales Representative:
Contributes in every possible way to maintaining a positive image of the manufacturer or wholesaler of goods, provides favorable conditions for promoting goods to the consumer market and high sales volumes at retail locations.
2.2. Collects information characterizing the situation in a particular market sector and analyzes development trends.
2.3. Develops a strategy and system for representing the interests of the organization in the territory entrusted to him.
2.4. Conducts negotiations with potential and existing clients regarding the conclusion of contracts and their implementation.
2.5. Consults clients on consumer product characteristics that help meet the needs of end customers.
2.6. Maintains and develops the existing client base and searches for new clients.
2.7. Monitors amounts and terms of payment under concluded contracts.
2.8. Monitors the timely delivery of goods to retail outlets.
2.9. Promptly responds to customer complaints regarding the quantity and quality of goods supplied in accordance with the terms of concluded contracts.
2.10. Identifies the causes of violations of contract terms by clients, takes measures to eliminate them and prevent these causes.
2.11. Coordinates the work of merchandisers, promoters, drivers, forwarders, etc.
2.13. Takes part in conferences, seminars, and meetings held by the organization’s management for sales representatives.
2.14. [Insert other job responsibilities].
3. Rights
The sales representative has the right:
3.1. For all social guarantees provided for by law.
3.2. Make proposals to senior management to improve the methods of work they perform.
3.3. Require the management of the organization to provide assistance in the performance of their professional duties and the exercise of rights.
3.4. Get acquainted with draft decisions of the organization’s management relating to its activities.
3.5. Require the creation of conditions for the performance of professional duties, including the provision of the necessary equipment, inventory, a workplace that complies with sanitary and hygienic rules and regulations, etc.
Job responsibilities of a sales representative
3.6. Request personally or on behalf of your immediate supervisor documents, materials, tools, etc., necessary to perform your job duties.
3.7. Sign and endorse documents within the limits of your authority.
3.8. To pay additional costs for medical, social and professional rehabilitation in cases of health damage due to an industrial accident and occupational disease.
3.9. Improve your professional qualifications.
3.10. [Other rights provided for Labor legislation].
4. Responsibility
The sales representative is responsible for:
4.1. For failure to perform or improper performance of their job duties provided for in this job description - within the limits determined by the current labor legislation of the Russian Federation.
4.2. For causing material damage to the employer - within the limits determined by the current labor and civil legislation of the Russian Federation.
4.3. For offenses committed in the course of carrying out their activities - within the limits determined by the current administrative, criminal, and civil legislation of the Russian Federation.
The job description has been developed in accordance with [name, number and date of document].
Head of Human Resources
[initials, surname]
[signature]
[day, month, year]
Agreed:
[job title]
[initials, surname]
[signature]
[day, month, year]
I have read the instructions:
[initials, surname]
[signature]
[day, month, year]
Sunny greetings everyone! In my city, the weather is good and the sun, if it appears, is often on weekdays. So office workers don’t believe that it can be warm here either. Today we’ll talk about a profession that allows you to combine office work with driving trips. This means you’ll notice the blue sky more often than the clouds. So, the responsibilities of a sales representative and everything that lies behind them.
The name of the profession is simple, but proud. And he immediately makes it clear that since he is “trading”, it means that the work is in the relevant field. And if you’re a “representative,” that means you need to present and demonstrate some goods.
In this position, the most important thing is to achieve increased sales of your product. But do this not directly, as happens with sellers, but by agreeing with the management of retail outlets so that they purchase the right product in good quantities.
Thus, the sales representative is an important link, an intermediary between the store owner and the distributor (or manufacturer).
His work is limited to the territory assigned to him. And on it he must reach everyone with whom he can sell his products.
After all, the skill of communication is definitely a talent, which, of course, can be developed, but in which, first of all, everything happens intuitively, and there are no clear rules for all occasions.
Responsibilities of a sales representative
There are many more responsibilities that a sales representative must perform than meets the eye. In each company, they can change, taking into account its specifics and the tasks it faces. But still the list is approximately the same:
- Development of an assigned territory from scratch (not always).
- Working with existing client base.
- Searching and attracting new clients.
- Monitoring of retail outlets.
- Increase in sales volume.
- Fulfillment of sales plans.
- Accounts receivable control.
- Handling returns (expired and defective goods).
- Reporting.
- Control of delivery and unloading of goods.
- Monitoring of product balances at points.
- Resolving conflict situations with management of retail outlets.
- Consulting staff of retail outlets or merchandisers on product display.
- Control over advertising campaigns, supply of materials.
Requirements for a sales representative, as a rule:
- Higher education.
- Experience in this field (often having your own client base).
- A driver's license and, as a rule, having your own car.
- Stress resistance, communication skills, high performance.
Here I want to make a remark. Often the required qualities for a position are prescribed for the sake of a catchphrase, or because everyone does it. But not in this case.
Working in this position really requires nerves as strong as a rope, clear communication skills and the ability to communicate with people of different levels of development, characters and personal “cockroaches”.
And with all this, pressure is ensured by sales volumes, conditions of multitasking, when everything must be kept in mind, and the ability to resolve constantly arising controversial issues. And this just requires high performance.
This is probably why there is a high staff turnover in this area; not everyone can work successfully in it for a long time.
It will be difficult for modest silent people or hot-tempered choleric people. This is the kind of work that regularly challenges you to negotiate, persuade and sell a product where no one is interested in it except you. Do not enter into conflict when provoked and the ability to achieve your goal calmly and methodically.
Work as a sales representative reviews
I sifted through a lot of real reviews from people who are current or former sales representatives, and I came to respect them. I couldn’t do that, honestly, otherwise I would be constantly nervous and tense.
I will publish some of these reviews so that you can get a complete impression of this position, and see what is hidden behind the façade of piled-up responsibilities and requirements.
A sales representative is an employee who represents, promotes and sells a certain group of company products.
What does a sales representative do? He travels to retail outlets, offers goods, conducts negotiations, concludes sales deals, and also visits stores that already have his company’s products and monitors whether the goods are selling well. Sometimes performs some functions of a merchandiser.
After several years of successful work as a sales representative or sales manager, you can move up the career ladder and become a business development manager or commercial director.
Places of work
The position of sales representative is in demand in almost all companies that sell products or services. These may be organizations selling:
- food products (dairy, meat products, snacks, alcohol, tobacco);
- medicines;
- electronics and household appliances;
- package;
- printing products;
- accessories and consumables for cars;
- construction products;
- some types of services;
- and much much more.
History of the profession
In Russia, the first sales representatives can be considered domestic merchants. In the 15th-17th centuries, any person who made a trade transaction could be considered a merchant. Currently, trade transactions are carried out by sales representatives, sales managers and other commercial workers.
Responsibilities of a sales representative
The duties of a sales representative include:
- advising clients on products or services;
- work with existing client base;
- search for new clients (presentation of goods or services, conclusion of contracts);
- maintaining reports on work performed.
Sometimes the functions of a sales representative may include:
- work with accounts receivable;
- participation in the work of the sales department;
- training customer sellers in the nuances of selling goods;
- market analysis, monitoring competitors' prices.
Requirements for a sales representative
Here is a list of basic requirements for applicants:
- higher education;
- communication skills;
- PC knowledge;
Sometimes requirements for a sales representative include:
- having a personal car;
- 1 year of experience in sales.
Sales representative resume sample
How to become a sales representative
You can become a sales representative without higher education, because... For this profession, it is enough to have a secondary education. You can acquire the necessary skills of a sales representative on the job - companies often take applicants without work experience and teach them everything themselves.
Sales representative salary
The salary of a sales representative consists of a fixed salary and a percentage of sales and ranges from 10 to 100 thousand rubles per month. At the same time, a significant part of the earnings is a percentage of sales and bonuses for fulfilling the plan. The average salary of a sales representative is 40 thousand rubles per month.
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A good sales agent can sell three pairs of gloves to the Venus de Milo
Robert Orben
In the modern job search market, the most popular and in-demand profession is that of a sales representative. The pay offered is decent, there are no special requirements, that’s why people are interested.
But few are taken seriously, since the profession is often associated with selling things that no one needs (this is exactly how they worked in the 90s of the 20th century). But times change and demand changes. So who are sales representatives today?
Sales representative - who is this?
First of all, a sales representative is a person who enjoys communicating and doing sales in the process. And it doesn’t matter what the sales representative does, whether he sells tea or cars, he must love his job.
A more professional definition is that a person in this profession is an intermediary between the supplier (the company he works for) and various retail outlets. For example, a batch of hair care products arrives at the warehouse of a certain company.
The sales representative’s task will be to find as many retail outlets as possible that will take this product for sale. They can pay for it immediately, or they can pay upon the sale.
Of course, first of all, they offer the product to those with whom they already work, and only then they begin to look for new clients. This is, in principle, the general scheme of work of a sales representative. In reality, quite often, it happens differently.
Functions of a sales representative
A list of functions that employers require of sales representatives will help you understand the essence of this work more clearly. So, the work includes:
- Receiving orders for the company
- Searching for new clients
- Increased sales
- Working with documents
- Financial control
- Service
Receiving orders is a stage of work that allows you to maintain stable sales with trading partners. For example, a representative has his own base of retail outlets to which he supplies his goods more than once. After the product is sold, the store places an order for its re-delivery.
An enterprising sales representative will never stop with the client list he has. He will always be looking for new ones, thereby expanding his customer base and increasing sales. And in each store or kiosk, a representative will work to expand the range of products supplied.
The responsibilities of a sales representative also include maintaining documentation: concluding contracts, providing invoices, checks, certificates and other documents. In addition, all financial control and accounting are also on his shoulders.
And finally, no matter what a sales representative does, if necessary, he must provide support and assistance in selling his product to the sellers of the outlet where the product is sold.
He can not only advise store employees, but also communicate with consumers, telling them about the product and his company. But, very often, the functions of a sales representative listed above may look slightly different.
There are situations when he only accepts orders and fills out documents, but, directly, the products are picked up by the buyers themselves. That is, the sales representative in such a situation is also a forwarder: he independently issues an invoice and issues products.
You can work only on the phone, finding new clients to conclude contracts, or you can travel around all the retail outlets yourself. The method will depend on the specifics of the product being sold.
Employers' requirements for the level of job applicants
In reality, sales representatives travel around the city all day long. That is why one of the requirements for applicants is to have a driver’s license, and often a personal car.
In addition, employers hire sociable, trustworthy and likable people under the age of 40 for such positions. Sales experience is welcome, a great desire to do this and undergo training, if necessary.
The presence of secondary or higher education depends on the level of the company where a person works. When selling specific products, knowledge of the product is encouraged.
When choosing the profession of a sales representative, a person must have ambition and an active life position. You need to think quickly, be able to react correctly to a situation, be organized and attentive, especially when preparing documents. It’s a good idea to understand the business direction that a sales representative does.
Even for those who have some skills, the work of a sales representative takes a lot of time. The schedule is most often irregular. It follows that it is no less important than all of the above to have increased resistance to stress and to be an adequate person.
This is the only way to withstand the crazy rhythm of this work activity. But, nevertheless, the work of a sales representative is worth trying your hand at. Especially if a person feels a desire for this type of activity.
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