Profession commercial sales representative

Commercial sales representatives represent a company in selling and providing information on goods and services to businesses and organisations.

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Personality Type

• Enterprising / Conventional

Related professions communication

• Communication professional
• Public relations clerk

Knowledge

• Sales strategies

  The principles concerning customer behaviour and target markets with the aim of promotion and sales of a product or a service.

• Characteristics of products

  The tangible characteristics of a product such as its materials, properties and functions, as well as its different applications, features, use and support requirements.

• Characteristics of services

  The characteristics of a service that might include having acquired information about its application, function, features, use and support requirements.

• Sales promotion techniques

  The techniques used to persuade customers to purchase a product or a service.

• Customer relationship management

  The customer-oriented management approach and basic principles of successful customer relations that focus on interactions with customers such as technical support, customer services, after-sales support and direct communication with the customer.

• Product comprehension

  The offered products, their functionalities, properties and legal and regulatory requirements.

Skills

• Carry out sales analysis

  Examine sales reports to see what goods and services have and have not sold well.

• Keep records of customer interaction

  Recording details of inquiries, comments and complaints received from customers, as well as actions to be taken.

• Ensure compliance with purchasing and contracting regulations

  Implement and monitor company activities in compliance with legal contracting and purchasing legislations.

• Use customer relationship management software

  Use specialised software to manage company’s interactions with current and future customers. Organise, automate and synchronise sales, marketing, customer service, and technical support, to increase targeted sales.

• Prospect new customers

  Initiate activities in order to attract new and interesting customers. Ask for recommendations and references, find places where potential customers can be located.

• Record customers' personal data

  Gather and record customers' personal data into the system; obtain all signatures and documents required for rental.

• Apply technical communication skills

  Explain technical details to non-technical customers, stakeholders, or any other interested parties in a clear and concise manner.

• Contact customers

  Contact customers by telephone in order to respond to inquiries or to notify them of claim investigation results or any planned adjustments.

• Advise on merchandise features

  Provide counsel on the buying of merchandise such as goods, vehicles or other objects, as well as providing information on their features and attributes to clients or customers.

• Ensure compliance with legal requirements

  Guarantee compliance with established and applicable standards and legal requirements such as specifications, policies, standards or law for the goal that organisations aspire to achieve in their efforts.

• Keep records on sales

  Keep records of the activities of the sales of products and services, tracking which products and services were sold when and maintaining customer records, in order to facilitate improvements in the sales department.

• Demonstrate products' features

  Demonstrate how to use a product in a correct and safe manner, provide customers with information on the product's main features and benefits, explain operation, correct use and maintenance. Persuade potential customers to purchase items.

• Respond to customers' inquiries

  Answer customers' questions about itineraries, rates and reservations in person, by mail, by e-mail and on the phone.

• Ensure customer focus

  Attitude that puts customers at the centre of the business in all cases.

• Have computer literacy

  Utilise computers, IT equipment and modern day technology in an efficient way.

• Implement sales strategies

  Carry out the plan to gain competitive advantage on the market by positioning the company's brand or product and by targeting the right audience to sell this brand or product to.

• Prospect new regional contracts

  Identify and win regional contracts/tenders for expanding stores.

• Guarantee customer satisfaction

  Handle customer expectations in a professional manner, anticipating and addressing their needs and desires. Provide flexible customer service to ensure customer satisfaction and loyalty.

• Demonstrate motivation for sales

  Show incentives that drive someone to reach sales goals and business targets.

• Answer requests for quotation

  Make up prices and documents for the products that customers may purchase.

• Produce sales reports

  Maintain records of calls made and products sold over a given time frame, including data regarding sales volumes, number of new accounts contacted and the costs involved.

• Maintain relationship with suppliers

  Build a lasting and meaningful relationship with suppliers and service providers in order to establish a positive, profitable and enduring collaboration, co-operation and contract negotiation.

• Implement customer follow-up

  Implement strategies that ensures post-sale follow up of customer satisfaction or loyalty regarding one's product or service.

• Communicate with customers

  Respond to and communicate with customers in the most efficient and appropriate manner to enable them to access the desired products or services, or any other help they may require.

Optional knowledge and skills

Source: Sisyphus ODB