Who is the sales representative? Work as a sales representative: pros and cons

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

A bit of history

The first sales agents can be considered Russian merchants. They 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.

A modern sales representative is a kind of merchant offering goods to those who need it. As in ancient times, such people are very in demand. After all, the owner of the goods does not need to look for a buyer, and the buyer does not need to go for "distant lands". 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 to merchants, because not everyone had the opportunity to go for the goods themselves. And the things brought were sometimes very rare or necessary.

Modern merchant

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

A sales representative is a person who offers and presents certain products. His responsibilities include offering goods, monitoring sales and reporting.

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

Responsibilities of a sales agent

Given that the sales representative is the person who represents the goods, and his responsibilities are appropriate. But you do not need to think that he is standing behind the counter and, like a seller, is selling. Here everything is more multifaceted.

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

Therefore, the main thing, working in this area:

• Be able to build business relationships with suppliers and potential buyers.
• To know all the detailed information about the proposed product and be able to properly advertise it.
• Gain your loyal customers and be able to keep them. At the same time, look for new buyers.
• Making presentations about the offered goods and services.
• Work with documents, preparation of reports, conclusion of contracts.
• If the product is specific, seller training on selling nuances.
• For successful work, the sales representative must also be constantly aware of price fluctuations in the market for similar goods, and study the offers of other companies.

As can be seen from the responsibilities, a sales representative is an employee who sits a little in the office, and is constantly on the road and looking for profitable customers and deals. Even if the customer base has already been accumulated, it is necessary to constantly monitor the market and not miss out on your customers.

Applicant Requirements

• The modern market makes many demands on any profession. A company's sales representative is a person who makes a profit, therefore many employers require a higher education from the applicant.
• Required personal qualities such as sociability and grasping new information literally on the fly.
• Often a car is required. But if the company is large, then only a driver’s license is needed, and a car will be provided with an official one. In addition, you will be provided with corporate mobile communications.
• Mandatory knowledge of maintaining primary documentation, reporting and contracts. Therefore, education is necessary economic or legal.
• Of course, you should be well versed in PCs.
• Often, the requirements indicate the presence of a customer base. But if the organization is large, the base has already been developed and the applicant needs only sales experience.

Education is not important

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

After all, working as a sales representative implies constant communication, and most importantly - the ability to convince. You can give a simple example, thinking about which, it is easy to understand whether you can work as a sales agent.

So you come to an unfamiliar supermarket and you need to assess the situation in a short period of time, understand which goods are in excess, which are missing, and which, maybe not at all. And then get to know the procurement manager and convince him of the need to work with you.

Can you do that? If you think that this is simple, and your language is suspended, as it should, then perhaps you will make a career in this field. But if everything new frightens you and it’s not your hobby to convince, then you should not even try to take on the work of a sales manager.

Advantages of a sales representative

1. Of course, those who do not want to sit in the office all day, but wish freedom in their actions and ways of working, will like the position.
2. Only on the abilities and perseverance of a person depends on his earnings. If someone sits on a bare salary, the sales representative can significantly add to his salary. After all, the main income depends on sales. How many sold, concluded contracts, so much and received interest remuneration.
3. For lovers of communication and networking, the work is more than suitable. You will constantly improve yourself in communication skills, acquire a bunch of useful acquaintances, learn to understand any person at a glance, and you can convince anyone of anything.

Work inconvenience

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

1. One of the main disadvantages comes from dignity. After all, the manager receives a bonus based on the number of sales and contracts concluded. I sold a lot - I got a lot. But it may happen that clients leave for another agent, it will not work for a long time to establish new relations and the salary will be practically at zero.
2. You need to have a great deal of composure and be always on the move. A sales manager combines many professions at once. He is a driver, a psychologist, and an accountant. It is also necessary to constantly come up with presentations and attend the necessary training courses.
3. A sales representative must be very stress resistant. Indeed, the nature itself in the form of snowstorms and drifts on the roads can interfere with the agent’s work. In addition, potential customers may also have a bad mood at the time of your visit, which they will tear on you.
4. The sales representative has an irregular working day. And no one will pay extra for processing. Money is only for the result. And how many times are spent on it - nobody cares.

But what about beginners

If you want to get a position as a “sales representative” without work experience, you must, of course, have an education, but the main thing is to convince the employer of your abilities.

The main thing in this work is to be able to communicate and convince. Therefore, many organizations do not require experience, but look at the availability of relevant personal qualities. As the saying goes, if you can convince the employer to hire you, you can sell the goods. After all, the main thing is that what you did was able to present yourself correctly.

Interviewing a sales representative and employer can be stressful. In this way, resistance to conflicts is tested and the ability to find a way out of a difficult situation is revealed.

But regardless of experience, they won’t take a sales representative without a driver’s license. After all, the main work will be on the road and on trips. Small companies also require their own car, which you will work on. Of course, all expenses for fuel and mobile communications should be paid by the organization.

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

Work algorithm

In any work, there is a certain procedure. If this is supported, then it will be easier to work. Professional sales agents call their established work routine "sales representative steps."

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

If a person gets a job in a small company, then he will have to learn the algorithm of actions on his own. In larger ones, a whole system is developed, which is sure to teach all beginners. All sales representatives of this company are obliged to execute the embedded algorithm.

What kind of steps are these

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

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

1. Training. This step includes a presentable appearance and the presence of all the necessary things and documents. You also need to know the plan for the current day.
2. Greeting. It is clear that from the threshold you should not go directly to sales. It is necessary to know the procurement officers by their middle name and greet the staff.
3. Inspection Look around and understand what kind of advertising materials are already present at the outlet and where you can hang the ones you need. If your products should be stored in the refrigerator, then look for a place for it. Rate competitors' products and prices.
4. The steps of a sales representative’s visit involve identifying the remaining stock items and drawing up a plan for the next delivery.
5. Presentation is the next step. With the help of correctly posed questions, the needs are clarified, and only then is your product and conditions offered. In this case, the rule of three is used: product property - advantage - customer benefit.
6. Merchandising. In accordance with standards, exhibits its goods. If necessary, corrects the wrong position.
7. Work with documentation, drawing up reports and drawing up plans and goals for this retail facility.

The sales representative’s visits to the outlet must be regular and effective. A strictly agreed time is spent on one object.

What experienced

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

But still, if sales and persuasion are your strong point, you have built up a stable customer 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.