What does a salesperson do?
Customer support and sales, scheduling and contract negotiations - the list of tasks for a sales representative is long. Get an overview here!
2 min
Florian Werner
Your sales department is indispensable for selling your products or services. A variety of factors play a role in the composition of the team. A good salesperson has excellent market knowledge, has a wide range of interests, is responsive to customers and impresses with their knowledge, charisma and sensitivity.
What does a salesperson do? The sales representative works directly with customers, presents products and services, answers questions, sends offers and takes care of order acceptance and implementation. At the same time, the sales representative is also an important partner for marketing, as coordination should always take place here.
Precisely because the tasks of a salesperson are much more varied than they seem at first glance, it is helpful if you get an overview of the field. We have compiled the information for you here.
Definition of sales representative: office and field staff
Every company has a sales department, because sales staff are the link between your company and your customers. A distinction is made between:
Direct sales
Indirect distribution
In direct sales, the sales staff usually work in the field, actively offering products and services and making appointments with customers. Indirect sales is associated with internal sales. In your sales department, you also need employees who create quotations, send them out and process orders.
A salesperson has the task of selling your company's products and services and making direct contact with customers. Many companies set clear sales targets and define sales territories. Sales representatives can be active both regionally and internationally.
The definition makes it clear that a salesperson should have a high degree of flexibility if they are active in the field and also internationally. Regular office hours can usually only be implemented in the office. In field sales, it is often the case that salespeople are also active at events and trade fairs.
What exactly does a salesperson do?
A salesperson is often equated with a salesperson. In reality, however, the sales role is somewhat broader, even if the focus is naturally on sales and increasing turnover. They have the task of achieving sales targets, increasing turnover and ensuring customer satisfaction. Sales staff are an important pillar for the continued existence of your company.
A salesperson in direct sales has the task of offering your products or services directly to customers. There is no third party involved. This means that sales are made directly to the end customer. It is also possible to sell directly to corporate customers via direct sales.
There are various sales outlets for direct sales. Your sales staff may go to trade fairs or sales events. Another option is an online store or a factory outlet. In addition, sales over the phone or by email are still an important part of a salesperson's job.
In field sales, direct customer contact plays a particularly important role for your sales staff. This means that a certain willingness to travel is a prerequisite for new employees to join the sales team in many companies.
What does a sales representative do in the field when they are not working in customer support? Due to the direct cooperation with the back office, the tasks of the sales representatives are also somewhat broader:
Customer advice and support
This field of activity is naturally the most important pillar in the focus. Sales representatives in the field conduct discussions with customers and interested parties, advise them and support them in making decisions.
Estimation and forwarding of required quantities
Especially when your sales staff are working with major customers, one important task is to estimate the required quantities of products. This is also part of advising customers, but is also important for the internal sales team.
Selection of distribution channels
If there are different sales channels in your company, the sales staff usually weigh up which of these channels is best suited to the respective order and pass the recommendation on to the back office.
Contracts
The conclusion of purchase agreements ensures that all conditions for the sale are recorded and that long-term deliveries are also secured .
Prepare reports
In order to ensure comprehensive documentation, the sales staff also have the task of preparing and entering reports. Many companies today work with systems that enable access to information and data from anywhere. This guarantees optimal customer support.
Support for local dealers
One of the ways to sell your products and services is through local dealers. The tasks of sales staff include looking after and supporting dealers. Dealer training is also possible.
Execution in indirect sales
Sales targets can also be achieved via indirect sales. Companies often use a combination of direct sales and indirect sales. In indirect sales, your sales staff ensure that the goods or services do not reach customers directly, but via various stages.
Sales often take place via distributors, who then offer your services or products in retail, wholesale or via market chains. Sales staff can also contact sales agents and offer the products here. Sales agents or agencies are just a few examples that are used in the business world.
The tasks of a sales representative are particularly varied in the office:
Looking after existing customers
Sales is not just about selling products and services to new customers. Existing customers who are loyal to your company and buy from you again and again also play a relevant role. Sales staff have the task of looking after existing customers via letters, telephone and email and ensuring their satisfaction.
Acquiring new customers
However, the acquisition of new customers also plays a role in internal sales. This is done by your sales staff by telephone, letter or e-mail.
Process inquiries and create offers
If your company receives inquiries for products or services, the sales department is responsible for this. This also includes responding to inquiries and preparing quotations.
Planning appointments
Collaboration between back office and field sales is an important aspect for increasing sales and the success of your company. Back office sales staff are therefore sometimes also responsible for coordinating appointments for field staff and preparing everything for the appointments.
Negotiation of contracts
Sales is not only responsible for the individual sale of products and services, contract negotiations are also an important topic in this area. A salesperson is therefore also responsible for negotiating contracts, such as conditions, quantities and deadlines.
Coordination with marketing
Marketing and sales should always go hand in hand in a company. This is why internal sales representatives are tasked with coordinating with marketing, developing concepts and providing advice on sales-related topics.
The tasks of office-based sales staff naturally always depend on the type of company and the products and services offered. However, the overview shows that a good salesperson should be as flexible as possible. The willingness to take on the individual areas of responsibility and to familiarize oneself with them is often a prerequisite when recruiting sales staff.
Comprehensive skills are required
The answers to the question of what a salesperson does clearly show that it is a multifaceted profession that requires various skills. When putting together a sales team, selecting the right employees is therefore not just a question of experience and training.
Even if a sound education is a good basis for a successful sales career, it alone does not make a good salesperson. The same applies to experience. It is important that your salespeople also have the following skills:
Communication skills
Contact ability
Ability to put yourself in other people's shoes
Customer orientation
entrepreneurial skills
Knowledge of the products
Industry expertise
Flexibility
Willingness to travel
Excellent communication skills are one of the most important factors in successfully carrying out the tasks of a salesperson. Only those who enjoy talking to other people, listening to them and responding to them have a knack for meeting the company's sales requirements.
Customer orientation is the top priority here. At the same time, it has been shown that customers want sales conversations in which individuality becomes clear. Sales staff should be able to respond to individual customers and adapt to the different types of "person".
Sales has a lot to do with psychology. It is not for nothing that the term "sales psychology" is often used. Among other things, a salesperson is responsible for implementing the psychology of the company, positively representing the company as a brand and remaining in people's minds.
Surveys show that likeability is one of the most important characteristics of a salesperson and has a major influence on the final purchase decision.
Conclusion: What does a salesperson do and how do they ensure company success?
The tasks of sales employees in a company range from acquiring new customers and sales talks to drawing up contracts and following up on sales. This happens both in the office and in the field. Through close cooperation with the marketing department, the sales department already has an influence on advertising and marketing.
For you as an entrepreneur, it is important to have a reliable sales team that consists not only of sales talent on paper, but above all of people who empathize with their customers and convince them with their expertise and charm.
At the same time, it is important that your company uses marketing to create an optimal basis for the work of your sales staff. At MORE, we have extensive experience in this area and are happy to support you.
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