Job Analysis: Sales Representative

Business Open Learning Archive

Field Sales Team Sales Representative
Reports to: National Field Sales Manager

Job Summary:

to promote the sale of the company's merchandise to existing customers
to obtain and develop new business in line with company sales objectives and strategic programmes

Reward Package
Circa Ł16,000 pa basic plus commission plus car and benefits associated with a first class, competitive company.
This is a dynamic post involving sales to a very competitive fast moving industry. Job areas and priorities continuingly evolve to reflect new business developments

Key Responsibilities and Duties Performance indicators

1. Technical and Product Knowledge
1.1. Maintain a detailed knowledge of company products, systems and services and apply it effectively in understanding customer/client problems, diagnosing requirements and offering solutions
customers are informed and delighted, needs are satisfied.
1.2. Maintain up-to-date knowledge of competitor's products, services and prices
can advise customers of advantages of own products over competitors.
1.3. Keep up-to-date on product technology particularly developments impacting on the company's product range and sales competitiveness.
can present new lines and technical developments and identify opportunities/threats to maintain and promote sales

2. Information Systems
2.1. manage appointments, schedules, time by effective planning of calls, travel and interviews
ratio of travel time to total time
mileage/types of calls
value of orders/calls made to types of customer
evidence of good customer visit preparation
2.2. maintain own sales information system records: e.g. customer and prospect data and analysis of business obtained
complete records
sales analysis reports and plans enable targeting of sales and achievement of sales targets
completeness and reliability of customer data and its usage
2.3. maintain up-to-date files and portfolios of company sales literature, product specifications, offers/promotions, samples and prices
all necessary literature and sales promotion materials are available for customer visits and follow-ups
2.4. files/records on area/group competitors - personnel, products, services and activities are up-to-date and used effectively in analysis
representative contributes detailed knowledge of competitors to sales meetings and in planning own priorities
2.5. complete company paperwork relating to post: weekly sales reports, expense sheets, action reports and market intelligence reports
prompt, accurate, useful reports and returns.
2.6. ensure car is safety and economically driven, properly serviced and maintained
running and repair costs. Exterior and interior care reflects company standards

3. Selling - the raison d'etre of the job!
3.1. Locate prospective customers
no likely customer overlooked
3.2. Obtain inquiries from interested and prospective customers. Create opportunities to present company products/services. Provide effective presentations and demonstrations
number of inquiries
number of presentations
involvement with clients in supply chain discussions
3.3. Obtain orders to meet sales targets. Ensure that customer prblems arising from sales are responded effectively
achieved sales vs target
sales profitability
sales by customer group
after-sales problems and service indicators
3.4.Manage agreed discounts to eligible customers in line with company promotion and profit policies
discounts in relation to sales value
3.5. Maintain high level selling skills by evaluating own competences and sales performance. demostrate ability as a learner manager
self-review planning and implementation
contributions to sales training and peer development
appraisal discussions with National FSM.
3.6. Maintain liason with support departments in the company to ensure that value-added to the customer is maximised
no after-sales compalints
support departments aware of customer needs
no customers lost through lack of support from other depts
3.7. Assist customer accounts to obtain customer payments against outstanding accounts by following up queries and misunderstandings that may delay payment
low debtors ratio for represetnative's customers

4. Market Research
4.1. Offer feedback through reporting channels on:
company image as perceived by customers, competitors and the industry
acceptance/competitiveness of company products and services
unexploited sales opportunities
technological developments affecting the company
the company is informed about business trends/opportunities
new competitor lines are analysed and reported
contributions to sales quality meetings
4.2. provide regular and up-to-date information on customer businesses developments/activities relating to needs, likely demand, trading weaknesses and reactions to our goods and services
customer business evalation reports
operations, product and service development and accounts departments have up-to-date information
4.3. do the same (4.2.) for competitors in sales area
competitor business evalation reports
as for 4.2.
4.4. undertake individual projects for National FS Mgr
customer business evalation reports
investigations completed, effective informative reports useful for business development

Scope of Authority
to charge business travel and car expenses to company expense account
negotiation of discounts for customers within the parameters defined by company discounting policy

Job descriptions

Media relations executive
Field sales manager
Retail branch manager - Loft Emporium

Developed and maintained for the BOLA Project by Chris Jarvis

Field Sales Team	Sales Representative
Reports to:	National Field Sales Manager

Key Responsibilities and Duties	Performance indicators
1. Technical and Product Knowledge
1.1. Maintain a detailed knowledge of company products, systems and services and apply it effectively in understanding customer/client problems, diagnosing requirements and offering solutions	customers are informed and delighted, needs are satisfied.
1.2. Maintain up-to-date knowledge of competitor's products, services and prices	can advise customers of advantages of own products over competitors.
1.3. Keep up-to-date on product technology particularly developments impacting on the company's product range and sales competitiveness.	can present new lines and technical developments and identify opportunities/threats to maintain and promote sales
2. Information Systems
2.1. manage appointments, schedules, time by effective planning of calls, travel and interviews	ratio of travel time to total time mileage/types of calls value of orders/calls made to types of customer evidence of good customer visit preparation
2.2. maintain own sales information system records: e.g. customer and prospect data and analysis of business obtained	complete records sales analysis reports and plans enable targeting of sales and achievement of sales targets completeness and reliability of customer data and its usage
2.3. maintain up-to-date files and portfolios of company sales literature, product specifications, offers/promotions, samples and prices	all necessary literature and sales promotion materials are available for customer visits and follow-ups
2.4. files/records on area/group competitors - personnel, products, services and activities are up-to-date and used effectively in analysis	representative contributes detailed knowledge of competitors to sales meetings and in planning own priorities
2.5. complete company paperwork relating to post: weekly sales reports, expense sheets, action reports and market intelligence reports	prompt, accurate, useful reports and returns.
2.6. ensure car is safety and economically driven, properly serviced and maintained	running and repair costs. Exterior and interior care reflects company standards
3. Selling - the raison d'etre of the job!
3.1. Locate prospective customers	no likely customer overlooked
3.2. Obtain inquiries from interested and prospective customers. Create opportunities to present company products/services. Provide effective presentations and demonstrations	number of inquiries number of presentations involvement with clients in supply chain discussions
3.3. Obtain orders to meet sales targets. Ensure that customer prblems arising from sales are responded effectively	achieved sales vs target sales profitability sales by customer group after-sales problems and service indicators
3.4.Manage agreed discounts to eligible customers in line with company promotion and profit policies	discounts in relation to sales value
3.5. Maintain high level selling skills by evaluating own competences and sales performance. demostrate ability as a learner manager	self-review planning and implementation contributions to sales training and peer development appraisal discussions with National FSM.
3.6. Maintain liason with support departments in the company to ensure that value-added to the customer is maximised	no after-sales compalints support departments aware of customer needs no customers lost through lack of support from other depts
3.7. Assist customer accounts to obtain customer payments against outstanding accounts by following up queries and misunderstandings that may delay payment	low debtors ratio for represetnative's customers
4. Market Research
4.1. Offer feedback through reporting channels on: company image as perceived by customers, competitors and the industry acceptance/competitiveness of company products and services unexploited sales opportunities technological developments affecting the company	the company is informed about business trends/opportunities new competitor lines are analysed and reported contributions to sales quality meetings
4.2. provide regular and up-to-date information on customer businesses developments/activities relating to needs, likely demand, trading weaknesses and reactions to our goods and services	customer business evalation reports operations, product and service development and accounts departments have up-to-date information
4.3. do the same (4.2.) for competitors in sales area	competitor business evalation reports as for 4.2.
4.4. undertake individual projects for National FS Mgr	customer business evalation reports investigations completed, effective informative reports useful for business development
Scope of Authority
to charge business travel and car expenses to company expense account negotiation of discounts for customers within the parameters defined by company discounting policy