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Business Open Learning Archive

Field Sales Team Sales Representative

Reports to: National Field Sales Manager

Job Summary:

y to promote the sale of the company's merchandise toexisting customers

y to obtain and develop new business in line with company salesobjectives and strategic programmes

Reward Package

Circa 16,000 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 companyproducts, systems and services and apply it effectively

in understanding customer/client problems, diagnosing

requirements and offering solutions

y customers are informed and

delighted, needs are satisfied.

1.2. Maintain up-to-date knowledge of competitor'sproducts, services and prices

y 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.

y can present new lines andtechnical developments and identify

opportunities/threats to maintainand promote sales

2. Information Systems

2.1. manage appointments, schedules, time byeffective planning of calls, travel and interviews

y ratio of travel time to total time

y mileage/types of calls

y value of orders/calls made totypes of customer

y 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

y complete records

y sales analysis reports and plans

enable targeting of sales and

achievement of sales targets

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y 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

y all necessary literature and sales

promotion materials are availablefor 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

y representative contributesdetailed knowledge of competitorsto 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

y prompt, accurate, useful reportsand returns.

2.6. ensure car is safety and economically driven,

properly serviced and maintained

y running and repair costs. Exteriorand interior care reflects company

standards

3. Selling - the raison d'etre of the job!3.1. Locate prospective customers y 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

y number of inquiries

y number of presentations

y involvement with clients in

supply chain discussions

3.3. Obtain orders to meet sales targets. Ensure that

customer prblems arising from sales are respondedeffectively

y achieved sales vs target

y sales profitability

y sales by customer group

y after-sales problems and service

indicators3.4.Manage agreed discounts to eligible customers in

line with company promotion and profit policiesy 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

y self-review planning and

implementation

y contributions to sales training

and peer development

y appraisal discussions with

National FSM.

3.6. Maintain liason with support departments in the

company to ensure that value-added to the customer ismaximised

y no after-sales compalints

y support departments aware of

customer needsy no customers lost through lack of

support from other depts

3.7. Assist customer accounts to obtain customer

payments against outstanding accounts by followingup queries and misunderstandings that may delay

payment

y low debtors ratio for

represetnative's customers

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4. Market Research

4.1. Offer feedback through reporting channels on:

y company image as perceived by customers,

competitors and the industry

y acceptance/competitiveness of company products

and servicesy unexploited sales opportunities

y technological developments affecting the company

y the company is informed aboutbusiness trends/opportunities

y new competitor lines are

analysed and reported

y 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

y customer business evalation

reports

y 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

y competitor business evalation

reports

y as for 4.2.

4.4. undertake individual projects for National FS Mgr

y customer business evalation

reports

y investigations completed,

effective informative reports useful

for business development

Scope of Authority

y to charge business travel and car expenses to company expense account

y 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