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

2. Information Systems
2.1. manage appointments, schedules, time by effective  value of orders/calls made to
planning of calls, travel and interviews
2.2. maintain own sales information system records:
e.g. customer and prospect data and analysis of
business obtained
 ratio of travel time to total time
 mileage/types of calls
types of customer
 evidence of good customer visit
preparation
 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  all necessary literature and sales
company sales literature, product specifications, promotion materials are available
offers/promotions, samples and prices for customer visits and follow-ups
 representative contributes
2.4. files/records on area/group competitors -
detailed knowledge of competitors
personnel, products, services and activities are up-to-
to sales meetings and in planning
date and used effectively in analysis
own priorities
2.5. complete company paperwork relating to post:
 prompt, accurate, useful reports
weekly sales reports, expense sheets, action reports and
and returns.
market intelligence reports
 running and repair costs.
2.6. ensure car is safety and economically driven,
Exterior and interior care reflects
properly serviced and maintained
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  number of inquiries
customers. Create opportunities to present company  number of presentations
products/services. Provide effective presentations and involvement with clients in
demonstrations supply chain discussions
 achieved sales vs target
3.3. Obtain orders to meet sales targets. Ensure that  sales profitability
customer prblems arising from sales are responded  sales by customer group
effectively  after-sales problems and service
indicators
3.4.Manage agreed discounts to eligible customers in  discounts in relation to sales
line with company promotion and profit policies value
 self-review planning and
implementation
3.5. Maintain high level selling skills by evaluating
 contributions to sales training
own competences and sales performance. demostrate
and peer development
ability as a learner manager
 appraisal discussions with
National FSM.
 no after-sales compalints
3.6. Maintain liason with support departments in the  support departments aware of
company to ensure that value-added to the customer is customer needs
maximised  no customers lost through lack
of support from other depts
3.7. Assist customer accounts to obtain customer
 low debtors ratio for
payments against outstanding accounts by following up
represetnative's customers
queries and misunderstandings that may delay payment

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