Getting into sales jobs
A job in sales involves talking to people, building and maintaining customer relationships through the delivery of established needs and wants. The sales process usually begins with a 'cold call' or canvass call, where prospective customers are obtained from a database or via a strategic plan as outlined by the sales manager.
Who can you work for?
Good telephone techniques are required for this initial step as it determines the future relationship you will have with the customer. A client visit is usually the next step after this, where the customer's needs are determined and the sales person advises the client how he can best service them.
Once the sale has been closed, the majority of a salesman's time is spent on customer service and looking after existing clients. So, who can you work for?
- Direct consumer sales
- Business-to-business sales
Sales manager jobs
A sales manager controls all sales activities. He or she designs the sales strategy and supervises the sales executives. He is quite often a 'finder', going out and seeking new clients and passing them onto the account managers or sales executives to look after.
To work in a sales management job, you have to be strategically focused and good at finding ways to bring new clients on board, constantly building a database of prospective clients. Being financially minded, focused on getting their sales in, strong-willed and determined to succeed.
Sales executive roles
A sales executive is responsible for making contact with the clients and closing deals and sales. He or she might spend his morning canvassing for calls and then out on client visits in the afternoon, continually renewing customer relationships.
An executive must demonstrate self-confidence and not be thrown by rejection. Typically, their career path would start as a trainee and progress up the rank to sales executive and then to sales manager. A degree is not necessarily needed for this position, but a sales executive must be determined and ambitious to succeed.
Account management careers
An account manager's job is usually responsible for one major client, building close, tight relationships and developing a clear understanding of the client's business and requirements.
Sometimes the account manager is 'on loan' to the specific company and works on location for the duration of the project for an indefinite amount of time. Account managers often find it easier to be degree qualified in order to progress to this rung.
Above all, they are friendly, outgoing and personable. They have to be honest and loyal to the account in question in order to sustain it for a realistic amount of time.
Sales representative positions
A sales representative can either be hired by the company directly or contracted independently. A rep spends the majority of his time 'on the road' visiting clients, checking inventory at the various outlets or organising displays.
This type of salesman is more common in manufacturing or retail. A rep usually earns his salary on commission, so has to be self-motivated, good at time management and enjoy the travelling opportunities the job may offer.
A sales rep will find it useful to have a degree, all though it is not necessary. Some reps are provided with a company car from the start, meaning you may have to have a driving licence.
Where to now?
- Get clued up on industry trends and new techniques
- Read trade magazines such as The Grocer
- Surf the net and look at employer websites
- Attend career days and talk to recruiters when possible
- Network, make contacts and get some experience to find out first hand whether a career in sales really is for you!
