Sales Representative
What is the work like?
As a sales representative or 'rep', it would be your job to sell your company’s products or services. You would be responsible for finding and winning new customers, as well as looking after existing customer accounts.
You would often specialise in selling within a particular industry, such as pharmaceuticals, consumer goods or engineering components. Depending on your product market, your customers might be wholesalers, shops, businesses, manufacturers or individuals within a specific geographical area.
Your key tasks as a sales representative would include:
- keeping in contact with existing customers in person and by telephone
- making appointments to meet new and existing customers
- agreeing sales, prices, contracts and payments
- meeting sales targets
- promoting new products and any special deals
- advising customers about delivery schedules and after-sales service
- recording orders and sending details to the sales office
- understanding your customers’ needs
- reporting sales trends to your employer.
You may be known by alternative job titles such as sales executive. If you were selling specialist products to businesses in the scientific, technical or engineering industries, you would often be known as a sales engineer or technical sales rep.
What qualifications and experience will employers look for?
Employers will expect a good standard of general education, but they are often more interested in your sales skills and experience than your formal qualifications. The main exception to this is in technical or pharmaceutical sales, where you are more likely to need qualifications and experience in the relevant area (such as engineering, science or IT).
Alternatively, you could become a sales rep after starting as an administrator in a sales office. You may have an advantage with previous experience in retail or customer service.
If you are new to sales, you may find it useful to take an introductory qualification such as the Institute of Sales and Marketing Management (ISMM) Level 2 Award in Basic Sales Skills or Level 2 Certificate in Sales and Marketing.
You may be able to get into sales work through an Apprenticeship scheme. The range of Apprenticeships available in your area will depend on the local jobs market and the types of skills employers need from their workers. To find out more about Apprenticeships, visit www.apprenticeships.org.uk.
A driving licence is usually essential.
What further training and development can I do?
Most employers provide in-house training on their products, sales techniques and sales administration systems. You will also develop your general sales skills on the job.
Your training may include the chance to achieve work-based NVQs at levels 2, 3 and 4 in Sales.
You may also be able to gain qualifications from professional bodies such as the Institute of Sales and Marketing Management (ISMM), the Managing and Marketing Sales Association (MAMSA) or the Chartered Institute of Marketing (CIM). Qualifications include:- ISMM Level 3 Award, Certificate and Diploma in Advanced Sales and Marketing
- ISMM Level 5 Award, Certificate and Diploma in Account Management or Sales Management
- MAMSA Standard Diploma in Salesmanship
- MAMSA Advanced Diploma in Sales Management
- CIM Online Certificate in Professional Sales Practice.
Where can I go for more information?
PO Box 11Sandbach
Cheshire
CW11 3GE
Tel: 01270 526339
Lower Woodside
LU1 4DQ
Tel: 01582 840001
Cookham
Maidenhead
Berkshire
SL6 9QH
Tel: 01628 427500
Alternatively, you can visit our website at: www.direct.gov.uk/careersadvice
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What salary and other benefits can I expect?
Many companies offer a basic salary plus commission which may be based on meeting targets, although some sales reps earn commission only. Commission can greatly increase earnings. Job adverts usually show the potential total salary including commission, known as 'on-target earnings' or OTE.
- Basic starting salaries can be between £15,000 and £20,000 a year.
- With experience this can rise to between £35,000 and £40,000.
- Top salaries can reach £100,000 or more.
Salaries may also include company car, petrol allowance and extra benefits such as bonus schemes.
Figures are intended as a guideline only.
What are the hours and working conditions?
You may be able to choose your working hours to a certain extent as long as you meet sales targets. However, your hours could be long and irregular, according to your appointment schedule and travelling time.
You would often cover a wide geographical area and spend a lot of time driving to visit customers. When not on the road, you could be based in a local or regional sales office, or you could work from home. Some jobs involve travel abroad if your company sells to overseas customers.
What skills and knowledge will I need?
- excellent sales and negotiation skills
- good communication and ‘people skills’
- confidence, motivation and determination
- the ability to work well on your own and also as part of a team
- good organisational and time management skills
- the ability to deal with rejection
- attention to detail
- the ability to develop in-depth knowledge about your products and markets
- good business sense and a professional manner.
What opportunities are there?
You could work as a sales rep for a huge range of companies all over the UK. Jobs may be advertised in the local and national press, publications for a particular industry, in Jobcentre Plus and recruitment agencies.
With experience and a good track record, you could progress to a larger sales territory or more important accounts. You could also be promoted to sales team leader or area or national sales manager.
You may find the following useful for job vacancies and general reading (links open in new window):
Modern Selling
Sales Work
Sales Magazine
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