How to Be Field Sales Representative - Job Description, Skills, and Interview Questions

Feb 9, 2022 / 5 Minutes Read / By Albert

How to Become

Professional Organizations

FAQ

Links

The role of a Field Sales Representative is essential for any company that relies on selling products or services directly to customers. This role involves traveling to various locations to meet with potential customers and build relationships in order to increase sales. It is a rewarding yet challenging job that requires excellent interpersonal skills and the ability to effectively communicate the company's offerings.

The success of a Field Sales Representative is dependent on their ability to network, build relationships, and close deals with customers. When done correctly, this job can significantly increase sales and brand recognition, resulting in more customers, higher profits, and increased employee morale.

Steps How to Become

Obtain the Necessary Education. A field sales representative typically needs at least a high school diploma, but some employers may prefer applicants who have a college degree. Sales or marketing degree programs can provide the knowledge and skills necessary for success in this profession.
Get Relevant Experience. Field sales representatives may need some experience in customer service or sales. Gaining this experience can help you increase your chances of getting hired. Consider working a part-time job in a store or other customer service position to gain the necessary experience.
Get Certified. Depending on the industry, certification may be required to become a field sales representative. Organizations such as the Retail Bakers of America and the Professional Beauty Association offer certifications that are specific to their industry.
Apply to Companies. Once you have your education and experience, it is time to start applying for field sales representative positions. Look for companies that are in the industry you wish to work in and apply for any open positions that match your skills and qualifications.
Pass an Interview. Many companies will require you to go through an interview process before being hired as a field sales representative. During the interview, be prepared to discuss your experience and qualifications, as well as answer any questions the interviewer has.
Participate in Training. Once you have been hired, many companies offer training programs for field sales representatives. These programs can help you learn more about the companys products, services, and policies, as well as how to effectively sell them. Participating in these training programs can help you get off to a good start in your new career.

Field Sales Representatives play an important role in the success of a business. By possessing an array of skills, such as communication and interpersonal abilities, they are able to effectively promote a companys products and services to potential customers. Furthermore, the ability to identify customer needs and provide suggestions for improvement can further strengthen customer relationships.

In addition, having the required qualifications, such as specialized knowledge and certifications, can increase the credibility of the Field Sales Representative and thus result in better sales performance. All of these elements combined lead to higher sales revenue, increased customer satisfaction, and overall business growth.

You may want to check Service Representative, Benefits Representative, and Retail Account Representative for alternative.

Job Description

Develop and maintain a sales network within a given region
Cold call, canvass, and visit potential customers to promote products and services
Prepare sales presentations and demonstrate how a product meets client needs
Collect customer feedback and market research
Ensure customer service satisfaction and good client relationships
Monitor competitors, market conditions, and product development
Identify and resolve client concerns
Report to management on sales activities and progress
Achieve given sales targets and outcomes
Maintain accurate records of sales, revenue, invoices, etc.

Skills and Competencies to Have

Excellent communication and interpersonal skills.
Strong organizational, problem solving and time management skills.
Proven track record in sales and meeting sales targets.
Ability to work with minimal supervision.
Ability to develop and maintain relationships with customers.
Familiarity with sales techniques and customer service practices.
Knowledge of the products or services offered by the company.
Proficient in using computer applications related to sales and customer service.
Knowledge of marketing principles, pricing strategies and sales promotion techniques.
Ability to work effectively in a team environment.

Being a successful field sales representative requires a number of skills that go beyond product knowledge and customer service. One of the most important skills is the ability to effectively communicate. The ability to communicate clearly and effectively with customers and colleagues is essential for success in this role.

This includes being able to listen attentively, use appropriate language, ask relevant questions, and present information in a way that is easy to understand. Effective communication also involves being able to build relationships with customers and colleagues. A field sales representative must be able to establish a rapport with people quickly and develop trust over time.

Furthermore, the ability to negotiate and influence customers is essential for closing sales and achieving targets. Finally, having strong organizational and multitasking skills is critical for managing customer records and meeting deadlines. All of these skills combined are essential for being a successful field sales representative.

Claims Representative, Customer Service Representative, and Collections Representative are related jobs you may like.

Frequent Interview Questions

What experience do you have with field sales?
Describe a successful sales call youve made in the past.
How do you handle rejection or uninterested prospects?
What strategies do you use to build relationships with customers?
How do you stay motivated when working in the field?
How do you handle difficult customer situations or complaints?
How do you stay current with industry trends and developments?
What techniques do you use to identify customer needs?
What do you consider the most important quality of a successful field sales representative?
How do you ensure that your sales goals are met?

Common Tools in Industry

CRM Software. Customer Relationship Management software used to track and manage customer interactions (eg. Salesforce).
Lead Tracking Software. Software used to track, organize and analyze leads (eg. Pipedrive).
Presentation Software. Software used to create and share presentations (eg. Microsoft PowerPoint).
Sales Automation Software. Software used to automate sales processes (eg. Zoho CRM).
Prospecting Tools. Tools used to identify potential customers and prospects (eg. LinkedIn Sales Navigator).
Email Automation Software. Software used to automate the sending of emails (eg. Constant Contact).
Social Media Management Software. Software used to manage social media accounts (eg. Hootsuite).
Call Tracking Software. Software used to track calls and call data (eg. CallRail).

Professional Organizations to Know

American Marketing Association
Professional Sales Association
American Society of Sales & Marketing Professionals
International Council of Sales Professionals
National Association of Sales Professionals
Association of Professional Salespeople
National Association of Professional Salespeople
International Federation of Sales & Marketing Executives
Global Sales and Marketing Professionals Association
Society of Professional Salespeople

We also have Service Center Representative, Corporate Relations Representative, and Public Affairs Representative jobs reports.

Common Important Terms

Lead Generation. The process of finding potential customers and converting them into leads by providing them with information about products or services.
Prospecting. The process of identifying and contacting potential customers who may be interested in a company's products or services.
Cold Calling. Making phone calls to prospective customers in order to introduce them to a company's products or services.
Customer Relationship Management (CRM). A system that stores customer information and helps manage customer relationships.
Market Research. The process of gathering and analyzing data about a market or industry in order to gain insights about customer needs and behaviors.
Territory Management. The process of organizing and managing a sales team's activities within a geographic area in order to increase sales.
Sales Forecasting. The process of predicting future sales based on past performance, market trends, and other factors.
Sales Presentations. A presentation given to a potential customer in order to demonstrate a product or service's features and benefits.
Closing the Sale. The process of finalizing a sale by getting the customer to make a purchase decision.

Frequently Asked Questions

What is the primary responsibility of a Field Sales Representative?

The primary responsibility of a Field Sales Representative is to market and promote products or services to potential customers in an assigned geographical area.

What qualifications are necessary to become a Field Sales Representative?

The qualifications necessary to become a Field Sales Representative include a high school diploma or equivalent, experience in sales, and excellent interpersonal and communication skills.

What type of salary can a Field Sales Representative expect to earn?

A Field Sales Representative can expect to earn an average salary of $47,000 per year, depending on experience and performance.

What types of incentives do Field Sales Representatives typically receive?

Field Sales Representatives typically receive performance-based incentives such as commissions or bonuses for meeting or exceeding sales goals.

What types of technology do Field Sales Representatives use to communicate with customers?

Field Sales Representatives typically use customer relationship management (CRM) software, as well as email, text messaging, and social media platforms to communicate with customers.