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

May 10, 2020 / 5 Minutes Read / By Albert

How to Become

Professional Organizations

FAQ

Links

Increasing competition in the sales industry has caused businesses to place greater emphasis on hiring experienced sales representatives. As a result, sales representatives must have a thorough understanding of the product or service they are selling, as well as the ability to develop relationships with potential customers. Additionally, effective communication skills, persuasive techniques, and a strong knowledge of the sales process are essential for successful sales representatives to build strong customer relationships and increase sales.

Steps How to Become

Obtain a High School Diploma or GED. Most employers require sales representatives to have at least a high school diploma or GED.
Get Work Experience. Many employers prefer to hire sales representatives who have previous sales experience. Working in retail, customer service, or another field that involves interacting with customers may be beneficial.
Complete Sales Training. Some employers may require applicants to complete sales training courses or seminars prior to hiring.
Obtain a Sales License. Depending on the type of product a sales representative is selling, they may need to obtain a sales license.
Seek Employment. Once applicants have the necessary qualifications, they can start looking for employment as a sales representative.
Network. Attend industry events and make connections with other people in the field to find new job opportunities.

In order to be a reliable and competent sales representative, it is important to be organized, proactive, and customer-oriented. Being organized means having an effective system in place to manage tasks, prioritize responsibilities, and track progress. Proactivity involves anticipating customer needs and taking the initiative to reach out to customers with new solutions.

Finally, being customer-oriented means taking the time to really understand the customers needs and develop tailored solutions that meet those needs. When these three traits are combined in a sales representative, they result in a reliable and competent representative who can provide a great customer experience.

You may want to check Sales Associate, Health Care Product Sales Representative, and Industrial Sales Representative for alternative.

Job Description

Develop and implement sales plans to meet established goals.
Establish and maintain relationships with current and potential customers.
Identify customer needs and suggest appropriate products/services.
Develop quotes and proposals for customers.
Negotiate contracts with potential customers.
Provide product education and advice to customers.
Monitor market conditions, product innovations, and competitors' products, prices, and sales.
Analyze customer research, current market conditions, and competitor information.
Generate leads and cold call prospective customers.
Prepare weekly and monthly reports on sales activity.

Skills and Competencies to Have

Excellent communication skills
Proven track record in sales
Knowledge of the product/service
Ability to manage customer relations
Self-motivated and goal-oriented
Strong problem-solving and negotiation skills
Proficiency in CRM software
Familiarity with market trends and customer preferences
Understanding of local laws, regulations, and industry standards
Ability to work independently and as part of a team

Effective communication is one of the most important skills for a sales representative to have. The ability to effectively communicate with customers and potential clients can make the difference between a successful sale and a missed opportunity. With strong communication, a sales representative can build relationships with their clients, gain trust, and better understand their needs.

This helps the sales representative develop tailored solutions that are more likely to result in an effective sale. On the other hand, if a sales representative lacks effective communication, they may be unable to properly engage with their clients, resulting in lost sales and opportunities. Effective communication is essential for any successful sales representative.

Parts Sales Representative, Regional Sales Manager, and Direct Sales Representative are related jobs you may like.

Frequent Interview Questions

What experience do you have in sales?
How do you handle rejection?
What strategies do you use to build relationships with customers?
How do you set sales goals and meet them?
What methods do you use to identify and develop new leads?
Describe a time when you successfully handled an objection from a customer.
How do you stay motivated and stay on top of sales trends?
What challenges have you faced in sales and how did you overcome them?
What do you believe makes a successful sales representative?
What is the most rewarding aspect of sales for you?

Common Tools in Industry

Social Networking Platforms. These are websites and applications that enable users to create and share content, connect with peers, and engage with brands. (eg: Facebook, Twitter, Instagram)
CRM Software. This type of software helps businesses manage customer relationships, automate sales processes, and track customer data. (eg: Salesforce, HubSpot, Zoho CRM)
Marketing Automation Tools. These tools allow businesses to automate tasks such as email marketing, lead nurturing, and lead scoring. (eg: Pardot, Marketo, LeadSquared)
Content Management Systems. These systems enable businesses to create and manage content on their websites. (eg: WordPress, Drupal, Joomla)
Analytics Platforms. These platforms help businesses analyze customer data and website performance metrics. (eg: Google Analytics, Adobe Analytics, Mixpanel)

Professional Organizations to Know

National Association of Sales Professionals (NASP)
American Marketing Association (AMA)
Professional Association for Sales & Marketing (PASM)
Association of Professional Sales (APS)
National Association of Professional Salespeople (NAPS)
Sales & Marketing Executives International (SMEI)
National Federation of Independent Businesses (NFIB)
American Management Association (AMA)
American Society of Training and Development (ASTD)
Institute of Sales Management (ISM)

We also have Media Advertising Sales Representative, Online Sales Associate, and Retail Sales Associate jobs reports.

Common Important Terms

Sales Target. A predetermined sales goal or objective set by a business or organization.
Lead Generation. The process of identifying and nurturing prospective customers to generate sales leads.
Cold Calling. The process of contacting potential customers, who have not expressed any interest in a company's products or services, in order to inform them of the business's offerings.
Prospecting. The act of researching and identifying potential customers who may be interested in purchasing a company's products or services.
Closing. The process of concluding a sale by getting an agreement from the customer to purchase the goods or services offered.
Relationship Building. The process of establishing and nurturing relationships with customers, which can result in repeat business and referrals.
Upselling. The practice of offering additional goods or services to an existing customer in order to increase the amount they spend.
Market Segmentation. The process of dividing a market into distinct groups of buyers who have similar needs, characteristics and buying behaviors.
Market Penetration. The process of increasing the number of customers and sales in an existing market.

Frequently Asked Questions

What is the job description of a Sales Representative?

A Sales Representative is responsible for generating sales leads, building relationships with clients, and providing customer service. They must be knowledgeable about their products and services and be able to communicate effectively with customers.

What qualifications are required to become a Sales Representative?

To become a Sales Representative, typically a high school diploma or equivalent is required. Additionally, some employers may require prior sales experience or a degree in marketing or business.

How much does a Sales Representative typically earn?

The average salary for a Sales Representative is $45,000 per year. Salary can vary depending on the industry, company size, and experience level.

What skills are needed to be successful as a Sales Representative?

Successful Sales Representatives possess strong communication and interpersonal skills, have excellent problem-solving skills, and are highly organized. Additionally, they must have an in-depth knowledge of their products and services, be able to build trust with customers, and be comfortable with cold calling.

What is the career outlook for Sales Representatives?

The career outlook for Sales Representatives is positive, with job growth projected to increase by 9% over the next 10 years. This growth is due to an increase in demand for products and services, as well as an increase in customer service needs.