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Job description

Sales Representatives (or Sales Reps) promote a company's products and services to potential customers, usually within a defined geographical area.

Sales Representatives generally specialise in one particular sector such as healthcare or education and it is their role to make potential clients in their area aware of their company's products or services and ultimately to get them to buy them to use within their businesses. Once a client has been successfully converted, the Sales Representative's job is to manage that account and maximise the revenue stream from the client.

Once a potential client has been identified, the Sales Representative must approach the client to arrange a meeting during which they need to establish the client's need for which particular product is suitable to them. Once this is established, the Sales Representative must persuade the client to buy this product or at least to trial the product alongside those offered by their existing suppliers. It's essential that candidates have an in depth knowledge of their industry, including products offered by competing businesses so that they will be able to handle objections from clients.

Duties include:

• Arranging appointments with new and existing clients.
• Presenting to clients.
• Building relationships with clients.
• Regular liaison with other company departments regarding product development.
• Reporting sales activity to senior employees.
• Planning sales activity on a weekly/monthly basis.
• In depth competitor analysis.
• Processing orders and payments.
• Keeping abreast of developments within the industry.
• Identifying new business opportunities.

Qualifications

It's common that many employers are not looking for specific qualifications from candidates, they are often more interested in any sales-related experience they may have. In more technical roles, it can be beneficial to have a degree in a related discipline.

Salary Snapshot

Recent salaries advertised at the time of writing (January 2010) include:

• £50-110,000 OTE for a Sales Representative working for a software company in London.
• £20-22,000 basic, OTE £60k plus benefits for a Field Sales Representative working for a healthcare company in Birmingham.
• £35-45,000, OTE £70k for a Sales Representative working for a plastics company in the West Midlands.
• £28-32,000 basic, OTE £65k for a Medical Sales Representative working for a medical company in Leeds.

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