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A salesperson markets products or services to buyers in exchange for payment, with duties varying depending on the product or service. Salespeople may work in product stores, bid against competitors for service contracts, approach potential customers, or work in telemarketing. A degree in business studies and experience in a sales department can be helpful for those interested in a career in sales.
A seller markets services or products to buyers in exchange for remuneration. It functions as the human face of a company, providing information and sometimes using persuasive techniques to influence a customer’s decision to buy. Beyond these basic points, the nature of a salesperson’s job varies greatly depending on the type of product or service he is selling and his sales method. Some vendors are located at the exit of a product and serve customers who arrive at the location actively looking for that product. Others generate sales by visiting or contacting potential customers to introduce their products or by bidding against other sellers to win service contracts.
The car dealership is an example of a salesperson based in a product store – in this case, a car dealership. It serves potential customers who visit the dealership with some pre-established desire to investigate the product or even buy. Typical duties might include taking potential buyers for test drives, answering questions about the cars themselves and financing options, and negotiating purchase prices. He usually makes a commission on every sale he closes, but he may not receive a regular salary.
In some cases, the seller bids against its competitors to secure a service contract. This method is common in construction sales. For example, a plumbing company might want to outfit the bathrooms in an upcoming shopping center. To win this contract, the company’s sales representative will review the scope of work, determine projected costs for supplies and labor, and submit a competitive bid to the mall’s general contractor, who will either accept or reject it. Typically, this type of sales position requires a working understanding of the company’s services.
Other salespeople generate business by approaching potential customers to introduce their product. This sales method may involve some traveling. Pharmaceutical representatives, for example, visit healthcare providers to discuss their company’s products and often offer product samples. Here, the seller is not responsible for selling his product directly, but for positively influencing health professionals’ perceptions of his product to encourage their prescription, thus profiting from his company.
Certain sellers are located in telemarketing centers where they try to sell products by calling potential buyers over the phone. In some cases, these salespeople work with leads or lists of prospects whose potential interest in your product has already been established through prior research or correspondence. Others may practice cold calling or contacting individuals with no pre-established interest in their products. Cold calling is often viewed negatively by the general public, who may find unsolicited sales calls annoying and intrusive.
Those who want to work in sales will likely find a degree in business studies useful. Interning in a company’s sales department can also give potential salespeople a deep understanding of the job. Many successful salespeople find that experience is the most beneficial training, however. Thus, a potential salesperson might consider honing their skills in a low-level role before graduating to a role with greater responsibility and reward.
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