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Sales reps use various methods to sell products, including face-to-face meetings, telemarketing, and outsourcing to independent representatives. They are often paid through commissions, with some also receiving a regular salary and bonuses based on performance.
Virtually every product requires sales reps to get someone to buy it. In many cases, companies recruit employees to meet potential customers face-to-face to sell their products directly. In other cases, large-scale marketing campaigns are done over the phone. Successful salespeople are often rewarded with a portion of the profits from the sale.
Direct sales reps are the most conventional representation of salespeople. These people meet face-to-face with potential consumers to explain and often show samples of a product they offer. Pharmaceutical companies often employ direct sales representatives to provide drug samples to doctors. Similarly, manufacturers of course materials and textbooks can hire these representatives to meet with teachers.
Some organizations with direct selling programs choose to outsource work to independent sales representatives. In large-scale operations, outside sales are usually handled by distribution companies. Many organizations, however, offer individuals the ability to sell their products on a commission basis. Independent representatives for cosmetic companies, for example, can sell products door-to-door or throw parties for friends and family.
Telephone Sales Representatives (TSRs) use telemarketing techniques to sell products and services or to get in touch with salespeople face-to-face. The most common sales practice involved in telemarketing operations is called cold calling. Essentially, large lists of potential consumers who are demographically likely to use an organization’s products are phoned. The TSR then attempts to deliver a sales pitch directly to the customer. Typically, these initiatives have low sales-to-lead ratios but high overall sales.
Like TSRs, sales reps conduct business over the phone. The main difference is that while large telemarketing campaigns are usually outsourced, internal sales representatives are usually directly employed by an organization. These representatives may do some cold calling, but more often they work with pre-existing customers or individuals who have contacted the company. As a result, these salespeople typically experience a higher lead-to-sales conversion.
Regardless of methodology, sales reps are often grouped by how they are paid. Commission-only sales reps are paid a percentage of the profits their efforts make. This type of arrangement is very common and is mutually beneficial for both the organization and the representative. The business benefits by paying only when a sale is made and, as a result, can offer higher commissions. The sales rep benefits from both these high commissions and the ability to grow their income based on the effort.
Salary-only positions are rare in the sales world. These sales jobs generally exist in areas where hope for increased sales would be considered insensitive. A more common salary arrangement is a regular salary with the possibility of bonus commissions depending on job performance.
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