Sales development representatives use leads from the marketing department to generate sales through phone and email communication. They participate in marketing campaigns, research buying habits, and work closely with IT, marketing, and sales teams. Outgoing personalities, communication skills, and basic sales skills are required, and some use social media to generate business. Record keeping is also a key responsibility.
A sales development representative tries to generate sales by following leads provided by the company’s marketing department. Using these prospects, the sales development representative works primarily with phone and email to get in touch with prospects or customers. He or she would normally try to make appointments with these contacts and pass the information on to the outside sales department.
A sales development representative’s duties often include participating in marketing campaigns and using databases to identify potential customers. The representative contacts these leads to introduce a specific product or service offered by the company. He or she can identify and target customers who have purchased similar items in the past to inform them of special offers.
A sales development rep can use databases to research buying habits and develop opportunities to increase sales. People in this profession often work closely with the company’s information technology department, as well as the marketing and sales teams. They may also be responsible for handling sales calls that come into the office while the sales team is away.
Companies that hire a sales development representative often want sales, marketing, or customer service experience. Prior telemarketing experience may be a requirement at some companies, along with a history of working in a particular industry such as financial markets. In larger companies, a bachelor’s degree in a related field may be required.
People working in these jobs often have outgoing personalities and the ability to communicate with all types of people. They need to clearly explain the benefits of the product or service the company deals with and form relationships with new customers. Basic sales skills represent common job requirements.
In some companies, a sales development representative uses the Internet as a social networking tool to generate new business. This person can conduct research on strategies used by competitors and look for sales trends in the marketing arena. Good computer skills and familiarity with social media represent assets in some companies.
Record keeping is another task usually handled by the sales development representative. He or she can record all contacts and results of each conversation. The rep can set a schedule to call each customer later and see if the customer seemed receptive to new products or services.
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