Characteristics to consider when hiring a fresh sales representative

A sale agent is someone who represents the business, highlights, and sells products. He/she will need to have a vast knowledge on the merchandise, which the company he/she is working with deals with. For instance in case a sales representative works for a pharmaceutical company, he/she must have excellent understanding of technology, chemistry, biology plus some medical conditions. However, there are some important characteristics required of a sales representative and they're the key ones to consider when hiring a fresh sales representative. They include:

Creativity in sales is one of the magic secrets to success. An excellent sales person must have the capability to produce great ideas about how to sell the business's products. He/she must be creative enough to produce a customer to buy from him/her and not from another company. The creativeness may be in form of promotions, after sales service, e. g. delivery. Display of a product is paramount and it determines which sales rep is to achieve selling and who'll not.

Experience in dealing with a certain line of products is vital when hiring a fresh sales representative. It is because some jobs require great experience because of their complexness e. g. selling machines.

Professionalism

A good sales person must be professional, meaning that he/she has enough understanding of the product. A person always desires to buy a product from someone who is aware of what he/she is providing. An excellent sales rep must be able to manage big tasks and run them efficiently and in a manner that makes customers to like the business. Professionalism also assumes well-honed organizational skills that make all contacts with your client a gratifying experience somewhat than an annoyance.

Work ethic

A good sales representative will need to have effective and effective work ethics, which he uses in his everyday routine. This includes a normal plan, standard operating types of procedures for the repeated tasks performed, a simple but effective record-keeping system, and the self-discipline.

Desire

A good sale representative must have the desire to succeed in both selling the merchandise and satisfying the client.

Attitude

The point of view with which a person views things contributes largely to the accomplishments of the person. A good sales person will need to have a positive attitude towards the business and the merchandise he/she is dealing with.

Resilience

A good sales agent must have the ability to conquer heart-breaking occurrences e. g. dropping a person to a competition, not being able to meet a certain focus on among others. That is vital because it keeps him taking place, whatever he faces

Flexibility

A good sales agent must be able to change to rising trends in the market, e. g. new product demonstration ways, new advertising channels, among other fads. Every sales professional must know that success in offering is not only a subject of following a checklist of do's and don'ts. He/she must be versatile, that is, must develop a superb ability to read this needs, choices, and personal idiosyncrasies of your client, and then tailor your connection, presentation, and shutting tactics to custom-fit that customer.

Commitment

A good sales representative must be committed to his work. He must work strictly in line with the requirements of the job and hence taking satisfaction to the customer. He should be a good timekeeper and always be at the right place at the right time so as not to trouble the client.

These are the most important characteristics that you need to look for in a person when finding a sales agent.

Reference:

Jeff, T. (2009). Sales Management. NY: Pearson Education.

QUESTION 3:

Telemarketing

Telemarketing is a way of immediate marketing when a salesperson solicits potential customers to buy products, either over the phone or by having a subsequent face-to-face or web conferencing session scheduled during the call. Telemarketing can likewise incorporate registered sales pitches designed and performed over the telephone via automated dialing.

CATEGORIES OF TELEMARKETTING

There are two major types of telemarketing, that are business to business, and business to customer.

The business to business, is whereby a small business communicates with another business about product, services or supplies whereas business to customer is whereby a small business communicates with a person concerning a product which a customer may wish to purchase both which are via electronic digital means.

Telemarketing can be either from any office or from home. There may be a live operator or a noted subject matter (which is also known as automated marketing) using tone of voice broadcasting.

In effective telemarketing, an operator fist will take the needs of a person, analyses them then finds the right product for the customer, which clearly best matches the needs of the client and then contacts the client persuading him/her to produce a purchase.

An operator recognizes a potential customer by his/her fascination with something, searche made by the potential customer, or internet-based forms filled up by clients.

However, telemarketing can be bad for the public anticipated to high likelihood of fraud. For this reason, it is often under regulation by the federal government and legal regulators. For instance in America, it is restricted at the federal government level by calling consumer coverage The Take action of 1991 (TCPA) and the FTC's Telemarketing Sales Rule (TSR).

EFECTIVE TELEMARKETING TECHNIQUES

When telemarketing carried on rightly and appropriately, it can be a valuable advantage in marketing. A number of the important aspects that ensure the effectiveness of telemarketing include:

Pre-Call Planning and Planning - A telemarketer must set out the objectives of a communication and must make an effort to achieve it during a telecommunicating session

Effective Communication -A telemarketer must have the ability to grab the attention of the listener and must have the ability to guide the listener; therefore, a telemarketer must be polite and professional.

Questioning the client - A telemarketer should ask straight, precise questions hence avoiding confusion to the client.

A telemarketer should be genuine when explaining about a product and avoid misleading the customer.

Explain the Product Quality - An effective telemarketer should avoid using complex jargon, that will be taxing to the client. He/she must use simple language.

Avoid Unnecessary Conversation - A telemarketer should avoid irrelevant chat, which will not go towards interacting with the targets he/she wants to attain. A highly effective telemarketer should avoid harassing the client and really should not be too pushy after failing woefully to reach a consensus.

Advantages of telemarketing

If used well it gets the potential to reach a large amount of people which is affordable since it is cheaper than physical motion of marketers.

Disadvantages of telemarketing

Telemarketing has been negatively associated with various swindles and frauds hence it suffers general population distrust. Additionally it is associated with overpriced product and services hence it isn't an avenue considered by many possible customers. A lot of people consider telemarketing calls are a nuisance, in particular when they not done at the right time. Telemarketing usually has deceptive announcements hence do not supply the correct description of the merchandise or service.

Reference:

Lancaster, G & Massingham. L. (2010). Necessities of Marketing Management. NY: Taylor & Francis. Pp. 341-343.

QUESTION 4:

Motivating sales representative

Sales representative play a crucial role in providing of products. Underperformance of an sales representative can lead to the decrease in the sales size hence minimizing the profitability of the company. Motivating them on the other hands will ensure the increased efficiency, which translates to increased profits. Although different personnel require different methods of motivations, it is up to the director to device ways, that may effectively motivate the staff and improve healthy competition among them. It is vital to understand that the sales personnel are belongings to the business and motivating them is buying the business (Lauby, 2005).

Setting clear prospects and achievable goals

Clearly, stating the job explanation of the sales consultant and what is expected of them will encourage them and prevent conflict of duties or expectations. Although the targets and goals of the representative also needs to be attainable, they should be able to stretch out the sales rep in order to maximize sales. The goals should be set in coordination with the sales representative in order not to make sure they are feel overlooked when making decisions about them. This ensures they feel that they own the goals.

Provide extra training and refresher courses

The sales consultant may not have the ability to adjust to changing market and emerging expectations. Sending him/her to extra training may do him good as well as the business. Buying the employee's professional growth is investing in the business enterprise, so providing the deal representative with the proper training and pushing them to attend tradeshows and seminars, taking classes, and seeking other strategies of professional development will have a good effect on the company

Offer basics salary in addition to percentage.

Offering a basic salary will allow a supervisor to be able to control the sales rep since he/she comes with an responsibility to the director. Making the consultant to focus on commission together will tend to overwork the employee, which will lead to exhaustion hence leading to poor output in the long run. The administrator should Attack the right balance between a base salary and rate of commission

Offer competitive benefits.

Other than payment, the manager should produce other benefits that will inspire the worker, such as a good health package, health insurance, old age benefits.

Creating good payment terms

A good payment term is one making a worker to really have the zeal to work more hence ensuring himself of more money. This way, the company will have an elevated sales volume and hence more profit.

Maintaining an outdoor policy

An outdoor policy will boost communication between the supervisor and the sales representative. The representative will be able to air his/her grievances to the manager hence will know that priority is directed at his/her problems. The option of the supervisor for discussion should be paramount.

Overall, the administrator should retain in mind that the sales agent is answerable to him/her and therefore should exert his/her expert when needed to. Maintaining a good working environment is the main element to motivating and assembly organized goals.

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