what is a sales representative?
Sales representatives are a company's direct connection to customers since they research markets and introduce the company's products to new clientele. As a sales representative, your role involves generating leads from market research and building relationships with potential customers with the aim of selling products. The process of attracting customers and selling products differs depending on the items you sell.
To attract customers, companies need to implement strategies that align with the industry, target demographic and nature of the business. For instance, if you sell B2B products, you won't use the same methods when selling to B2C customers. Regardless of the strategy, the ultimate goal of a sales representative is to build relationships and create awareness of the company's offering. They can then leverage those relationships to sell products.
Sales representatives work in many industries, as the products sold are diverse. For instance, you can work in companies selling soft drinks, office equipment, technology products or pharmaceutical supplies. The product you are selling determines your sales strategy. It's crucial to thoroughly understand the product to explain its uses and benefits to potential customers. It is also necessary to keep up with the latest sales techniques and customer preferences by attending trade shows and conferences.
Would working as a sales representative suit your patience and persistence? Then read on to find out what competencies and qualifications you need to thrive in a sales representative role.
view jobsaverage sales representative salary
According to National Careers, the median salary of a sales representative joining the profession is £20,000 per year. Experienced sales representatives have a higher salary range of up to £52,000 annually. While most employers have base salaries for sales representatives, they also have commissions to incentivise employees to increase sales. With commissions, sales representatives often receive a monthly percentage of the total sales revenue. Some companies pay bonuses based on profits made instead of commissions.
how to increase your salary as a sales representative
To increase your compensation, improve your sales outcomes by selling more products. If your salary is commission-based, selling more products raises your earnings. Some industries or business sectors also pay higher rates to sales representatives. For instance, marketing tech products may attract a higher compensation package compared to selling cosmetic products.
Your experience and skills can also raise or lower your compensation package. For instance, entry-level sales representatives are likely to earn lower basic salaries and attract lower commissions due to a lack of experience. When you are skilled in attracting customers and closing deals, your compensation package is higher due to your contribution to the company.
types of sales representatives
Sales representatives vary based on their industry or specific approaches and responsibilities in the role. Some sales representatives include:
- manufacturer's sales representative: as a manufacturer's sales rep, you work for a product manufacturer to sell their services to wholesalers and stock retailers. You engage with the market, launch new products and stock company outlets. In most cases, these sales reps work on direct commissioning.
- wholesaler's sales representatives: wholesaler's sales representatives represent dealers or wholesalers of durable or non-durable products. If you are a wholesaler's sales rep, you are responsible for supplying retailers or individual stock buyers with your employer's products.
- retailer's sales representatives: this is the most familiar type of sales rep. Besides being the face of a company, they are found at the point of interaction with potential customers. As a retailer's sales representative, you constantly communicate with customers as you sell products and services.
- external sales representative: outside sales representatives work outside the office, meeting clients face to face and building relationships with them.
- internal sales representatives: inside sales representatives maintain an existing relationship with the company's customers. They reach out to clients through the phone or email.
working as a sales representative
Working as a sales representative requires self-confidence and motivation. It's helpful to maintain a positive attitude toward rejections. Read on for details on the nature of the profession, including daily tasks.
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sales representative job description
Some of the tasks of a sales representative include:
- researching a company's target market: as a sales representative, you need to understand the market for your products, from demographics to economic factors that influence sales. From the research, you can identify avenues for generating new leads and carving out new market niches for your products.
- assisting in sales promotion: as a sales representative, you are responsible for helping your company make a profit. To achieve good sales, you get involved in sales promotion activities. You can participate in marketing events and lead generation to improve sales activities.
- keeping customers satisfied: ensuring customers get the right supply of products and knowledge about them will be one of your primary duties as a sales rep. You make regular calls and respond to customers' messages and emails. You also keep them informed about new and upgraded products and services. Sometimes, you assist customers throughout the purchase process by responding to their queries.
- setting and stocking outlets: if you work as a manufacturer's sales representative, you are responsible for identifying and creating sales outlets. You ensure they have a continuous supply of products to keep the business running. You also monitor fast-moving products and find ways to promote slow-moving items.
- training other sales agents: as a sales representative, you train entry-level workers to ensure they work as the company requires. You will be responsible for equipping retailing agents selling company products with skills and basic advertisement materials, like stickers and banners.
- drafting and presenting sales reports: as a sales representative, you prepare regular sales records. You include expenditures incurred during marketing, the amount made in sales, and data on the market outlook. You present these reports to your superiors and advise on improving marketing strategies.
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work environment
As a sales representative, your work environment can vary, from the people you interact with to your physical location. Many sales representatives work indoors. However, you will often work outdoors in some industries, such as the automotive industry. Due to the nature of the products and services, some sales representatives work on public holidays because most industries enjoy peak sales over the holidays.
This profession is built on interactions, meaning you communicate with your customers constantly. Sales reps spend most of their time on calls, replying to emails or meeting customers. Sometimes, you deal with dissatisfied customers who need support or refunds.
Working as a sales representative can be demanding. You are likely to work under pressure due to the competitive workplace.
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who are your colleagues?
Sales representatives work in various industries. Their colleagues could include commercial agents, sales managers, delivery drivers, sales executives and customer service representatives. As a sales rep, you may also work with account managers and marketing executives, as well as other specialists, including marketing managers, media sales executives, telesales executives, sales associate post and field sales agents.
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work schedule
Most sales representatives have a regular work schedule. They usually work 40 to 44 hours a week, with time distributed between their responsibilities. However, some types of sales reps have a more dynamic work schedule. For example, speciality sales reps do not have specific work hours. They sell different types of products and may represent more than one company at a time. Therefore, their revenue also fluctuates. Depending on your industry, you may take business trips, either locally or overseas, especially if you are a manufacturer's sales rep.
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job outlook
As a sales representative, you have many opportunities for career progression. You can specialise in specific sales channels or strategies and increase your expertise. For instance, some sales representatives specialise in retail sales while others become manufacturer's sales agents. With experience, you can progress to higher roles like sales manager or account manager or move to marketing roles.
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advantages of finding a sales representative job through randstad
Finding your sales representative job through Randstad provides important advantages such as:
- a wide variety of training and development opportunities
- an experienced contact person to provide help if needed
- a range of opportunities in your area
- get paid weekly or monthly, depending on the job
- temporary and permanent contracts
Want a permanent contract? A temporary job as a sales representative is often a stepping stone to an attractive permanent job. Every year, thousands of people earn a permanent contract with great employers thanks to a temporary job found through Randstad. What's more, many companies recruit their permanent employees through Randstad too!
education and skills
To become a sales representative, you need the following academic qualifications:
- university: sales representatives often pursue a degree in a sales-related subject. For instance, you can complete an undergraduate degree in psychology, marketing or business administration. A degree equips you with the sales skills for excelling in the role.
- apprenticeship: you can find apprenticeship opportunities leading to sales representative roles in customer service, retail or marketing. For instance, you can complete a Level 3 IT technical salesperson higher apprenticeship or a Level 6 B2B sales professional degree apprenticeship.
- work experience: you need work experience in a sales or marketing role to succeed as a sales representative. You can start in entry-level positions like customer service before becoming a field sales agent.
skills and competencies
Some of the skills that a sales representative needs include:
- accounting skills: as a sales representative, you need to be good at working with finances. This is because sales are about making a profit for the company you represent. Therefore, you need to be able to balance your marketing expenditure and sales.
- marketing skills: As a sales representative, marketing skills help you with advertising and pushing products and services into the market. These skills will help you generate leads and increase sales.
- customer relations skills: dealing with customers is a primary duty of sales representatives. Therefore, having great interpersonal and customer service skills will help you maintain good relationships and handle all types of customers, including the furious ones.
- research skills: being an advisor to your employer on sales matters requires you to conduct proper market analysis. This information helps you identify customers and what products to present to specific clients. That's why having good research skills is important in this position.
FAQs
FAQs about working as a sales representative
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what do sales representatives do?
A sales representative promotes and sells a company's products to consumers. You introduce new products into the market and build awareness. Want to learn more about working as a sales representative? Then check out this article.
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what are the four basic skills of a sales representative?
A sales representative needs to be a good communicator and negotiator to close deals with potential customers. You also need research skills to identify market gaps and marketing skills for promoting various products. Want to learn more about working as a sales representative? Then check out this article.
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what are the qualifications of a sales representative?
A sales representative needs a degree or a degree-level qualification to join the profession. However, apprenticeship opportunities are also available. Want to learn more about working as a sales representative? Then check out this article.
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is working in sales a tough job?
Becoming a sales representative can be a challenging career that requires self-confidence and charisma. The role involves coping with rejections and dealing with angry customers. Want to learn more about working as a sales representative? Then check out this article.
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is sales representative a high-paying job?
Sales representatives' salaries range from £20,000 to £52,000 per year, depending on their work experience. Sales representatives also receive commissions and bonuses. Want to learn more about working as a sales representative? Then check out this article.
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how do I apply for a sales representative vacancy?
Applying for a sales representative job is easy: create a Randstad profile and search our sales representative job offers. Then simply send us your CV and cover letter. Need help with your application? Check out all our job search tips here!
