Understanding the Sales Representative role
The Sales Representative sells products or services to customers. Builds relationships, identifies customer needs and closes sales. Foundation role for sales careers with opportunity for rapid advancement based on performance.
Key responsibilities
Prospecting and lead generation
Identify and contact potential customers. Generate leads through various channels. Qualify prospects for sales potential.
Product presentation and demonstration
Present product features and benefits. Conduct product demonstrations. Address customer questions and objections.
Needs assessment
Listen to customer needs and requirements. Tailor solutions to customer problems. Position product as solution.
Negotiation and closing
Negotiate pricing and terms. Overcome objections. Secure sales agreement and close deal.
Customer follow-up and retention
Ensure customer satisfaction post-sale. Handle customer service issues. Identify repeat business opportunities.
Required skills
Technical skills vs Personal qualities
- Product knowledge and industry understanding
- Basic sales techniques and methods
- CRM system proficiency
- Microsoft Office skills
- Sales presentation basics
- Customer service and support skills
- Strong communication and persuasion
- Excellent listening and empathy
- Resilience and positive attitude
- Self-motivation and drive
- Customer orientation
- Problem-solving skills