Understanding the Field Sales Representative role
The Field Sales Representative sells products/services to customers via direct, in-person interactions. Visits customer locations, conducts presentations and closes sales in customer territory. Traditional sales role with high autonomy and travel.
Key responsibilities
Territory management
Manage assigned sales territory. Plan customer visits and route optimisation. Identify new prospects in territory.
Customer visits and presentations
Conduct face-to-face customer meetings. Present products and conduct demonstrations. Build personal relationships.
Sales closing
Negotiate terms and conditions. Overcome customer objections. Close sales and secure orders.
Order fulfilment and customer service
Ensure order processing and delivery. Provide post-sale customer support. Handle complaints and issues.
Territory reporting
Maintain CRM records of customer interactions. Produce sales activity and pipeline reports. Submit expense reports for travel.
Required skills
Technical skills vs Personal qualities
- Sales presentation and demonstration skills
- Product knowledge and technical understanding
- CRM proficiency
- Route planning and territory management
- Negotiation techniques
- Customer relationship management
- Strong communication and persuasion
- Independence and self-motivation
- Resilience and positive attitude
- Time management and organisation
- Customer empathy and service orientation
- Physical stamina (driving, standing)