AddressTypical work activities depend on the market and the setting. A basic distinction can be made between two types of sales: business to business (B2B); business to customer or consumer (B2C). B2B sales involve selling products or services from one business to another.
This is a typical avenue for graduates. For example, a SALES EXECUTIVE in a company that manufactures fast moving consumer goods (FMCG), e.g. soft drinks, will sell to the retailer and may be involved in making a strong argument so the products get shelf space. Activities important for success include: relationship building; researching the market and related products; presenting the product or service favourably and in a structured professional way face-to-face.
B2C sales involve direct selling to the consumer or end user. Examples include selling credit cards via the telephone or selling new cars in a showroom.
Typical activities for SALES EXECUTIVEs generally include:
- listening to customer requirements and presenting appropriately to make a sale
- maintaining and developing relationships with existing customers in person and via telephone calls and emails
- cold calling to arrange meetings with potential customers to prospect for new business; responding to incoming email and phone enquiries
- acting as a contact between a company and its existing and potential markets
- negotiating the terms of an agreement and closing sales
- gathering market and customer information
- representing their company at trade exhibitions, events and demonstrations
- negotiating on price, costs, delivery and specifications with buyers and managers
- challenging any objections with a view to getting the customer to buy
- advising on forthcoming product developments and discussing special promotions
- creating detailed proposal documents, often as part of a formal bidding process which is largely dictated by the prospective customer
- liaising with suppliers to check the progress of existing orders
- checking the quantities of goods on display and in stock
- recording sales and order information and sending copies to the sales office, or entering figures into a computer system; reviewing your own sales performance, aiming to meet or exceed targets
- gaining a clear understanding of customers’ businesses and requirements
- making accurate, rapid cost calculations and providing customers with quotations
- feeding future buying trends back to employers; attending team meetings and sharing best practice with colleagues.
