The responsibilities of a sales specialist differ depending on the profile of the company. If a company provides financial services, then this employee is required to solve some problems, and in a company engaged in the sale of clothes - other tasks. But the generalities of a sales specialist are similar. All in more detail below.
Profession history
The profession is as old as trade. But at different historical stages, it was called differently: a merchant, a tout, a clerk or a wandering merchant. Over time, their field of activity expanded, the role in business was only being affirmed. Of course, the responsibilities of a sales professional have also changed over the centuries.
Today there are varieties of this profession. For example, an implementation manager or a customer service manager. The duties of a sales specialist in this case are established depending on the specifics of the company's services or products. In one case, they have to monitor the product the entire sales cycle, in the other - it is enough to increase customer loyalty to the company.
An example of the second case we observe with representatives of mobile operators or Internet providers. Usually they carry out sales by phone, phoning and offering people company services. If the client is interested, then the sale is already made by other people: the Internet is carried out by technical experts, the contract is executed by customer service managers. In the case of mobile services, the sale takes place in any service center of the company that the client selects.
Types of profession
In different companies, depending on the duties, the specialists of the sales department are called differently, but the essence of the work is not much different. The most common are two types:
- Account Manager. The responsibility of these employees is to analyze the target audience, study demand, develop schemes to increase the customer base, make calls, process incoming mail and calls, negotiate with customers and complete the sales cycle.
- Contact Manager often works in companies engaged in wholesale or supply of services in the field of B2B. In this case, the duties of a specialist sales office will be the same, only the target audience is different. The requirements remain similar to those that we consider below.
Job responsibilities. Essence of the work
The main responsibilities of a sales specialist are as follows:
- Knowledge of the specifics of the market, its trends and current situation.
- Knowledge of the company’s market position.
- Be informed about offers, about competitors' sales strategies.
- Consideration of customer complaints and resolution of conflict situations.
- Implementation of the sales plan.
- Continuous customer support.
- The implementation of repeat sales.
- The study of opinions, suggestions and wishes of customers.
- Additional procedures for the delivery and sale of products.
- Providing full information about a product or service.
- Optimization of the sales process.
Terms of sales are also different. Some products require expert presentation. For example, household appliances or a car. In other cases, a lot depends on the knowledge and responsiveness of the sales specialist. For example, when selling airline tickets or travel packages.
General requirements
To successfully fulfill the duties of a sales specialist, basic knowledge is required. They are as follows:
- Business ethics.
- The psychology of sales, behavioral features when buying.
- Principles and technology of sales.
- Knowledge of all the features of the product, its competitive and weaknesses.
- Pricing Methods.
- Fundamentals of a market economy.
- Consumer Rights Act.
In large companies, the duties of a sales specialist are somewhat expanded. If necessary, they should be able to easily replace the sales manager.
Personal qualities
Many try to become good sales managers, but not everyone succeeds. A successful manager is a combination of different personal qualities. Some of them can be acquired with experience. But one thing remains unchanged: the main tool of the manager and the main requirement of the employer is his sociability. What this concept includes:
- Mastery of sales techniques. In practice, when communicating with clients, there is no time to think or get help from colleagues. In a matter of minutes or even seconds, the manager must have time to win over and establish contact with the client. There are sales techniques for this. To master them, you need to apply, analyze errors and improve.
- Ability to negotiate. In the business world, negotiation is the most important aspect of any business. At the same time, when discussing business issues, there are many subtleties. A good manager should be able to conduct them at a high level.
- Energy. Almost every modern company exists in the conditions of fierce competition. For development, they need not only to be on a par with them, but to be two steps ahead of the others. Therefore, many companies are interested in re-sales. In other words, it is not enough to attract a client, but you need to keep him. Trust in a company is formed by a sales or customer service manager. This will require the ability to maintain friendly relations for a long time, which requires a high level of energy from a specialist.
How to start a career?
Direct sales are not taught anywhere today, as this is a process consisting of a set of measures. When recruiting, employers do not attach fundamental importance to the profile education of the applicant. A good help is experience in the field of sales. If it is not, then almost every company for which sales are important provides for a short staff training.
Effective work of a novice specialist will require experience and knowledge. By the way, what a sales specialist should know:
- The specifics of the product or service. The client can ask any question, the specialist must be able to answer so that the client is convinced that this is exactly what he needs.
- Offers of competitors. This knowledge is useful in order to build a sales technique in an advantageous way, emphasizing the advantages of your product. A reference to competitor flaws is considered a violation of business ethics.
- Types of customers. This is taught in special training or in the company itself. Knowing the types of customers helps you choose the right approach.
- Maximum customer information. Collecting information openly is also considered a violation of ethics. But some creative companies know how to do it. In the end, it will come in handy if the company provides loyalty programs or a special service for regular customers. For example, hotels prepare special conditions, shops can congratulate a customer on significant dates for him.
Career at Sberbank
Sberbank is the largest employer in the country. Experience in a strong financial engine opens the way to a brighter future. For motivated people, the bank’s website has a special section - vacancies, among which the position of direct sales specialist at Sberbank is often open.
The employee’s job is to sell the institution’s products: loans, credit and debit cards, opening a deposit, savings programs and much more. The peculiarity is that sales are made on the territory of the client. Of course, all travel expenses are paid by PAO.
If you are looking for the answer to the question of how the sales specialist at Sberbank differs, responsibilities and prospects, then you should pay attention to the implementation plan. When performing, you can count on good bonuses, as well as incentive measures. The most stable are moving up the career ladder. One of the nice features is the payment of salaries twice a month.
Prospects
Work in the field of sales is an excellent school not only for a career, but also for life experience. Mastering this path, young people at the same time gain confidence in their abilities, gain practical experience in communicating with different people. And the experience of effectively building communications will be useful in the future for any position. The position of direct sales specialist in Sberbank is especially in demand among applicants. The duties of an employee are not too complicated, so you can try your hand.
The most successful employees become heads of departments, divisions, and if they do not stop simultaneously improving their skills and growing as a specialist, they are promoted to top management.