Sales manager what does he do. Personal qualities of a good sales manager

Many people think that the job of a manager is to present the product to the customer. The second are sure that the essence of his work is interaction with regular customers. Third, they think the main task sales manager - sell. But how do managers actually work, what is the meaning of the profession, and who needs it?

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The essence of the work

Most often, the product is sold by lines of intermediaries who deliver it to outlets. In order for the flow of goods sold to be measured and continuous, partnerships with buyers should be identified and maintained.

The sales manager is obliged to create this connection between consumers, trading and manufacturing enterprises.

Therefore, the role of the sales manager is the sale of goods. He is obliged to monitor the fulfillment by all parties of the contract of the assumed powers and strictly control the delivery of goods. It is in his competence to do everything so that the client is satisfied with the purchase and in the future contacted the company again and again.

Types of goods with which sales managers work:

consumer products;
industrial goods;
service.

The managerial profession has become widespread in the region wholesale sales. In some companies, specialists prefer to contact the client directly (especially if the work is carried out with expensive services). Managers in other firms prefer to contact distribution companies while simultaneously combining several sales methods.

About the position

At present, the concept of a manager is interpreted so broadly that almost every second specialist is called it. different level manager includes a different set of powers. It is necessary to acquire technologies and skills that will give a chance to make regular sales. essence effective sales is based on a systematic approach, even if it is realized by the hands of only one master.

At its core, every manager, even lower level is a manager. His activity is to organize, plan, coordinate and control all the production mechanisms of the company.

The demand for the direction is quite easy to explain - in our country it is unique, since its representatives can find themselves in all sectors of the economy, both at the state level and in companies based on private ownership.

Professional competencies

Any representative of this profession needs to be sociable, sociable and purposeful. Mobile workers must be able to plan and properly control work processes within the company and motivate the workforce.

Each applicant must have a stress-resistant character. Until the moment of signing the contract, more than one week may pass from the time of the start of work with the client. Sometimes just building a client base can take several years. It is also impossible to exclude the peculiarity of the seasonal factor.

Usually, passive income manages to get a number of regular customers from serving, but active sales looking for new candidates. It is realistic to get the same profit from 1 large or several small transactions.

Manager workflow:

identification of a circle of potential consumers and clarification of their contacts;
development of an effective commercial offer;
drawing up a sales scheme, including the right attitude to communicate with the candidate to the effective positioning of oneself and the working organization;
drawing up a constructive communication with a potential client;
handling customer objections;
appointment of a meeting and the correct organization of the presentation of goods sold;
signing the contract, planning the next meetings and sales;
development of a system of constant communication with the candidate.

In order for the visitor to be satisfied after the conclusion of the transaction, the manager is obliged to oversee the process and compliance with all partners certain rights and responsibilities.

Personal qualities of a good manager

Trade workers who want to get good results are required to constantly improve certain skills, and have the following personal qualities:

Learnability. This allows the specialist to develop and adapt to changes of a different plan.
Focus on results. Each manager is obliged to come to work to increase the turnover of the company. If the specialist is not interested in this, he simply wastes his personal and the time of the head of the company.
Honesty and decency. If the partner suspects a lie, the manager risks losing his trust once and for all.
Self-confidence. In the eyes of the client, the feeling of insecurity is compared to unprofessionalism and incompetence. Most likely, most customers will refrain from communicating with him.
Stress resistance. Not all partners are ready to make contact and behave kindly. A sales manager runs the risk of rudeness, humiliation and insults.

Motivation

Not all sales representatives have a sufficient level of motivation to perform their duties. This threatens with poor-quality performance of official duties and the decline of the desire to comprehend new heights. The company often has questions about why some people manage to make a huge amount of sales, while others do not.

As a rule, the solution of the problem is closely related to the motivation of the staff, which can be increased in the following ways:

Rule 1: For effective work, at the very beginning of the working day, it is important to remember and clarify everything important details and collect your thoughts.
Rule 2: Carry out all activities in accordance with certain rules existing in this company.
Rule 3: The specialist should strive to constantly improve his professional level.
Rule 4: Statistics are a good motivator. The more it focuses on the main and key points related to the number of successful transactions, the more effective will be further activities.

Additional Skills Needed by a Manager

In addition to interacting with clients, a specialist is obliged to collect data, fill in information base, periodically visit exhibitions, conduct analytical reflection, draw up contracts, conduct primary documentation etc.
A professional in this field must be able to competently plan their work schedule and have practical knowledge of time management.
Some organizations require employees to display creativity and creative approach. The professional must be able to use various techniques sales, master the methodology of working with the imagination of customers, the skill of persuading, arguing and conducting successful presentations. He must find an approach to each client.
The employee is obliged to focus in his activities on the final result, to show activity, full interest in the work and readiness for continuous improvement. As a rule, the specialist independently performs all the work and bears full responsibility for it.
The requirements for foreign language proficiency depend on the employer. Most often, compulsory possession English language require only those employers whose company is related to the Western field of activity.

Demand and prospects

At the moment, from 20 to 50% of vacancies in the labor market are occupied by sales managers. This profession is the most in demand, but at the same time it causes the highest percentage of dissatisfaction. Perhaps this is due to the fact that about 90% of citizens accept this activity as unattractive, devoid of any prestige.

Despite this, 40% of all vacancies belong to sales professionals.

The profit of the organization depends entirely on the professionalism of the employee. No matter how high-quality a product a firm produces, all its work may be in vain if its customers prefer the services of competitors. Many enterprises are looking for experienced craftsmen, but finding a real specialist is quite difficult.

According to experts, good specialist in this area must have a higher education. This can confirm his ability to competently convince the client of the correctness of his point of view and the ability to speak well and clearly with clients. In addition to a diploma, the ideal applicant for this position must have experience in successful transactions, have a good command of the intricacies of their core market, information about the main suppliers and all potential customers.

Instruction

Take a good look at the product or service you are selling. Product knowledge is a must for a sales manager who wants to achieve impressive success. Anyone who knows the entire catalog or list of services perfectly, is always aware of what exactly should be offered to the client, is not distracted from the sales process for consultations with product managers and inspires respect and trust among customers due to his high competence.

Know the strengths and weak sides the company you work for. Naturally, when talking with a potential client, you should only talk about the advantages that cooperation with your company brings. However, knowing the cons will give you the opportunity to prepare a response to the buyer in advance and dispel his doubts.

Learn sales techniques. Learn how to build a conversation with a client, what stages the sales process consists of, what you need to pay attention to in this or that case. It is important not only to learn, but also to test in practice all the skills. The more you work with an effective client communication pattern, the faster the desired behavioral strategy will become a habit. Believe me, you can successfully sell almost automatically. The main thing is to practice a lot.

Do not miss the opportunity to learn something from your experienced colleagues. Self-confident salespeople who think that their personal charm will do everything for them are mistaken. In a non-standard situation, you will be able to remember how other employees of your sales department act, and with honor to get out of a difficult situation.

Be always neatly and cleanly dressed and combed. The sales manager should be a pleasure to deal with. polished shoes, classic style in clothes, an unobtrusive perfume, an open smile will help you win the favor of customers. Separately, it is worth mentioning the punctuality and literacy of oral and writing. These qualities are essential for managers.

Gather information about the competitors of the company you represent. Knowing exactly what, under what conditions, in what time frame and at what price other firms offer will help you focus on the advantages of your company, give a discount in time, or tactfully mention one or another shortcoming in the work of other firms. Remember that it is impossible to openly scold and criticize competitors. This can cause negativity on the part of the client.

Level up your skill. Attend internal and external sales trainings, read specialized literature, learn new sales techniques. Training and development in this area not only provides new knowledge, but also creates a certain drive that helps to make successful transactions.

Sources:

How to become a successful manager

A sales manager has a number of responsibilities, each of which directly affects the performance of his team. The best representative of this profession should not only be able to sell well, but also have leadership qualities that allow you to properly set up your team.

Instruction

The best salespeople always set long-term goals for themselves. You must be able to prioritize your work. Without this, you run the risk of getting bogged down in solving small problems, losing sight of the big picture of your project. In addition, the presence of a goal and priorities allows you to highlight the most important for this moment tasks facing the team, as well as establish the order of their implementation.

You must be able to draw up a clear and feasible plan to achieve the goals set for the team. Your plans should be as flexible as possible to always fit the current circumstances. However, they should not be allowed to be too vague and meaningless. Any changes to this plan can only be made after a long review of the new circumstances in which you have to work. Any external information, which relates to your work, should be carefully studied. Don't make decisions about adjusting plans unless you fully understand what the changes will lead to.

The best sales manager should be an integral part of the team. It is very important that the sales representatives who work on your team trust you and your decisions. Be attentive to your employees, go to meet them if they have personal circumstances that affect their work. Be consistent in your demands, your agenda should always be clear and transparent. Do not force employees to think out what you require of them. Never criticize the personality of an employee, if he did something wrong, discuss with him only his mistakes. Remember that everyone makes mistakes sooner or later. Your task is to build the work of the team in such a way as to minimize the number of such errors. To do this, it is necessary to constantly work on such errors so that they do not repeat in the future.

Help your employees reach their full potential. You should conduct various trainings as often as possible, allowing you to discover strengths workers. Do not try to make everyone the same seller as you. Exists a large number of work styles, let your employees develop their own.

Remember that you are responsible for the work of the entire team as a whole. Do not shift responsibility for the result of his work to your employees. At the same time, you should not be responsible for the activities of a particular employee.

Sales Manager is one of the most popular professions, because it is this specialist who, in fact, provides financial well-being companies. The main task of such a manager is to sell the company's goods and services, expand the circle of customers and maintain partnerships with them. A sales specialist spends most of his working time in negotiations (telephone or personal).

Places of work

The position of a sales manager is in any company, firm or organization engaged in one or another type of trading activity. Sometimes employers immediately look for a specialist in a specific area of work, and then the following positions are found in vacancies:

car sales manager (auto parts);
window sales manager
equipment sales manager;
real estate sales manager;
furniture sales manager
service sales manager, etc.

However, despite the specifics of the goods being sold, the essence of the work of a sales department specialist is always the same - to sell the goods, to keep the sales volume at high level and, if possible, increase it further.

History of the profession

Sales managers have been around for almost as long as sales have existed. At all times, they were called differently: merchants, itinerant traders, barkers, clerks in shops ... But the essence of what a sales manager does does not change from the name - to sell goods and find new customers.

Responsibilities of a sales manager

The job responsibilities of a sales manager are as follows:

Increasing sales in your sector.
Finding and attracting new customers (processing incoming applications, active search clients, negotiations, conclusion of contracts).
Maintaining relationships with established clientele.
Keeping records of work with current clients and incoming requests.
Assortment consulting and technical parameters goods (services).

This common list what a sales manager does. In addition, depending on the field of activity, the functions of a sales manager may also include the following items:

Reception of goods and maintenance of its display in the trading floors.
Conducting presentations and trainings on new products and promotions of the company.
Participation in exhibitions.

Sales manager requirements

From an applicant who wants to become a sales manager, employers require the following:

Higher education (sometimes - incomplete higher education).
Citizenship of the Russian Federation (not always, but in most cases).
Knowledge of PC, office programs and 1C, ability to work with electronic catalogs.
Active sales skills

Additional requirements put forward by employers:

The presence of a driver's license category B (sometimes also the presence of a personal car).
Experience in sales.
Skills in preparing basic commercial documents (contracts, invoices, invoices, invoices, etc.)

Some employers specifically stipulate that in addition to the necessary skills, a sales manager must also have a pleasant appearance, but this is more the exception than the rule.

sales manager resume sample

How to become a sales manager

The skills of a sales manager can be mastered by people with any education. A sales manager needs, first of all, communication skills and an understanding of sales processes. The principles of sales can be understood in just a couple of days. It will take some more time to overcome the first fears (call to a stranger, hold a meeting, answer objections and other things).

The easiest way to become a professional salesperson is to get a job and receive on-the-job training. This is common in the labor market.

Sales manager salary

How much a sales manager receives depends on the specifics of the company's activities, on the specifics of the work of the manager himself, on the region of residence and, above all, on the implementation of the sales plan. The salary of a sales manager ranges from 12,000 to 250,000 rubles, and average salary sales manager is about 40,000 rubles. I would like to repeat and say that earnings significantly depend on sales skills and the result achieved.

Even 10 years ago, the word "manager" inspired misunderstanding and awe. After all, in the vast former USSR there was no such position. But the process does not stand still, so now, in 2016, almost everyone will be able to explain who a manager is and what he does. Let's figure it out too.

Dear reader! Our articles talk about typical ways to resolve legal issues, but each case is unique.

If you want to know how to solve exactly your problem - contact the online consultant form on the right or call by phone.

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Sales manager: description of the specialty

A sales manager is a person who is responsible for managing a specific department. Conventionally, all managers can be divided into representatives of the lower, middle, and upper levels. The former manage several people, the rest can manage dozens or hundreds of employees in different cities and countries.

The word "manager" came into Russian from English. The verb "manage" has several meanings that very accurately describe the main qualities of a representative of this profession. This verb can be translated as "lead", "manage".

Typically, a manager's responsibilities include:

searching and calling clients;
meeting with them;
conclusion of cooperation agreements;
producing a presentation;
advertising promotion;
team motivation;
monitoring and improving performance;
collection of statistical information.

From all of the above, we can conclude that the manager is the soul of the company in which he works. Choosing the “right” person for such an important position automatically increases the company's chances of success.

What Industry Can a Sales Manager Work in?

A sales manager can work in almost any industry, as you can sell almost everything from clothing and furniture to information and security.

Wholesale

To work in the field wholesale trade the manager must be familiar with the segment;
Be able to work with reporting documentation;
Have an understanding of the pricing policy in this area;
Controls the distribution of the budget, salaries, and debt repayment;
The wholesale manager is able to search for suppliers and customers;
The manager must be able to schedule work and collection;
select personnel;
Organize meetings and negotiations with clients.

Retail

Area manager retail must negotiate to secure the lease;
Find the time and place to open new offices or outlets;
Understand local documentation that is related to a specific type of trade;
Select staff, take part in their training;
Solve current problems;
Monitor the fulfillment of duties directly at the workplace and during field negotiations;
Notify staff of changes in routine, new orders and recommendations from senior management;
Organize trainings to improve efficiency;
Submit monthly reports to regional managers.

Sale of services

The services that a sales manager can manage are quite varied. Here you can find everything - from the sale of fitness subscriptions to foreign language courses. Selling this type of service requires no less skill than promoting the actual product. Therefore, there is a list of qualities that a person should have, and a list of duties that a person who occupies such a position performs:

Literacy in the field of services provided;
Ability to organize work in a network;
Identification of the consumer segment;
Selection of personnel who are well versed in the services provided;
Knowledge of advertisers and establishing communication with them;
Organization of direct shares;
Building a database and calling potential buyers.

Advantages and disadvantages of the profession

As in any other profession, managerial work also has advantages and disadvantages. First of all, you need to love your work, and you need to correspond to the position you hold. If this condition is left unfulfilled, then the work will not bring pleasure. And everything that is done simply because “it’s necessary”, sooner or later, will fall apart.

Consider the benefits of working as a sales manager:

Comfortable working conditions (mainly in the office);
The ability to travel;
Meeting new people, making useful contacts;
Competitive wages, directly dependent on the work performed;
Opportunity to increase income by putting in effort or changing concepts;
Possibility of getting a promotion;
Comprehensive development, which becomes necessary for successful activity.

What can be said about the shortcomings? All of them can be considered subjective, but still:

Irregular working hours;
The dependence of earnings not only on personal efforts, but also on the season, economic situation, and specific geographical location;
The abundance of stressful situations;
Lots of paperwork.

Basic requirements of employers

The presence of higher education. Employers are confident that having a higher education affects the ability to plan, "sell" oneself, and prove one's point of view. Although, let's be honest, its presence absolutely does not guarantee a position.
Active sales skills The essence of active sales is not just to sell goods, standing behind the counter, but to be able to find a potential customer, convince him, and make the buyer happy. Active sales can be carried out in the office, on the street, or by phone.
Market knowledge. Even if a person has outstanding sales talent, he will not bring profit to his company if he does not have a deep knowledge of what he is trying to sell, where he is doing it, and who his potential buyer is. The sales manager must be able to collect information about the sales market and actively apply it in practice. The higher the level of self-organization and the deeper the knowledge, the more successful the company.
Good recommendations. Such a requirement is most often put forward by organizations that are looking for workers with experience, but by no means beginners. This is bad news for those who are at the beginning of their journey, but this problem can be solved. In order to get recommendations, you need to work a little in companies that are not so demanding on staff. Of course, you won’t be able to make a fortune there, but you will receive a letter of recommendation and invaluable experience that will facilitate further career advancement.
Knowledge of languages. Nowadays, such a requirement is universal and causes a storm of indignation among people whose work, it would seem, is not related to communication, for example, in English. But this criterion cannot be called unreasonable. The man who was able to comprehend at least the basics foreign language, has a high intellectual potential, knows how to organize his work, and knows how to achieve goals. This is the kind of person you want to see as a sales manager. In addition, knowledge of languages allows you to expand the horizons of cooperation, makes it possible to implement ideas that competitors have not yet reached, who are not able to monitor the foreign market.
Planning skills. Time management skills can not only increase the chances of getting a job, but also improve the quality of life. A successful person can become a person who needs 24 hours to complete a certain part of the tasks. Those who have not yet mastered the planning skills are under constant stress, they do not have time to submit reports, put things off, and then lose clients. Who needs such an employee?

If your goal is to become a sales manager, take a look at this list and see if you have the full potential. If not, take action!

Personal qualities of a sales manager

Focus on the successful result of their activities. Even if you work tirelessly, but do not have a specific goal, all efforts are in vain. Only highly motivated people are able to go to the goal, prioritizing their tasks and moving towards them step by step. Such a person will not only achieve the desired, but also help the entire team to achieve success.
Communication skills. A good manager can be recognized by his manner of communication. His speech is clear and not confused, he is sure of what he is talking about, he always listens carefully and reacts to the words of the interview. In other words, he has highly effective communication skills. It is this quality that helps to dispose, convince, and, subsequently, sell.
Ability to deal with stressful situations. No matter how professional a person is, working with people still cannot do without conflict situations and force majeure. Deals often fail, people change their minds, equipment breaks down, and employees get sick. All this is undeniably unpleasant, but a professional in his field will not allow any of these incidents to affect his mood. You need to be able to quickly find a solution, and not sprinkle ashes on your head after the failure of the plan.
Ability to learn. To survive, you must be able to quickly adapt to new rules and circumstances. Rules, laws, types of products, and sales techniques are changing. And only a person whose brain is adapted to constant learning can stay on the crest of the wave. Those who think, not agreeing to change their habitual way of thinking, will not get a job as a sales manager.

How to work as a sales manager

It is necessary to identify the circle of potential customers and find out their contacts. It's work most which can be performed on the Internet. To do this, you need to devote a fairly large amount of working (and maybe free) time to searching for thematic forums and other discussions. There you will find people who are interested in your product. They share their wishes, criticize, and praise. It is here that you can find an approach to the client and get ahead of your opponent. It would be useful to "hike" to the sites of competitors, reading reviews about their work. This will help to avoid mistakes when planning work, and not to repeat with ideas.
Create a working business proposal. Ideas are good, but what good are they if no one needs them? The manager is obliged to allocate what is in demand, to find a product that they want to buy. He must present it in such a way that those who need it want to buy it, and those who hear the name of the product for the first time want to learn more about it.
Consider a sales plan. The days of trading at the stalls are over, so the manager must come up with a scheme that will cover the maximum number of customers, with the minimum expenditure of funds. It could be a combination telephone sales, work on the Internet, and trips to offices. It all depends on the product itself and the leader's imagination.
Build a constructive conversation with a potential partner. Having outlined a person who can cooperate with you, you need to carefully consider the strategy for working with him. You need to learn as much as possible not only about his company, but also about him as a person. This will help to defuse the situation and move the conversation into a more relaxed direction. If a person is in tension, he is constantly looking for a catch. By placing your partner close to you, you will increase the chances of an effective meeting.
Be prepared to deal with objections. In order to survive moments of objection, you need to prepare for them. The manager must not only know about his product, but also be confident in its quality and practical benefits. Think in advance of the remarks that can be uttered by the interlocutor. Never tell him that he is wrong if you are presented with real shortcomings of the product. A better answer is: “yes, this problem existed before, but we solved it thanks to the vigilance of our customers.”
Get an appointment and skillfully present a product or service. In order to get consent to a meeting, you will have to dig deep into the psychological literature, and in manuals created specifically for this area. Unfortunately, there will be many failures. But remember that every rejection brings you closer to acceptance, so keep trying. Once you've got an audience, get busy careful preparation presentations, rehearse everything in front of a mirror, train on employees. There is only one way - to be ready.
Close the deal, plan subsequent sales. Having convinced the client, do not give him a chance to change his mind. Immediately take on the planning of deliveries, payments, and other working moments. The more specifics, the less risk.
Build a permanent relationship with the client. Even after fulfilling the terms of the deal, keep in touch with the partner, not letting him forget about your existence. Remember that a satisfied client will always recommend your company to those who need this kind of service.

Main stages of work

Telemarketing. In other words, narrowing the circle of potential customers. This includes working with radio broadcasting, television, and calling the client base. Only after completing this step, you can proceed to the next.
Meeting. So, after you've convinced a few people to listen to details about your product, you set up a meeting with him. This is already half the success. Take with you good mood, and how can more information and - into battle!
Contract. The meeting was successful and you got interested in a potential partner? Great, document it so that both he and you can be calm. Explain everything to the client, do not rush, let them read all the conditions .
Work on the implementation of the agreement. Now, as soon as possible, start to ensure that your products or services start working for the benefit of the partner. Efficiency and diligence are not only signs of professionalism, but also features that will help you bring the contract to the end, preventing your partner from terminating the deal.
Monitoring the implementation of all contractual obligations. The signing of the contract is not the final stage. If you care about the company's reputation, make sure that the buyer receives everything that was promised to him.
The final stage. After fulfilling all the conditions, put the documentation in order, give the necessary copies to the second party.
Communication support. Be interested in the affairs of your client, even after fulfilling all obligations, tell him about new proposals. This will definitely bear fruit in the future.

Ways to motivate a sales manager

The best motivator is a goal. Everyone can have their own: someone strives for material well-being, someone to fame and recognition. The atmosphere in the workplace should remind everyone of why they are here.

Not only awards, but simple praise can give a person wings and make him work at full strength.

Is it possible to say something new about a profession that has become familiar to the point of banality? Let's start by describing the myths that surround this profession.

Myth one. A haven for non-professionals

If life was not successful, they were laid off from work (fired, stopped paying wages), you can always go to . Newspapers are full of ads with these vacancies, and it seems that only the lazy will not get this job. This is an alternate airfield, which they leave for themselves, in case they fail to land in some company in their specialty.

Myth two. The profession that doesn't exist

She does not require special education, no special skills. There are no institutes that train sales managers, and the requirements for higher education taken as a joke. It does not involve any career, but only a transition from one company to another, where the salary is higher and conditions are better.

Myth three. A real deal for rogues

The main thing is to be able to “push”, “powder brains”, “circle around your finger”. Only people who are not very honest at hand can succeed in this matter.

Debunking myths is a thankless task. Once having arisen, they settle in our minds for a long time. But it's always worth looking at the other side of the coin. Have these myths become the point of view of HR managers?

The opinion of most of them looks like this:

finding a good "" is difficult;
most of the employee training budget is spent on sales managers;
motivation and incentive systems in companies are primarily developed for sales managers.

Education

Historically, the profile of education often determines the scope of business. Graduates of medical schools, if they decide to pursue a career in sales, are engaged in the sale of pharmaceuticals or medical equipment, yesterday's students technical universities specialize in the sale of technology, and financial institutions - in the sale of banking services. It is often easier to get your first job this way, and then, already having an idea about this group of goods, it is easier to find a similar one. Although the sales manager, as a rule, is a universal person, the professional does not care what to deal with - with securities or security systems.

An experience

Many, in order to take the first start, start with work or. This job, despite the "harsh" conditions, is a good start for a career. It provides an opportunity to evaluate how suitable this job is, and most companies, both insurance and real estate, conduct good training for their new employees. The only thing that must be kept in mind is that selling services is a special art. Trading in something that has no taste, color, smell is much more difficult than what you can really feel in your hands. A high-class manager who successfully sells building materials or stationery may not be able to sell a package of advertising services.

When recruiting for the vacancy of a sales manager in a company, preference is given to candidates who already have experience in this market and know the product, but not always luck accompanies this search, and then they try to find specialists from close (by sales technology) businesses. For example, strange as it may seem, the markets for food products and pharmaceuticals are close - managers have to work with a large assortment of goods that have a limited shelf life. And a manager who was engaged in the sale of expensive stationery will be able to successfully prove himself in the trade of Swiss watches.

A vertical career is associated with a gradual expansion of the range of responsibilities and powers - from an ordinary sales manager to one who is responsible for selling a group of goods, and,.

Professions

Sales Representative. Its task is to conclude contracts for the supply of small wholesale consignments of goods to shops, pharmacies, supermarkets. It is desirable to have your own client base. And when it is developed - the ability to control and support its work. Personal qualities. These people require high mobility, the ability to negotiate, control the result. Career. The first step is a sales manager, then work as a supervisor (organization and control of the work of several sales representatives) or a sales manager.

. A mysterious word that attracts most candidates by its name alone. In fact, these are employees involved in the placement of products and promotional materials of the company in stores. It is important that the product is located in a convenient place and supported by promotional materials. Product placement in a store is a whole science. For example, chewing gum, small toys and other small goods it is better to place it at the checkout, buyers willingly take it for delivery, and the choice between Orbit and Dirol will most likely predetermine the presence of advertising. Personal qualities - activity, attentiveness in general and to details, in particular, organization, self-control. Career - Head of Merchandising Department, Promotion and Advertising Events Manager, Sales Manager.

Trade agents. The activity is usually related to the sale of real estate or insurance services. While a sales representative sells to organizations, the agent's job is to sell directly to people. Personal qualities - mobility, efficiency, stress resistance, ability to find mutual language and understand the problems of different people, perseverance. Career - corporate client manager, head of department. W / n involves, mainly, interest from concluded transactions, sometimes a small salary.

Wholesale manager. The job consists in selling large quantities of goods, for example, building materials, rolled metal products, grain, spare parts, etc. Managers are required to have a good knowledge and “feeling” of the market, knowledge of market participants, pricing policy, the range of goods and its features, the ability not only to find customers (their circle is usually limited and known), but to establish with them long term relationship, ability to negotiate, calculate deals. Career - brand manager, head of sales department. Personal qualities: the ability to create and maintain an extensive contact network, to see the relationship between problems, the ability to understand the problems of other businesses, interest, the ability to formulate business proposals, the ability to see alternatives.

Head of ()- is responsible for sales of a certain group of goods, negotiates with suppliers, develops a dealer network, coordinates the work of the marketing and advertising department to promote these goods to the market, often conducts or organizes training for dealers in their group of goods. Career - Head of Sales. Personal qualities: the ability to predict, the ability to negotiate, analytical and organizational skills.

Components of success

Almost all of the listed professions are united by one requirement - communication skills: the ability to find a common language with the most different people, the ability for long-term intensive communication, understanding of other people. But not everyone who can communicate well can become successful agents or sales managers. It’s not enough just to win over a person, the main thing is to complete the task - to make a deal, to achieve a result. And only those who show perseverance and initiative succeed.