Basics – Responsibilities of a Salesperson

Primary Sales Responsibilities

The primary responsibilities of a salesperson are fundamental:

1. Hold present volume of business with existing customers.

2. Increase volume of business from old customers.

3. Obtain new customers.

4. Serve all customers.

5. Sell your company as an organization.

Know your products.

You must be thoroughly acquainted with your products.

You must understand why people want to buy your products.

You must know and believe the basic reasons why people buy from your company.

Know what your sales kit contains. Know where important information is, and be able to put your hands on anything you need at a moment’s notice. You must have an excellent filing system. And you must have the most important information committed to memory.  These are essential responsibilities of a salesperson.

Know your customers

Know everything you can about your customers.

Know the people with each account.

Determine whether your primary contact likes to buy or be sold to.

Classify each person as to whether they are sold on your products or not. Then concentrate on their weak spots.

Know proper timing.

Knowing your accounts means knowing when a company’s fiscal year starts. When does planning begin for the coming year? Are expenditures planned, or does the company fly by the seat of its pants? Make sure you have laid your groundwork during the year. Then hit hard at the proper time.

If you know your accounts through regular calls during the year, you should know where you stand with the account. If a problem develops, you should be alert enough to detect it early.

Know which competitive products your accounts are using.

How much business is the competition getting? What other products are being used?

Know your competition.

Know what your competition has to offer. Know what the positive and negative points of each competitor.

Know what percentage of the business in your territory is going to the competition.

Know how your competition sells. Know how they react after losing some business. Understand that you can still lose business after you have been told it is yours; that’s when a good competitor will work the hardest to knock you off.

Recognize that your competition is calling on accounts while you are elsewhere in your territory. Every call must be an important selling session the impact of which will last after you have gone.

Know when a competitor is taking desperation steps to try to take business from you, so you can fight it.

Know yourself, as a salesperson.

Know how you rate in terms of sales, and be honest in your evaluation as to ability, sales attitude, sales follow-through, and the esteem or respect you have among buyers upon whom you call.

Know how expertly you sell your products, and recognize where there is room for improvement.

To have the proper sales attitude, you must have the desire to drain every last dollar from your territory and have the determination to be the top salesperson.

These are the responsibilities of a salesperson.  Sales jobs vary, so your responsibilities could vary, but basics almost always apply.

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