SALES & MARKETING - SALES REP SALES REP - SALES & MARKETING 27 28 spot potential problems. However, just looking at data isn’t enough. It needs to be interpreted so others too can understand it. Therefore, it’s up to sales representatives to create reports for themselves and others to use. One example of a sales report a salesperson might use is known as a revenue report. The purpose of this report is to determine where revenue is coming from. Sources include social media, paid or organic search engines and email marketing. Once these professionals know where their revenue is coming from, they focus their efforts on these areas. 7. Sales Reps Travel Around the Country and the World Sales representatives usually spend their time between the office and visiting clients. Sometimes, successful business deals must be conducted in person. In some cases, this means that a salesperson travels across the country or even around the world. Additionally, they frequent trade shows and educate prospects on new ideas and perspectives. 8. Sales Reps are Self-Starters, Good with Customers and Persistent Being a sales representative requires a range of skills. However, there are a few which are more essential than others. These skills include: • Self-starting – Although motivation is encouraged in any job, it is especially important for a sales representative. Sales representatives demonstrate this by developing good productivity habits, using the right tools and setting structured goals. Overall, sales reps know what the client needs without upper management instructing them to do so. • Customer service skills – Customer service skills are defined as the ability to deal with people in a professional, courteous and friendly manner. Being able to communicate in an open and direct manner both through written and verbal communication is essential for any sales representative. • Persistence– Although not necessarily a skill, persistence is an asset to any salesperson. Working in sales involves many setbacks. Sales representatives understand this is completely normal and persevere despite setbacks and rejections. Not every customer is going to be a sale. Being able to bounce back after losing a sale is an indispensable skill for this job. must consider how much shelf space the product will take, the price it will be sold for and how much product will be supplied to them. Therefore, to build a strong relationship with the grocery store, the sales representative must take all these factors into consideration and develop a sales plan that touches on each. Sometimes there isn’t a good fit for the two companies to work together however by building good interactions this can open the door for the future. 3. Sales Reps Have Educational Backgrounds in Business Most companies require sales representatives tohavebachelor’sdegrees inmarketing, business, economics or a related field. Specifically for the food industry, it is common for individuals to have degrees in food science or the culinary arts. However, some companies only require non-technical sales representatives to have high school diplomas. In these cases, companies are looking for work experience prior to entering the position and most of all a good personality well suited for a sales role. Most training is performed on the job, so any information required can be picked up from there. 4. Sales Reps Develop Sales Strategies for Product Lines A sales strategy is a plan by a business or individual on how to sell products or services and increase profits. Therefore, a big portion of a sales representative’s job goes intodeveloping and planning these strategies. Sales representatives develop these strategies by budgeting, reviewing ideal customer profiles and understanding what differentiates their product from others in the market. These strategies require time and constantly need to be measured and monitored. Some plans can last for months and even years. To assist them they work with market data analyst to measure these metrics. At the end of the day, though, plans identify goals and create actionable steps. 5. Sales Reps Negotiate Negotiation is an everyday practice in the world of sales. A small sample of what companies negotiate includes prices, deadlines, and stock quantities. Being able to negotiate is a skill that takes time to develop and a lot of practice. Effective negotiating involves being prepared, having a strategy and knowing when to walk away. Even if a salesperson has agreed upon a deal for a client, negotiations with clients may continue after the deal is made. For example, a client may want to re-negotiate the percentage of sales they receive when a product is purchased. Sales representatives need to stand their ground to earn money for their companies. 6. Sales Reps Prepare Reports Data is a sales representative’s best friend. After all, you can’t manage what you don’t measure. Data allows them to track progress towards goals, prepare for the future and Not sure if this is the career path after you graduate? Then you maybe you should consider a gap year! Learn more about what they are all about and the related pros and cons. Click the photo to read all about it! Learn more about why you need a solution based mindset when growing asparagus with Marc Wall, VP of Sales at Sandy Shore Farms Ltd. Click the photo to tune in! Blommer Chocolate - What skills should a food salesperson have? https://www.youtube.com/watch?v=byN30z6IS0Y&t=4s Our FoodGrads campus ambassadors caught up with Bernard Verkaaik, the founder/operating manager at a food brokerage company. Here we asked Bernard about what skills he thinks are important for a food salesperson. George Brown College is an Education Partner of ours, check them out on FoodGrads! Click their logo below! Available Programs: Business Administration, Business- Finance, Bachelor of Commerce, Business Administration – Marketing, Marketing Management – Digital Media, Food and Beverage Management George Brown College Photo by Pavel Danilyuk/Pexels Photo by George Becker/Pexels Hi! I’m Quinton, the FoodGrads Bot! For any questions please come visit me at FoodGrads.com!
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