SALES & MARKETING - TECHNICAL SALES REP 30 29 SALES & MARKETING Technical Sales Rep. Sometimes when companies are deciding whether or not to purchase a product or service they want to know the technical details and specification. What is the science behind the product or the back-end engineering? Sales representatives are helpful when it comes to the business transaction side but may not have an expertise in technical knowledge. That’s why companies also have on technical sales representatives with advanced technical knowledge that can help get down to the engineering level. 1. Technical Sales Reps are Knowledgeable About Food Technical sales representatives are specialists in their company’s product lines or ingredients. Using their extensive technical knowledge, they solve food industry problems such as formulation problems and processing issues. The overall role of this profession is to generate revenue and profits by assisting clients with questions, troubleshooting, product information and general product maintenance. To meet these goals, sales representatives do research on clients and potential clients by phone, email, in person-visits and social media. They fulfill client needs by providing them with resources that can help them with their products. These professionals performextensive research on their own product lines as well as competitor organizations. Using the data they have collected, they make interpretations, problem solve and write recommendations. 2. Technical Sales Reps are Inquisitive One of the driving forces behind a technical sales representative is their curiosity. When client phones in with a problem, a sales rep asks many questions to identify a root cause. If they are unable to come up with a viable solution over the phone, these professionals sometimes travel to manufacturing plants in search of answers. These professionals always look for chances to build up their knowledge reservoir! 3. Technical Sales Reps Know When to Ask for Help Sometimes technical sales reps come across a problem that they do not know the answer to. When they come in this situation they look to other individuals for help. For example, if a chocolate technical sales rep comes across a problem regarding fat crystallization, they ask other coworkers within that department, ask their own network or jump into research. During this process, they are open and upfront with the client when they do not know the answer to develop a level of trust. However, at the end of the day their job is to find the solution! 4. Technical Sales Reps Have a Wide Range of Educational Backgrounds The food industry is quite large, so a sales reps education is dependent on their area of specialty. For example, a processing plant equipment sales representative may have a background in engineering. In contrast, one that sells milk products may have a PhD in agricultural science. Overall, technical sales representatives in the Technical Sales Rep. Solving problems for the food industry Photo by Alexey Yaremenko/iStock/GettyImagesPlus Photo by mixetto/E+
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