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Many people think that a sales representative and an agent are the same profession. This misconception is a consequence of the fact that in many enterprises these professions are combined into one. However, in reality more tasks performed by a sales representative. The agent acts as a seller of the goods of one or more companies under an agreement with them. Let's take a closer look at this profession.
What does a sales agent do?
This profession is quite specific. The work of a sales agent is to establish mutually beneficial cooperation. Simply put, this specialist connects wholesalers and retailers. To achieve the goal, he should make some efforts. In fact, he must convince the enterprise to purchase from this particular supplier, and not from another. In this case trading agent uses various tools. It can be any system of discounts, deferred payments, special conditions delivery and so on.
Classification
There are the following types of sales agents:
- By delivery.
- On receiving orders.
- Visitors.
- Informants (explain the advantages of products).
- With technical knowledge (they are usually consultants to the firm).
- For the sale of rarely purchased material products (encyclopedias, for example).
- For the implementation of intangible values (education, advertising, insurance).
The specifics of the profession
Sales agents are people with minimal experience. According to employers, there is a high turnover of such personnel in the labor market. The fact is that many specialists quit quickly enough, unable to withstand the high intensity of work. To achieve success in this profession, you need to put all your strength and all your time. The main qualities of a sales agent are activity, purposefulness, sociability, the ability to quickly accept important decisions, creativity to the client. This profession is for those who like to communicate with people, who are attracted by the prospect of high income and the opportunity to realize their potential.
Trade agent: job description
Every day of a specialist begins with a planning meeting. It discusses what has already been done and the tasks that should be implemented. Each sales agent has his own plan - the norm. For example, at least five contracts must be concluded in a week. After the planning meeting, the specialist is armed with price lists, forms a route for the day. Active activity of sales agents continues until approximately 15:00. Until that time, it is more likely to conclude the necessary contracts. Each specialist has more than a hundred points in the database. During the day you need to go around most of them. Having your own car is a big plus. The main responsibilities of an agent are:
- Collection of applications.
- Monitoring the fulfillment of obligations.
- Collection of money.
In addition, the sales agent constantly comes up with, develops schemes, thanks to which various agreements are formed between clients. These can be various promotions, "shelf buyback" (part of the counter is occupied by a certain category of products), and so on.
Responsibility
The sales agent controls the fulfillment of the obligations of the parties - the supplier and the buyer. This means that his tasks include collecting payment. For example, the goods are delivered, and the client says that the payment can only be made in the evening. The sales agent waits for the allotted time and goes for the money. Thus, his day can end at 6, and at 8, and even at 10 pm. It should be remembered that a sales agent is a financially responsible person. This is mentioned in the contract that he concludes with the employer. The specialist is liable for shortages, unpaid deliveries, etc.
Ways to get a profession
Many young people are interested in how to become a sales agent. You can get a job different ways. However, the first condition is the presence of secondary education. The second obligatory circumstance is age. By law, a minor cannot be a sales agent. This is due to the fact that the profession is associated with the circulation of money and liability. Sales agents train special educational institutions. You can get a job in educational institution training specialists in the field of sales. In addition, some educational institutions that provide knowledge from other areas provide an opportunity to receive additional training.
Opinions of employers
Many employers believe that any special training for specialists is not necessary. A sales agent learns all the necessary skills in the process of performing assigned tasks independently. There is, however, another opinion. Employers, in particular, note that all the tasks that a sales agent performs, the duties, capabilities of a specialist, as well as the intricacies of communicating with clients and establishing interaction between them require careful explanation. The training of employees, according to these employers, is a rather serious process. They believe that every sales agent should be trained. The duties of a specialist require not only creative, out-of-the-box thinking but also certain knowledge. In particular, employees must understand the many psychological intricacies of human nature, technical specifications products, contract requirements, etc.
Scheme of success
Exist certain model- 10 steps of a sales agent.
This scheme includes the following items.
- Preparation, planning, goal setting. Before visiting outlets the agent looks through his notes, draws up an itinerary for the day, collects all the necessary documents.
- Inspection and analysis (external and internal) of TT. these activities involve direct communication with responsible persons point of sale, withdrawal of balances, formation of a new application.
- Establishing contact. At this stage, it is important to present yourself correctly. When communicating, it is important to know the topics and issues that are relevant to the enterprise.
- Establishment and formation of needs. Using his communication skills and information about the turnover, the agent offers this or that product. He asks the client questions to find out what is most relevant at the moment. During the conversation, it is important to listen carefully to the person and correctly draw conclusions.
- Presentation. During it, the agent talks about the product and the benefits of purchasing it. This is especially important when introducing new products to the market. It is advisable to have a sample of the product so that the customer can visually see the products.
- Work with objections. Customers are not always ready to purchase this or that product (especially something new, which has never been at their point of sale). So, of course, they start objecting. AT this case The agent must carefully, without interrupting, listen to all the arguments of the client. Most of them have no practical justification and are the result of a normal fear of the risk of losing money. The agent must cut off false conclusions, leave those objections that are of real significance. After that, the specialist tells how this or that problem is solved, which, according to the client, may arise. It is important to be persuasive here.
- Completion of the deal. If all the previous stages have brought positive results, then we can assume that the contract has been concluded. However, the agent must first consolidate his success by using "closing", leading questions (for example, "do we sign a contract?" or "for how long do we conclude a contract with you?").
- Merchandising. One of mandatory conditions successful sale is the correct placement of goods on the counter. The sales agent must know how to place products on the shelves so that they are of interest to the consumer.
- End of visit. At this stage, the necessary documentation, the details of cooperation are specified, the conditions and form of delivery, the procedure for payment are agreed.
- Analysis. It includes an assessment of the amount of time spent on the visit, the level of achievement of the set goals (contract volume) and others. Based on the analysis, goals are set for the next visit to the outlet.
Automation
Within a few recent years companies that rely on the work of sales agents establish a close relationship between them and their own managers. The main equipment in this case is a portable computer or a mobile terminal. Through specialized software the manager transfers the necessary information about customers, products, business processes to agents. In this case, the description of the product, as a rule, is supplemented by images, recommendations for its promotion. Thus, the agent becomes a kind of expert. One of the main advantages of the electronic catalog is the ability to quickly change information. For example, a manager has an idea about how to promote a product more effectively. On his computer, he makes the necessary adjustments, which are transferred to the agent's device. Customer information changes in the same way. At the same time, the agent receives all available information about suppliers and buyers, including shipment limits, debts, advances, management of retail outlets, and organizations through which accounting operations are carried out.
Specialist strengths
In the work of sales agents, the following qualities are important:
Profession benefits
Communication skills, energy, optimism and others positive traits liked by the people around. Usually a sales agent is the soul of any company. His creativity, creative approach makes communication with him exciting and positive. In addition, sales agents have the ability to quickly find a way out of problem situations. They are responsive and willing to help.
Negative sides
As in any business, in the work of a sales agent there are negative sides. Often people set themselves unbearable tasks. Many agents, when planning a day, strive to exceed the limit of their capabilities. However, given the transience of time, the need to pay maximum attention to each client, they do not have time to do everything they wanted. As a result, under the influence of physical and emotional stress, they experience stress. This prevents not only the fulfillment of the plan, but also the solution of pressing life problems. As a result, such people often leave very quickly. Having settled in another company, they will certainly face the same problems.
To succeed, you need to be able to deal with emotions, take your work seriously, and also adequately assess your strengths. The situation must always be under control. The profession also has medical contraindications. This activity is not recommended for persons with cardiovascular pathologies, chronic diseases musculoskeletal system, central nervous system, mental disorders, hearing, vision and speech defects.
Conclusion
Sales agent services are becoming more and more in demand today. At the same time, there are no gender priorities. As the employers themselves note, both of them have both disadvantages and advantages. So, for example, girls, as a rule, are less creative, but they have a serious approach to work. Young men, on the contrary, are more likely to use a creative approach, but are often lazy. Professional risks include material liability. However, it is inevitable, since the specialist works with money, and also must ensure the timely receipt of funds to suppliers.
Download job descriptionsales agent(.doc, 81KB)
I. General provisions
- Sales agent belongs to the category of technical executors.
- A person who has a secondary vocational (economic) education without presenting requirements for work experience or secondary education is appointed to the position of a sales agent professional education and special training according to the established program without presenting requirements for work experience.
- Appointment to the position of a sales agent and dismissal from it is carried out by order of the director of the enterprise.
- The sales agent must know:
- 4.1. Normative legal acts, regulations, instructions, other guidance materials and regulatory documents governing the organization of marketing and sale of goods, provision of services.
- 4.2. Fundamentals of financial, economic, tax and labor legislation.
- 4.3. Progressive forms and methods of trade and marketing.
- 4.4. Development prospects and needs of the industry, enterprises, institutions, organizations that are potential buyers (customers) of manufactured products and services.
- 4.5. The procedure for the conclusion of contracts of sale and registration required documents.
- 4.6. Conditions for concluding commercial transactions and methods of bringing goods (services) to consumers.
- 4.7. Price tags and price lists.
- 4.8. Conjuncture of the internal and external market.
- 4.9. Assortment and standard size of goods, rules for decoding codes, articles and marking.
- 4.10. standards requirements and specifications imposed on the quality of goods (services), their main properties, quality and consumer characteristics.
- 4.11. Addresses of potential buyers (customers).
- 4.12. Advanced domestic and foreign experience in organizing the sale of goods and public services.
- 4.13. Fundamentals of psychology, economics and labor organization.
- 4.14. Internal labor regulations.
- 4.15. Rules and norms of labor protection.
- The sales agent reports directly to ____________________________.
- During the absence of a sales agent (vacation, illness, etc.), his duties are performed by a person appointed in in due course. This person acquires the relevant rights and is responsible for their proper implementation.
II. Job Responsibilities
Trading agent:
- Carries out negotiations on the conclusion of purchase and sale transactions, concludes purchase and sale transactions on his own behalf or another person represented by him on the basis of an agreement governing relations between them.
- Performs purchase and sale transactions as a sales agent with simple rights or a sales agent with exclusive rights.
- Performs the functions of a guarantor for the fulfillment of obligations arising from transactions concluded by him, compensating for possible losses in case of failure to fulfill his obligations, in connection with insolvency or other circumstances depending on him.
- Carries out the purchase and sale of goods (services) on its own behalf and at its own expense, being the owner of the goods being sold at the time of the conclusion of transactions.
- On the basis of studying the conjuncture of the goods (services) market, it carries out work to identify and account for potential buyers (customers) for manufactured products, services, and organizes their advertising.
- Analyzes the state and trends in the demand of the population, studies the needs of buyers (customers), advises on the technical and consumer characteristics of goods (services) that contribute to meeting the needs of buyers (customers).
- Carries out work on the implementation progressive methods trade. Establishes prices for goods (services) and determines the conditions for their sale (sale) and provision of services.
- Drafting sales contracts and supervising their implementation.
- Organizes the delivery of purchased products and the provision of services.
- Controls the payment by buyers (customers) of invoices of manufacturers of products or those providing services keeps records of claims of buyers (customers) regarding the execution of sales contracts.
- Identifies the causes of violations of the terms of contracts, takes measures to eliminate and prevent them.
- Ensures the safety of the documentation drawn up under the contracts of sale.
III. The rights
The sales agent has the right:
- Get acquainted with the draft decisions of the management of the enterprise regarding its activities.
- Request personally or on behalf of the immediate supervisor from the heads of departments of the enterprise and specialists information and documents necessary to carry it out official duties.
- Submit proposals for improvement of the work related to the responsibilities provided for in this instruction for consideration by the management.
- Within the limits of his competence, report to his immediate supervisor about all the shortcomings identified in the course of his activities and make proposals for their elimination.
- Require the management of the enterprise to assist in the performance of his duties and rights.
IV. Responsibility
The sales agent is responsible for:
- For improper performance or non-performance of their official duties under this job description— within the limits determined by the current labor legislation of the Russian Federation.
- For offenses committed in the course of carrying out their activities - within the limits determined by the current administrative, criminal and civil legislation of the Russian Federation.
- For causing material damage— within the limits determined by the current labor and civil legislation of the Russian Federation.
Complies with the requirements of the document - "Handbook of qualification characteristics of workers' professions. Issue 1. Jobs of workers that are common to all types economic activity", which was approved by order of the Ministry of Labor and social policy Ukraine dated December 29, 2004 N 336.
The status of the document is "valid".
Foreword
0.1. The document comes into force from the moment of its approval.
0.2. Document developer: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
0.3. Document approved: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
0.4. Periodic check of this document is made with an interval not exceeding 3 years.
1. General Provisions
1.1. The position "Trade Agent" belongs to the category "Specialists".
1.2. Qualifications- basic or incomplete higher education relevant area of study (bachelor or junior specialist). No work experience requirements.
1.3. Knows and applies:
- regulatory legal acts, regulations, instructions, other guidance materials and regulatory documents governing the organization of marketing and sale of goods, the provision of services;
- Fundamentals of financial, economic, tax and labor legislation;
- progressive forms and methods of trade and marketing;
- development prospects and needs of the industry, enterprises, institutions, organizations that are potential buyers (customers) of manufactured products and services;
- the procedure for concluding sales contracts and processing the necessary documents;
- conditions for concluding commercial transactions and methods for bringing goods (services) to consumers;
- current price lists;
- conjuncture of internal and external markets;
- assortment, nomenclature and standard size of goods, rules for decoding codes, articles and marking;
- requirements of standards and specifications for the quality of goods (services), their main properties, quality and consumer characteristics;
- addresses of potential buyers (customers);
- advanced domestic and foreign experience in organizing sales of goods and services to the population;
- Fundamentals of psychology, economics and labor organization;
- Fundamentals of labor law.
1.4. A sales agent is appointed to a position and dismissed by an order for an organization (enterprise/institution).
1.5. The sales agent reports directly to _ _ _ _ _ _ _ _ _ _ .
1.6. The sales agent directs the work of _ _ _ _ _ _ _ _ _ _ .
1.7. A trading agent during his absence is replaced by a duly appointed person who acquires the relevant rights and is responsible for the proper performance of the duties assigned to him.
2. Description of work, tasks and job responsibilities
2.1. Carries out negotiations on the conclusion of purchase and sale transactions, concludes purchase and sale transactions on its own behalf or on behalf of another person who represents on the basis of an agreement governing relations between them.
2.2. Concludes purchase and sale transactions as a sales agent with simple rights or a sales agent with exclusive rights.
2.3. Performs the functions of a guarantor for the fulfillment of obligations arising from the agreements concluded by him, compensating for possible losses in case of failure to fulfill his obligations due to insolvency or other circumstances depending on him.
2.4. Carries out the purchase and sale of goods (services) on its own behalf and at its own expense, becoming the owner of the goods sold at the time of the conclusion of the agreement.
2.5. On the basis of studying the conjuncture of the goods (services) market, it performs work on identifying and accounting for potential buyers (customers) for manufactured products and services that are provided, and organizes their advertising.
2.6. Analyzes the state and trends in the demand of the population, studies the needs of buyers (customers), advises on the technical and consumer characteristics of goods (services) that contribute to meeting the needs of buyers (customers).
2.7. Performs work on the introduction of progressive trading methods.
2.8. Sets prices for goods (services) and determines the conditions for their sale (sale) and provision of services.
2.9. Drafting sales contracts and supervising their implementation.
2.10. Organizes the delivery of purchased products and the provision of services.
2.11. Controls the payment by buyers (customers) of invoices to manufacturers of products or services.
2.12. Keeps records of claims of buyers (customers) for the implementation of sales contracts.
2.13. Identifies the causes of violations of the terms of contracts, takes measures to eliminate and prevent them.
2.14. Ensures the safety of the executed documentation under the contracts of sale.
2.15. Knows, understands and applies the current regulatory documents relating to its activities.
2.16. Knows and complies with the requirements of normative acts on labor protection and environment, complies with the norms, methods and techniques for the safe performance of work.
3. Rights
3.1. The sales agent has the right to take action to prevent and eliminate the occurrence of any violations or inconsistencies.
3.2. A trading agent has the right to receive all social guarantees provided for by law.
3.3. A trading agent has the right to demand assistance in the performance of his duties and the exercise of his rights.
3.4. A trading agent has the right to demand the creation of organizational and technical conditions necessary for the performance of official duties and the provision necessary equipment and inventory.
3.5. A trading agent has the right to get acquainted with the draft documents relating to his activities.
3.6. A trading agent has the right to request and receive documents, materials and information necessary for the performance of his duties and instructions of the management.
3.7. A trade agent has the right to improve his professional qualifications.
3.8. The sales agent has the right to report all violations and inconsistencies identified in the course of its activities and make proposals for their elimination.
3.9. The sales agent has the right to get acquainted with the documents that define the rights and obligations of the position held, the criteria for assessing the quality of the performance of official duties.
4. Responsibility
4.1. The trading agent is responsible for non-fulfillment or untimely fulfillment of the duties assigned by this job description and (or) non-use of the rights granted.
4.2. A trading agent is responsible for non-compliance with the rules of internal labor regulations, labor protection, safety, industrial sanitation and fire protection.
4.3. A trading agent is responsible for disclosing information about an organization (enterprise/institution) that is classified as a trade secret.
4.4. The trading agent is liable for non-fulfillment or improper fulfillment of the requirements of internal normative documents organizations (enterprises/institutions) and legal orders of management.
4.5. A trading agent is liable for offenses committed in the course of its activities, within the limits established by the current administrative, criminal and civil legislation.
4.6. A trading agent is liable for causing material damage to an organization (enterprise/institution) within the limits established by the current administrative, criminal and civil legislation.
4.7. The trading agent is responsible for the misuse of the granted official powers, as well as their use for personal purposes.
Sales agent, representing the interests of the manufacturer or distribution company, is responsible for the promotion of products and their purchase by end users.
Wage
RUB 20,000–50,000 (worka.yandex.ru)
Place of work
The profession of a sales agent is represented in almost all companies engaged in wholesale or retail trade.
Responsibilities
The main duty of a sales agent is to promote the products of the company in which he works. The specialist visits retail outlets or enterprises in need of a particular product, collects applications or offers to purchase products.
In case of a successful transaction, the sales agent concludes a sales contract, monitors the fulfillment of contractual obligations, ensures the delivery of products, monitors the terms of payment. Sometimes the agent, acting as a merchandiser, monitors the display of goods on the shelves in the store.
The sales agent analyzes the demand, keeps a record of customer complaints, transfers information to the company's marketing department.
Important qualities
The work of a sales agent requires communication skills, energy, mobility, an active life position, charisma and the ability to convince.
Reviews about the profession
“He should be sociable, easy to communicate with. Necessarily responsible and honest - the representative must fulfill the promises that he gave to clients and management, otherwise problems may arise. And he must certainly be active - after all, agents have to not only move a lot in space, but also keep a large amount of information in their heads.
Yanina Rekut,
Head of Sales Department, Uniton, Kaliningrad.
stereotypes, humor
"A good sales agent is one who is able to talk a client into ruin."
Robert Orben in the wording of D. Pashkov: "A good sales agent is able to sell three pairs of gloves to Venus de Milo."
Chinese proverb: "He who cannot smile should not engage in trade."
Education
To become a sales agent, you need to master the basics of the profession in special courses. In the future, it is necessary to attend professional trainings and seminars.
