Vertegenwoordiger

A sales representative’s job is to promote products and services to potential customers, pitch products with a unique selling promotional strategy, and maintain existing customer accounts by ensuring customers' accounts have a proper and smooth sales process.

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Who is a sales representative?

A sales representative (sales rep or salesperson) is an individual who is responsible for selling products, services, or solutions on behalf of a company to prospective customers. Their main objective is to build relationships with potential customers, understand their needs and preferences, and then promote and pitch the company’s offerings to meet those needs.

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What does a sales representative do?

The responsibilities of sales representatives are:

Prospectie
Building relationships
Product/service presentation
Needs assessment
Customized solutions
Handling objectives
Negotiations
Deals sluiten
After-sales support
Sales reporting

Prospecting: Sales representatives spend a significant amount of them identifying potential customers or leads. They use different methods, such as researching online databases, using social media platforms, attending industry events, and networking to find individuals or businesses that might be interested in their company’s products and services.
Building relationships: Sales representatives are relationship builders. They work on establishing trust and rapport with potential customers to create a foundation for future business opportunities.
Product/service presentation: Once they identify potential customers, sales reps need to effectively present the products and services offered by the company. This includes explaining the benefits and unique selling propositions of the product compellingly. Sales reps must be knowledgeable and confident about the products they are selling.
Needs assessment: During the sales process, sales representatives conduct a thorough needs assessment to understand the specific needs of the customer and pain points of the potential customer.
Customized solutions: Based on the needs assessment, sales reps customize their sales pitch and the solutions to suit the individual customer. They emphasize how their offerings can provide value and solve the customer’s challenges.
Handling objectives: Perspective customers may raise objections or concerns during sales. Sales representatives need to be skilled at handling objections diplomatically and providing suitable responses to alleviate customer objections.
Negotiations: Sales reps engage in negotiations to discuss pricing, terms and conditions while keeping the customer’s interest and budget constraints.
Closing deals: A critical part of a sales rep’s role is to close deals successfully, which means encouraging the customer to make a purchase decision throughout the buying journey.
After-sales support: Sales representatives often continue to be involved after the sales is made. They provide post-sales support, and address customer concerns.
Sales reporting: Sales representatives maintain sales activities, leads, and outcomes records. On the basis of the outcomes, reports are prepared and shared with the team and progress is made towards the target.

What are the skills of sales representatives?

The skills of sales representatives are as follows:

Communication skills
Negotiation skills
Know customer needs
Productkennis
Tijdmanagement
Problem-solving skills
Emotional intelligence

Communication skills: Sales representatives must be excellent verbal and written communicators. They must articulate product features, benefits, and pricing and listen actively to customers' needs.
Negotiation skills: Sales representatives often negotiate to reach mutually beneficial agreements with customers. Strong negotiation skills help them close deals and achieve favourable terms for both parties.
Know customer needs: Successful sales reps take the time to understand their customer's need and pain points that help identify these; they can tailor their sales pitch to provide relevant information.
Product knowledge: In-depth knowledge of the product or services they sell is essential for sales representatives. They must be able to answer customer questions, address concerns, and position their offerings and solutions to the customer needs.
Time management: Sales representatives handle multiple leads and clients simultaneously. Effective time management helps them prioritize tasks, manage appointments, and focus on results-driven practices.
Problem-solving skills: Sales representatives encounter various challenges during the sales process. Strong problem–solving abilities allow them to find creative solutions to overcome hurdles and meet customer needs.
Emotional intelligence: Understanding and empathizing with customer emotions helps sales representatives build trust and rapport. Emotional intelligence allows them to connect with customers on a deeper level.

Enquêtes onder werknemers:

Dit zijn korte enquêtes die regelmatig kunnen worden verstuurd om snel na te gaan hoe uw werknemers over een onderwerp denken. De enquête bevat minder vragen (niet meer dan 10) om snel informatie te krijgen. Ze kunnen op regelmatige tijdstippen (maandelijks/wekelijks/kwartaallijk) worden afgenomen.

Eén-op-één vergaderingen:

Periodieke bijeenkomsten van een uur voor een informeel gesprek met elk teamlid is een uitstekende manier om een goed beeld te krijgen van wat er bij hen leeft. Omdat het een veilig en privégesprek is, helpt het u om betere details over een kwestie te krijgen.

eNPS:

eNPS (employee Net Promoter score) is een van de eenvoudigste maar doeltreffende manieren om de mening van uw werknemers over uw bedrijf te beoordelen. Het bevat een intrigerende vraag die de loyaliteit meet. Een voorbeeld van eNPS-vragen zijn: Hoe waarschijnlijk is het dat u ons bedrijf bij anderen aanbeveelt? Werknemers beantwoorden de eNPS-enquête op een schaal van 1-10, waarbij 10 betekent dat het 'zeer waarschijnlijk' is dat zij het bedrijf zullen aanbevelen en 1 betekent dat het 'zeer onwaarschijnlijk' is dat zij het bedrijf zullen aanbevelen.

Op basis van de antwoorden kunnen de werknemers in drie verschillende categorieën worden ingedeeld:

Promoters
Werknemers die positief hebben gereageerd of akkoord zijn gegaan.
Detractors
Medewerkers die negatief hebben gereageerd of het er niet mee eens zijn.
Passieven
Werknemers die neutraal zijn gebleven met hun antwoorden.