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Regional Sales Representative Duties and Responsibilities
The duties of a regional sales representative vary from place to place and depend on a variety of unique factors. Despite these factors, the vast majority of representatives are expected to do the following on a regular basis:
Find Prospective Customers Finding potential customers is a major part of the job for most regional sales representatives. They do this by following leads from current clients, attending trade shows, and using business directories. They may also visit the workplaces of potential clients, but this is usually by appointment only.
Help Clients Choose Products Clients often have difficulty choosing the products or services they need, especially if there are several to choose from. Regional sales representatives help their clients select the right products by taking their business needs and budgets into consideration.
Negotiate Sales Regional sales representatives are often tasked with closing deals and negotiating terms of sale, service agreements, and prices. When doing this, they must find a way to meet the needs of both their client and employer. They may even be required to follow their employer's particular negotiation guidelines.
Follow Up with Clients The ultimate goal of most regional sales reps is to offer clients an excellent product at a reasonable price. After a deal is closed and a sale is made, reps are usually required to follow up with clients to see if the product or service they purchased meets their expectations. They may offer additional services and warranties when doing this.
Collaborate with Other Sales Representatives Sales representatives often work on a team, and many are required to meet certain goals on a regular basis. When working with other reps, they may exchange information and come up with ways to meet their professional goals. Sales reps on the same team may also share potential leads.
Regional Sales Representative Skills and QualificationsThe skills and qualifications needed to become a successful regional sales representative vary from company to company. A college degree is usually not needed to break into the sales industry, but representatives who sell tech and scientific products may need to earn a degree in a relevant field. Regardless of their education level, regional sales representatives need the following traits and abilities to be competitive candidates:
- Sales knowledge - selling products is not for everyone, and companies look for candidates who do not mind selling products and services on a regular basis
- Willingness to travel - regional sales representatives are often responsible for selling to potential customers in a specific geographic area, so they should be ready to travel extensively to meet current and prospective clients
- Basic understanding of technology - successful sales representatives know how to use computers and other devices to create presentations, send emails, and stay in contact with others
- Communication skills - superb verbal and written communication skills are needed to successfully complete sales
- Goal-oriented - sales professionals are often required to meet regular sales goals
Regional Sales Representative Education and TrainingA high school diploma or GED is typically (but not always) required to enter the sales field. Those who sell technical and scientific products may need a bachelor's degree in biology, chemistry, engineering, or computer science, but most sales representatives do not need a degree in these fields. Most regional sales reps receive a significant amount of on-the-job training before they are allowed to work alone. They may be supervised, and some may even need to take employer-sponsored classes prior to starting.
Regional Sales Representative Salary and OutlookAccording to the Bureau of Labor Statistics (BLS), the median annual income for sales representatives is $56,970. Those in the top 10 percent earn more than $120,280 annually, while those in the lowest 10 percent earn less than $27,760 annually. Regional sales representatives employed full time usually receive additional benefits such as health insurance coverage, vacation days, and performance-based bonuses. The employment rate for regional sales representatives is expected to grow 5 percent through 2026. This rate of growth is slightly lower than the national average of 7 percent for all professions. This low rate of growth is attributed to the rise of the online sales industry, which allows customers to browse a variety of products and view their attributes before making a final purchase.
Would you enjoy working as a regional sales representative? Take a look at the following professional resources to see if you're on the right career path:
The Sales Association - geared toward business development and sales professionals, the Sales Association is a national nonprofit organization dedicated to offering resources to the public. With chapters all over the country, the organization offers professional certifications, events, and webinars for members and non-members alike
The Sales Bible: The Ultimate Sales Resource - anyone interested in the sales field should have this book handy as a reference tool. The Sales Bible offers readers a wealth of practical advice and tips for closing sales. The book addresses topics such as generating leads, setting appointments with elusive prospective clients, and using modern media platforms to find new customers. Simply put, this book truly lives up to its name
The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible - The Psychology of Selling explores the art of selling from a psychological standpoint. What do customers really want to hear? How do you sell to someone who is completely uninterested in your product or service? How do you market to budget-conscious customers? This book answers all these questions and more in a concise and easy-to-understand manner
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