What is the job of a commercial agent? Sales agent: activities and responsibilities

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I. General provisions

  1. A commercial agent belongs to the category of technical performers.
  2. A person who has an average professional education and special training according to the established program without presenting requirements for work experience.
  3. Appointment to the position of a commercial agent and dismissal from it is carried out by order of the director of the enterprise.
  4. The commercial agent must know:
    • 4.1. Regulatory legal acts, regulations, instructions, other guidance materials and documents related to doing business.
    • 4.2. Fundamentals of a market economy.
    • 4.3. Methods of establishing business contacts.
    • 4.4. The procedure for processing documents related to the purchase and sale of goods and the conclusion of contracts, agreements and contracts for the provision of services.
    • 4.5. Fundamentals of labor, financial, economic and tax legislation.
    • 4.6. Operating forms of accounting and reporting.
    • 4.7. Organization of loading and unloading operations.
    • 4.8. Conditions for storage and transportation of goods.
    • 4.9. Internal labor regulations.
    • 4.10. Rules and norms of labor protection.
  5. Commercial agent reports directly
  6. During the absence of a commercial agent (vacation, illness, etc.), his duties are performed by a person appointed in the prescribed manner. This person acquires the relevant rights and is responsible for their proper implementation.

II. Job Responsibilities

Commercial agent:

  1. Participates in the work to establish the necessary business contacts between buyers and sellers of goods, including technical and other products (equipment, raw materials, semi-finished products, etc.), as well as the provision of various commercial services.
  2. Facilitates the purchase and sale of consignments of goods (wholesale), as well as theatrical, musical and other types of creative products (staging performances, performances by artists, athletes, publishing books, recording musical works, etc.).
  3. Ensures the proper execution of concluded contracts and contracts, other required documents, including insurance and export licenses.
  4. Performs the necessary technical work when concluding agreements, contracts and contracts, placing advertisements in the media.
  5. Organizes the provision Vehicle and ensuring the fulfillment of other conditions stipulated by the concluded agreements, contracts and contracts, assists in the delivery of goods.

III. Rights

The commercial agent has the right:

  1. Get acquainted with the draft decisions of the management of the enterprise regarding its activities.
  2. Request personally or on behalf of the immediate supervisor from the heads of departments of the enterprise and specialists information and documents necessary for the performance of his duties.
  3. Submit proposals for improvement of the work related to the responsibilities provided for in this instruction for consideration by the management.
  4. 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.
  5. Require the management of the enterprise to assist in the performance of his duties and rights.

IV. A responsibility

The commercial agent is responsible for:

  1. For improper performance or non-performance of their official duties under this job description, - within the limits determined by the current labor law Russian Federation.
  2. 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.
  3. For causing material damage - within the limits determined by the current labor and civil legislation of the Russian Federation.

A sales agent is a seller who concludes agreements with retail outlets and enterprises: collects orders, monitors the availability of balances, controls and is responsible for timely settlements. The position of a sales agent can be considered as an intermediary between the manufacturing company and the final buyer. He must be familiar with the range of goods and services outlet in order to correctly calculate the required amount of goods that he sells in the future.

Places of work

The profession of a sales agent is in demand in distribution companies and wholesale firms supplying goods to outlets.

History of the profession

In the past, the duties of a sales agent were performed by merchants and wholesalers, they appeared along with the emergence of trade relations between people. The active development of the profession falls on the middle of the 19th century. With its appearance, it was possible to significantly reduce the time of delivery of goods from the manufacturer to the buyer.

Responsibilities of a Sales Agent

AT official duties sales agent includes:

  • maintaining and expanding the client base;
  • conclusion of contracts with clients;
  • control of receivables;
  • merchandising;
  • presentation of goods and services.

Sales agent requirements

Employers put forward the following requirements for sales agents:

  • secondary or higher education;
  • PC knowledge;
  • grammatically correct speech;
  • salesmanship;
  • driver's license (often a car is required);
  • age from 20 to 35 years.

sales agent resume sample

How to become a sales agent

To become a sales agent, a secondary vocational or economic education is sufficient. You can improve your professional level and hone your skills at short-term courses and seminars.

Sales agent salary

The salary of a sales agent depends on the number of clients served, the customer's commodity items, skill level, resource opportunities provided and the region of activity and ranges from 20 to 50 thousand rubles a month. average salary sales agent is 35 thousand rubles a month.

PROFESSIONAL QUALITIES OF A TRADING AGENT

Sellers with a stone expression on their faces, sellers of the "soviet" type, soulless and dishonest sellers go into the distant past. There is already healthy competition in the sales market for services. At first glance: it has become more difficult to sell, easier to buy. The buyer is able to choose the seller to whom he is ready to give his money. He has a choice. Sellers have become more polite and accommodating. Sellers are interested in the fact that you buy the goods from them, after making a purchase, come next time or recommend to others.

What should be a sales agent to survive in the conditions modern market? What professional qualities do you have? What are the ideal requirements that such a seller, sales agent, manager should have? The answer to the question: “Who are you?” is often more important for the client than your technical knowledge. Because it is the answer to this question that will help a potential client decide: does he want you to help him make his life better. The customer buys you first. And only then your product.

Perhaps the most basic qualities that can be identified in the most successful sales agents are: the power of intention, self-confidence, the ability to listen to the client, and a developed sense of humor.

Indeed, a good sales agent loves his job. Selling is passion, love. If there is no passion, then you are professionally unfit. Every visitor you see on the horizon of your business should generate in you the desire “He will be mine!”, As passionately as you sometimes desire a woman or a man. You must have a clear goal of what you want and persevere in achieving it. A good sales agent is always persistent. Persistence is the guarantee of success. A professional will not back down from his intention to make a deal until all possibilities have been exhausted. Intent implies persistence. Even if things are not going very well for you, be persistent. Believe in yourself.

Real professionals are constantly learning, they study all their lives, they go through various seminars several times a year. They hone their skills. When one successful salesperson was asked what was the key to his success, he answered this way:

“I have a firm rule - every month to participate in one, even the most elementary, seminar on trade issues. If I take out at least one new idea It means that I didn’t waste my time and money on training.”

Once a student came to the elderly Teacher and offered a competition: who can cut down the most trees in the forest in a day. The teacher agreed. All day long axes were clattering in the forest. Every hour the Master's ax fell silent for 10 minutes. The student was happy. He thought that the Teacher was getting tired and that he was winning, and he chopped and chopped trees without stopping to rest. When the time was up and the results were summed up, it turned out that the teacher had cut down a lot more trees.

How could that be, he wondered. Teacher, you often rested.
- No, the Teacher answered him, - I sharpened my axe.

If you are afraid of a visitor, if you do not dare to make a call to him, you are afraid of rejection - you are professionally unsuitable for sales. Fear is a bad companion in trading. It is necessary to distinguish for yourself the refusal of business cooperation and the unwillingness to do business with you. The word "NO" that you hear is not being said to you, but means rejecting the proposed deal. If you understand this, then you are a professional. Then you start thinking about how you can make the presentation of the product differently or behave during negotiations. Ask yourself questions: “What did I learn from this experience? How can this be used in the future? Learn from your own mistakes.

A good sales agent believes in himself, in the quality of his goods, and is ready to take calculated risks. He is a real warrior. Each failure only hardens him, each answer "no", convinces him that soon there will be a victory. Truly: "Struggle and seek, find and not give up." Such agents use their own strengths to achieve success, not the weaknesses of competitors or customers.

A good salesperson knows how to ask open-ended questions and how to listen to the client, guiding the conversation slightly in the desired direction. Customers trust those sellers who are able to understand their problems and listen to them more. The main task of a sales agent is to investigate the problems of their customers, advise them on the problem and help them find a solution.

Humor allows you to be as flexible as possible in your behavior and quickly rebuild, establish informal relationships, and easily relate to your temporary setbacks. Stiffness, a sense of self-importance, a desire to command - make you professionally unsuitable. Avoid these qualities, work on yourself. Consult a psychologist, he will help you realize and ... change.

And finally, the next test will allow you to evaluate both your professional quality and the quality of your employees. Answer the questions by evaluating yourself on a 10-point scale.

As a rule, when making my sales, I:
1. Decisive and believe in yourself.
2. Honest in customer relationships.
3. I love my job.
4. Focused on achieving your goal.
5. I behave and dress like a professional.
6. I know how to listen to the client and ask open questions.
7. Can articulate exactly what my client wants.
8. Ready to listen to the client's doubts/objections.
9. I don't get offended if one of the clients says "no".
10. Easily make phone calls to unfamiliar potential clients.
11. I am aware of my weaknesses and work on myself.
12. Willing to take calculated risks.
13. Initiative and enterprising.
14. Ready to implement new ideas.
15. I work measuredly and professionally, and not "burn at work"
16. Be sure to fulfill all my promises and remember the requests of clients.
17. I think about the needs of my clients and take them into account.
18. My benevolence is manifested in the manner of holding, and in facial expression.
19. Confident in the dignity of his product.
20. Attentive (I hear what others say and what they don't say).

Calculate the total points.
If you have more than 160, then you can be congratulated: your customers are crazy about you, you can already teach others how to sell yourself.
If 120-160, then too good result, although there are still unused resources. It is useful for you to attend training seminars.
If 50-119, then further serious work on yourself is needed.
If you scored less than 50 points, then you should look for another job.
© Pavel Barabash [email protected]

Reviews

In my life I had a chance to work as a sales representative for 15 years. And How former specialist in this area, I will say without concealment: those who want to devote themselves completely to this profession should also know other aspects of a specific craft. Working on yourself daily, honing your sales skills, you can go too far. Yes, it will be possible to shine through merchandisers and sellers like X-ray, and, from this or that situation, adjust (in their own interests) the order. Your clients become so ... loyal to you that they "do not fall for" profitable offers of foreign sales agents, they work with your company for years. Such an acquired gift is very useful in work, but in life, sometimes, it turns on unexpectedly for you, bringing disappointment in some person.
I described this quality of a sales representative, Pavel, in the article “On the way to exteriorization”. Maybe my confession may seem too fantastic, but there is some truth in any mysticism. Each of us stops at the step we counted on or deserved!

Personal qualities of an agent Recruitment, selection and training sales staff represent a difficult problem for modern enterprise, oriented in its activities to the market.

The main person providing personal sales is the sales agent (sales representative). It identifies potential buyers, builds direct relationships with them, conducts sales and service arrangements, and collects and analyzes trade information. The activity of an agent is multifaceted and difficult.

The work of an agent is associated with psychological overload and stress. One reason is that the sales agent is on the road for several days, meeting many people, and away from his family. The second is that if the seller is not sufficiently trained efficient technique communication with customers, he tends to identify the refusal of a potential client from the product with the refusal given to him as a person. With a lack psychological training this can lead him into a depressed emotional state.

Although it is very difficult to single out all the qualities necessary for successful sales, there are a few that a sales agent certainly needs to have.

1. The most important quality- self confidence. It is absolutely necessary that the sales agent has a stable sense of self-confidence and is able to endure serious psychological stress without damage to the psyche. He must offer his product again and again, despite the numerous refusals of potential buyers. On the other hand, it is important that self-confidence does not grow into complacency. Otherwise, he will seem arrogant to the client and will be rejected as a result.

2. Next required quality- Ability to think analytically. A sales agent works in the office of a potential customer, his goal is to solve the problem of a potential customer. He must be able to analyze all aspects of the environment and identify The best way problem solving. It often happens that a sales agent can not understand what the essence of the problem is, and makes the wrong move, which leads to failure. USD analysis process

Part II. Management at the instrumental level

wives be backed up by a preliminary phone call providing an agreement and initial information about the needs of the client.

3. There is such a thing as a creative approach, i.e. the ability to find a non-standard solution. Creativity will be required for the sales agent to understand the nature of the problem, the price, financial matters, product design and other elements necessary to complete the transaction. However, this does not mean at all that he should go beyond the company's policy and develop solutions that are unacceptable from her point of view.

4. A special role is given to the agent's ability to plan his actions and follow the plan worked out. Planning is a process that requires an assessment of all existing aspects of the problem, the development of a strategy to solve it and achieve the goal. Next, the agent must mobilize the resources needed to carry out the plan. Someone who can make a plan, but is not able to attract resources and carry it out, is more of a dreamer than a man of action. It requires not only discipline, but also some organization of the mind. Therefore, it is necessary that the sales agent trained in making plans and in conscious control of their implementation. The easiest way is to make a list of urgent cases in order of their importance, and then work on it.

5. A sales agent must have such a skill as the ability to convince. A skilled sales agent is, as a rule, an extrovert. This means that he is sincerely interested in meeting and communicating with other people.

But this is not enough. By demeanor, clothing, verbal and non-verbal communication and other related actions, he must convince a potential client of the reliability of the product and the seriousness of his intentions. Having managed to create a favorable impression, the seller is more likely to close the deal with the client.

6. The agent must be able to empathize with the client, i.e. understand the situation they are in and view their call and follow-up visit with a product offering from the customer's point of view. Maybe the customer is having a difficult technical or financial problem, or maybe he's worried about what his manager will say about purchasing the product. The agent must ask himself these and other questions and try to answer them to himself and the potential consumer, presenting him with options for solving each dilemma.

7. The agent must be a good listener to determine what the potential customer wants before telling them everything they can about their product and then convincing them to buy it. There are two reasons for this:

1) it is a sign of politeness;

Chapter 7 Marketing Communications Management

2) very effective method find out what problems the potential client is experiencing, and correctly formulate the possibility of solving the problem with the help of the product offered for sale.

Professional skills of an agent In order to achieve a complete understanding of the client, a sales agent must have certain professional skills in addition to personal ones.

1. The agent must know almost all the characteristics of the product. If he, in the performance of his duties, is unable to answer any questions or gives incorrect information, this will be very detrimental to the relationship with the client, who is inclined to consider him as an expert in this field. At the same time, the client may be competent enough to ask the sales agent questions that he cannot always find the answer to. Thus, it can be seen as imperative that a hired salesperson receive intensive training on the purpose and function of the product, the stages of its production, all related technical aspects, and how the product is intended to solve the customer's problems.

2. The agent must be aware of the advantages of his product, since he is obliged to emphasize them in every possible way, as well as about the shortcomings, since not only the client, but also the company's competitors will try to find in it weak sides. Almost all products have disadvantages from the customer's point of view, and it is necessary that the sales agent could present them from a different angle and give an alternative view of them, as well as show a positive balance of disadvantages and advantages.

3. The agent must know everything about the after-sales service, i.e. about the financial benefits and intricacies of the service offered by the company in order to make a worthy and acceptable presentation of the product to the client and establish contacts for the future.

4. A sales agent needs to have knowledge about the company he works for: its history, basic information about the management, prospects for its activities. Sometimes the client, not finding any flaws in the product that could motivate the refusal to purchase it, continues to ask the sales agent questions about the company, its history, publicity. One of the most important questions that will certainly be raised in the conversation is financial position companies. Although information about a company is in many cases confidential, there are a number of news agencies in the West that can provide basic information about the company. financial condition. Therefore, a meticulous client can learn a lot about the company's capabilities before