CLASSIFICATION OF SALES JOBS
All sales jobs have some similarities
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The need to understand the prospect’s problems
The need for self discipline to relentlessly execute a
sales plan
The need for appropriate technical and/or product
knowledge.
The ability to translate products into benefits that
resolve problems
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Trade
Selling
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Missionary
Selling
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Technical
Selling
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Taking orders and field service.
Largely involves delivering orders and
replenishing inventory.
Expected to persuade customers to provide
additional shelf space or more favorable
placement of stock.
Opportunity to increase sales comes most
often through assisting the customer to move
a larger volume of inventory.
Often actually set up product displays in retail
stores.
Educate those who ultimately decide what
product will be used by the consumer.
Often does not see immediate results from
their efforts in the way of products sold.
Still accountable for sales.
Salespeople must also be competent in some
technical specialty related to the products
sold.
Usually called in by another salesperson who
has already contacted the prospect and
stimulated some interest.
Often conducted by a sales team.
Still need real sales skills because their role is
more than just explaining the technical
aspects of the product.