Job Description

Summary

The focus of this position is working with and through others, building and maintaining relationships, and working closely and accurately within established guidelines. There is a need for an effective communicator, someone who can stimulate and motivate others while being aware of and responsive to their needs and concerns. There will be many different people to meet and work with. The person in this position must be friendly and genuinely interested in the business, agenda, and needs of others, including the company, its management, the team, the company's customers, or all the above.

A persuasive, teaching style of communication is required to communicate the company's policies, programs, and systems. A faster-than-average pace will be the norm for this position. Detail work is a major focus of the job, and those details need to be handled quickly, correctly, and efficiently. This portion of the work will often focus on relationships with others; correct handling of details dealing with others is necessary to maintain and grow relationships. If the job involves managing others, following up carefully, closely, and cheerfully is required to ensure both correct work and maintenance of the relationships. Necessary corrections must be made in a constructive, supportive manner. As time is usually a factor, the work must be done on time, as well as correctly. In general, this is a position where guidelines, structure, and established policies must be followed closely, while working with and for others.

JOB CHARACTERISTICS of Sales Representative

Below are the salient job characteristics, summarized and categorized. For best success, find candidates who thrive in the environment described below.

Pace and Variety of Activities of Sales Representative

• Each day different from the next; especially in personal interactions
• Fast-paced environment
• Multiple projects going simultaneously

Focus of the sales representative

• Very socially-focused; requires "how can I help you?" attitude
• Lots of attention spent on building and maintaining relationships, especially where helping, not pressuring others, foster the relationship

Decision-Making of the sales representative

• Adherence to established guidelines and procedures is important
• Important to involve others in the decision-making; there is a need to build consensus rather than make decisions alone

Communication and Collaboration of the sales representative

• Open, flowing communication is important
• Position requires working with and through others, especially in a helping role
• There is a need for a persuasive, "selling" (rather than "telling") communication style

Delegation and Leadership Style of the sales representative

• Team environment: leader must be willing to jump in and roll up his/her sleeves to help when necessary
• Need someone who leads by example, with first-hand knowledge of area of expertise
• Strong, friendly follow-up necessary on tasks delegated to ensure proper results

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