What does a sales representative do?

What is a Sales Representative?

It is the sales representative job role to bring products or services to market for a company, usually in a specific region. A sales representative is more commonly known as a rep. A sales representative represents a company, while a salesperson may sell their product. These two terms are frequently used interchangeably. Salesman, saleswoman, and salesperson are all still commonly used terms, but sales rep, sales representative, and sales representative are commonly used instead.

Frequently, sales representatives are referred to as having a “sales job“; in which sales refers to a job type or a division or department of the company. Direct sales to customers are one type of sales position, but other sales positions are also available. A sales representative might sell things during a visit to a retail store or a dealership. They might also make sales over the phone or through online communication. Sales representatives used to go door-to-door to sell to consumers at home in the past.

As a salesperson who travels as part of their job, a sales representative may also be called a traveling salesperson. Sometimes, the word salesperson is used to describe someone with an aptitude for persuading people, especially in a professional or business setting, as if they were trying to sell them something. It is not the case that sales representatives are called this.

What does a sales representative do?

Customers buy retail goods, services, and products from a sales representative. Customers are assisted in defining their needs, finding solutions, and ensuring that the sales process runs smoothly. The sales rep will also do “cold calling,” use business directories, ask for referrals, or visit existing or new clients to generate new sales leads. The performance of sales representatives may directly affect their income, and their quotas may be under considerable pressure.

Sales representative job duties include:

When it comes to a sales representative job role, you might be required to conduct the following activities:

• A sales representative job position is to lead the generation and qualification of a new sales lead.
• Establish meeting and presentation schedules with prospects.
• A sales representative job position is to develop, plan, and present company presentations.
• Regularly update the account information in the company CRM system to keep track of all sales activities.
• Contact appropriate departments with product pain points from customers and prospects.
• Keep an up-to-date pipeline of prospects.
• Maintain strong relationships with customers and prospects.
• Quotas are met or exceeded.
• Coordination with other members of the team and departments to maximize sales.

Job brief for sales representative

You will be responsible for promoting the benefits of the company’s products to customers in the sales representative job role. An organization’s sales representatives act as the primary point of contact with prospective and existing customers and have a range of duties, including identifying and educating new customers while providing information and assistance to existing customers. Business or related degrees are typically required, as are strong interpersonal and communication skills. The following are the main tasks a person at a sales representative job role is responsible for:

• Offering prospective customers solid arguments for purchasing products and services.
• Ability to approach and engage potential customers with excellent interpersonal skills.
• Evaluating potential and existing customers’ cost-benefits.
• Retaining positive relationships with clients so that future sales will be assured.

Responsibilities of Sales Representative

In a sales representative job role you have the following responsibilities:

• Sells products to customers and meets their needs.
• Work schedule is planned and organized to make calls on existing or potential business outlets and other trade factors to service existing customers, obtain orders, and establish new accounts.
• Determines the type of sales outlet or trade factor that will affect the content of sales presentations.
• Focuses on maximizing sales by studying potential and existing dealer volumes.
• Provides orders based on product literature and price lists.
• By submitting monthly and annual territory analyses, daily call reports, weekly work plans, and monthly and annual performance reports, you keep management updated.
• Collects information on pricing, products, new products, delivery schedules, and merchandising strategies to monitor competition.
• Evaluate results and competitive developments to recommend changes in products, services, and policies.
• Investigates complaints, develops solutions, prepares reports, and recommends management action.
• Attends educational workshops, reviews professional publications, creates personal networks, and participates in professional societies to keep up with professional and technical knowledge.
• Records sales for areas and customers to provide historical information.
• By completing related tasks as needed, contributes to the team effort.

Requirements for Sales Representative

If you are applying for a sales representative job position, you may need some of the following qualifications:

• The degree must be in business, economics, marketing, or a closely related field.
• Extensive sales experience.
• Understand the dynamics and process of selling.
• Customer service with a commitment to excellence.
• Excellent oral and written communication skills.
• Ability to establish rapport quickly with customers and suppliers.
• Knowledge of how to use computers for various tasks.
• Word, Excel, and Outlook are among the Microsoft applications you should be proficient in.
• Ability to work comfortably under fast-paced conditions.

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Sales Interview Questions and Answers | Common Sales and Marketing Interview Questions

Average Salary for Sales Representative

The average annually salary for a sales representative varies significantly across different cities in the Malaysia. Here’s a comparative table of average salaries across major cities in Malaysia:

Sales representative salaries in Malaysia can vary significantly based on factors like relevant experience, industry, and location. Kuala Lumpur generally offers the highest salaries, reflecting its status as the economic hub. 

Experience Level Breakdown

1. Entry-Level (0-2 years): 30,000 - 45,000
2. Mid-Level (3-5 years): 45,000 - 60,000
3. Senior-Level (5-10 years): 60,000 - 90,000
4. Lead/Managerial Level (10+ years): 90,000 and above

Designation hierarchy in Malaysia starts with the sales representative, who is responsible for direct sales and customer relationships. Progressing to the sales manager, this role involves overseeing sales teams and implementing strategies to achieve targets. At the top level, roles such as sales director and vice president of sales focus on strategic leadership and high-level decision-making to drive overall sales performance across the organisation.

Key Skills

You may need some of the following skills if you are applying for the sales representative job role:

• Positive attitude – maintaining confidence.
• Communicate with conviction – resilience.
• Listening actively to the customer – understanding their needs.
• Selling your personality – building rapport.
• A spirit of entrepreneurship – continuous self-improvement.

Why pursue a career as a sales representative?

People don’t always choose sales as their first career choice. A career that can earn you a good income and offer the chance to succeed is something that you should seriously consider if you’re looking for a rewarding career. You can enjoy personal fulfillment, growth, and financial stability as a sales professional. Consider sales as a career option now for these compelling reasons.

• Making a career change or choosing a new career should be based on making sure that it will be in demand in the future. Is sales one such career? Certainly! Although technology continues to improve our lives, many products may change over time, but the need for people to sell them won’t.
• Qualified salespeople earn above-average incomes, regardless of economic conditions, in addition to always being in demand in the marketplace.

You most likely have what it takes to succeed in sales if you’re good with people. You can start by thinking about the activities and jobs you’ve done successfully in the past. When you have taught, coached, or trained others, you have honed the skills you will need to succeed in sales. 

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How to become a sales representative?

Sales representatives do not need formal qualifications to work. Informally, you will receive training at work. If you have relevant sales qualifications, you may have an easier time getting into this occupation. To become a sales representative in a specialized or technical field, you will need to study the subject matter at a college or university. For example: It is often necessary for employees in the chemical sales industry to possess tertiary or professional degrees, as well as expertise in technical or scientific fields. If you are interested in learning more about the applicable subjects and prerequisites at your chosen institution, contact them directly. Alternatively, you can become a sales representative by completing an internship. You need to complete your Senior Secondary Certificate of Education to be considered for employment.

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