All You Need to Know on Brokers & Sales Representatives
By: A.Noton
Submitted: 2010-02-01 09:00:26 | Word Count: 533
Companies use brokers and sales representatives to take their merchandize out into the market and make sales. Brokers are generally outsourced and work from their own offices, whilst sales representatives work internally using the company s resources. We ve got the inside scoop on all you need to know on Brokers & Sales Representatives.
Brokers are paid on a commission basis as they usually have other income streams as well as that of the company they represent. Brokers generally represent several companies, often in the same industry and sell a wide range of products. Sales representatives are often paid a small basic salary and get commission on sales generated.
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Availability of employment opportunities for sales representatives and brokers and earnings potential may change with fluctuating economic conditions.
Sales representatives and brokers form an important part of business for manufacturers and wholesalers and their potential success.
The main objective of the job is for sales representatives and brokers to make prospective customers interested in the merchandise and to close the sale of the merchandise.
The process of marketing and selling a something could be extensive, taking from several days to months. A sales representative or broker promotes their product telephonically or in person, explain the features and benefits of their products and answer questions from the prospective customers.
Industries that use brokers are usually in the service industry such as insurance fields. Companies that use representatives deal with any kind of goods, such as foods, office supplies, cosmetic ranges, and apparel.
It is essential for sales representatives to be aware of new products in their range and changing needs of the customers. Attending trade shows, training seminars and product launches help representatives and brokers to stay abreast of changes in the market and new products as well as changing market trends.
Meeting fellow sales representatives, brokers and clients can be done at conferences where new product developments are discussed.
If a product is of technical nature where a broker or sales representative lacks knowledge, they are able to team up with a technical person who lacks sales knowledge and together they have the ability to complete the sales cycle.
Sales representatives that spend most of their time on the telephone are sometimes called telesales representatives. They sell goods, take orders, and resolve problems or complaints about the products. This type of sales representative generally does not leave the office as they are responsible for getting new clients on board by means of cold calling individuals or organizations to establish a contact point for the sale. They sometimes also arrange meetings for the outside sales representatives of the company.
The Outside sales representatives spend most of their time traveling to visit current clients as well as prospective buyers. These visits are called sales call , where the client s needs are discussed and suggestions are made as to how the company s merchandise or services can meet the needs of the client.
During the sales call, the broker or sales representative may leave samples or catalogs describing their company s products, and they will give the customers ways in which the products can save money and build the company s productivity; information about prices and availability.
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