Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel

Sales & Account Management

Level 3294 of 1200 points

Job description

Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel

Job purpose

To sell services to individual and business customers by identifying prospects, explaining what a service provides and agreeing its price and terms, and to support them after the sale, so that services are sold on agreed terms and customers' problems are resolved.

Skills

Working knowledge of the services sold and of the vendor capabilities and limitations behind them, with pricing and cost comparison, credit and contract terms, and the market conditions, competitor prices and regulations that bear on what can be offered, kept current through trade meetings and publications. No record exists of qualifications held by incumbents; the preparation indicated is school-level education with little or no previous experience and on-the-job training.
Contacts prospective and existing customers to discuss how the services meet their needs, answers questions on prices, availability and credit terms, delivers presentations and proposals explaining service specifications, and negotiates prices and terms. Consults clients after the sale to resolve problems, and distributes promotional material at conferences and trade shows.
Judges which service, at what price and terms, meets a customer's requirement: comparing the costs of alternatives, weighing what the vendor can deliver, and setting a quotation and fulfilment date that can be honoured; and establishes what has gone wrong when a customer raises a problem after the sale. Answers are bounded by vendor capability and available terms, but each requirement differs.
Builds a prospect list from business directories, client leads and trade shows, and sequences customer contact, quotations and after-sales support so that quoted fulfilment dates are met, with several customers at different stages at once.
Work is carried out on a computer, maintaining customer records and creating forms, agreements and proposals, and at trade events. No handling or dexterity demand is evidenced.

Responsibilities

No line management is indicated. Influence runs to customers, whose purchasing decisions the postholder is engaged to shape, before and after the sale.
Computes and compares service costs, quotes prices, credit terms and fulfilment dates, negotiates sales and service agreements, and creates the forms completing a sale. Revenue on each sale is directly affected, though no budget is held and the terms available are set by the organisation and its vendors.
Ordinary care of a workstation, the customer record system and promotional material distributed at events. No stock or plant is indicated.
Maintains customer records using automated systems, produces forms, agreements, proposals and quotations, and gathers information on competitors. What has been quoted and agreed commits the organisation, so accuracy matters.

Effort required

Attention to detail in comparing costs and quoting prices, credit terms and fulfilment dates correctly, and in tracking several customers at different stages while switching between prospecting, quoting and after-sales problems.
Persuading customers who may not wish to buy, and handling those who raise problems after a contract is signed, calls for composure. No exposure to distress, aggression or emotionally demanding casework is evidenced.
No posture, exertion or handling demand is evidenced; the tasks described are carried out in conversation, in writing and on a computer.

Working conditions

Indoor, environmentally controlled settings, with regular time in an enclosed vehicle travelling to customer establishments. No hazardous conditions, contaminants, noise or weather exposure are recorded; the exposure is interpersonal — continuous customer contact, and conflict with discourteous or angry people.
Regular established schedule. No shift or on-call work. Considerable freedom to determine own priorities, under time pressure and competition, with frequent decisions whose consequences fall on colleagues and company results.

Skills

40% · 179 points▾

KnowledgeLevel 3 of 8
54 of 144 points
Knowledge of facts, principles and general ideas in a job area. The job requires a range of thinking and practical knowledge to do tasks and solve problems by choosing and using basic methods, tools, materials and information.
Interpersonal and communication skillsLevel 3 of 5
58 of 96 points
Effective communication and interpersonal relationships. The job holder is required to adapt communication to different audiences and foster trust, cooperation and positive working relationships.
Problem-solving skillsLevel 2 of 5
38 of 96 points
Standard problems. The job involves solving problems with defined alternatives. Some judgement is needed, but help is usually available.
Planning and organisational skillsLevel 2 of 5
29 of 72 points
Basic organisational skills required. The job involves planning and organising one's own work within set deadlines. Some input into scheduling and prioritisation of tasks.
Physical skillsLevel 0 of 5
0 of 72 points
Not applicable. The job does not require any particular physical skills (although there is likely to be some physical activity).

Responsibility

35% · 38 points▾

PeopleLevel 0 of 5
0 of 144 points
Does not apply. The job does not require any responsibility for people.
Goods and equipmentLevel 0 of 5
0 of 84 points
Not applicable. The job does not involve any responsibility for goods or equipment.
InformationLevel 2 of 5
38 of 96 points
Limited responsibility for information. The job requires the individual to gather, process or share information in a controlled way, following guidelines or predefined procedures.
Financial resourcesLevel 0 of 5
0 of 96 points
Not applicable. The job does not require any responsibility for financial resources.

Effort

15% · 53 points▾

Mental effortLevel 2 of 5
24 of 60 points
Moderate mental effort. The job involves tasks that require focus, such as analysing straightforward information or performing repetitive tasks that require attention to detail.
Psychosocial and emotional effortLevel 2 of 5
29 of 72 points
Occasional psychosocial and emotional effort. The job requires occasional involvement in emotionally demanding situations, such as handling minor conflicts or dealing with upset individuals.
Physical effortLevel 0 of 5
0 of 48 points
Not applicable. The job does not require any physical effort.

Working Conditions

10% · 24 points▾

Environment (physical, psychological or emotional)Level 1 of 5
17 of 84 points
Minimal exposure to hazards or stress. The job involves little or no exposure to physical hazards (e.g. chemicals, moving equipment, noise) and minimal emotional or psychological risks (e.g. occasional routine tasks with no emotional burden). There is minor exposure to dust, dirt, fumes, noise, waste, poor lighting, etc.
Organisational environmentLevel 1 of 5
7 of 36 points
Minimal organisational demands. The job requires standard working hours with no night shifts or irregular schedules. There is little or no need for travel or digital connectivity beyond typical working hours.