Introduction to Sales - Roles and Responsibilities

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The sales environment encompasses many different roles. These roles can vary in complexity and in the range of responsibilities that go with them. Problem-solving, influence, situational awareness Successful salespeople must solve problems and provide the right solutions for customers. They also need to influence a customer's buying decisions so that a product gets sold.

In addition, they need to facilitate profitable buying strategies by understanding the market they're selling into. Direct and Indirect Sales Responsibilities Though a salesperson's responsibilities will vary from one organization to another, these responsibilities can be classified as either direct or indirect. One of the first tasks a salesperson must deal with is direct selling responsibilities.

These affect how the salesperson will initiate the sales process and how face-to-face encounters with customers are handled. Some examples of direct selling responsibilities include looking for prospective customers, building relationships, attracting customer interest, and discovering customer needs. Indirect selling responsibilities involve the tasks a salesperson must carry out in preparation for making a sale, such as pleasing customers, and seeking repeat sales.

This type of responsibility is more time consuming than direct selling responsibilities, as it often involves providing extended services for the customer. Examples of indirect selling responsibilities include: handling complaints, maintaining customer relations, collecting accounts, and networking. 

Examples - Sales Roles and Responsibilities To gain a better understanding of the different roles and responsibilities involved in sales, consider three examples of distinct sales roles: an account manager, a call center supervisor, and a sales administrator. Each role represents a different level of authority and responsibility. An account manager with a software development company is in charge of generating sales from a portfolio of accounts.

The account manager works toward agreed targets and tries to maximize profitability as much as possible. The account manager's responsibilities also include identifying new customers, monitoring customer feedback, and keeping track of competitors. Being aware of new developments in sales generation and product development is another vital responsibility.

A call center supervisor for an insurance company oversees the employees of the call center to make sure that they make effective sales calls. The supervisor allocates work in the call center so that it's evenly distributed. This role requires that service levels be continually monitored. (...)

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