Agent - from lat. agents, genus. n. agentis - acting. The profession is suitable for those who are interested in economics and social studies (see the choice of profession for interest in school subjects).
Trading agent- a representative of a manufacturer, wholesaler or distribution company responsible for promoting goods to retail outlets. However, a sales agent can also work for himself, being a representative of several large suppliers.
Features of the profession
Sales agent visits stores, offering goods for delivery, collects applications. Drafting sales contracts and supervising their implementation. Sometimes he also provides delivery and shipment of goods, merchandising (monitors the display of goods and its presence on the counter).
The sales agent keeps a record of the claims of buyers and customer stores. Analyzes the demand for goods.
Workplace
A sales agent can work for a wholesale company, a manufacturing enterprise. Working for himself, he can trade in the products of competing suppliers. At the same time, he himself sets prices and conditions of sale. Such an agent can organize his own company, which can represent large suppliers, promoting their products in their region.
Important qualities
Mobility, energy, organization, communication skills.
Knowledge and skills
The sales representative needs to know:
- normative legal acts, regulations, instructions regulating the organization of marketing and sale of goods;
- know the procedure for concluding sales contracts;
- understand market conditions, monitor the level of prices in the market, know consumer properties product with which he works.
Salary
Salary as of 03/10/2020
Russia 20000—100000 ₽
Moscow 55000—100000 ₽
sales agent training
The specialty "Trade" can be obtained in one of the universities with the Faculty of Economics. In practice, people without higher economic education often work as sales agents.
A sales agent is a seller who concludes agreements with retail outlets and enterprises: collects orders, monitors the availability of balances, controls and is responsible for timely settlements. The position of a sales agent can be considered as an intermediary between the manufacturing company and the final buyer. He must be well acquainted with the range of goods and services of the outlet in order to correctly calculate the required amount of goods that he sells in the future.
Places of work
The profession of a sales agent is in demand in distribution companies and wholesale firms supplying goods to outlets.
History of the profession
In the past, the duties of a sales agent were performed by merchants and wholesalers, they appeared along with the emergence of trade relations between people. The active development of the profession falls on the middle of the 19th century. With its appearance, it was possible to significantly reduce the time of delivery of goods from the manufacturer to the buyer.
Responsibilities of a Sales Agent
AT official duties sales agent includes:
- maintaining and expanding the client base;
- conclusion of contracts with clients;
- control of receivables;
- merchandising;
- presentation of goods and services.
Sales agent requirements
Employers put forward the following requirements for sales agents:
- average or higher education;
- PC knowledge;
- grammatically correct speech;
- salesmanship;
- driver's license (often a car is required);
- age from 20 to 35 years.
sales agent resume sample
How to become a sales agent
To become a sales agent, a secondary vocational or economic education is sufficient. You can improve your professional level and hone your skills at short-term courses and seminars.
Sales agent salary
The salary of a sales agent depends on the number of clients served, the customer's commodity items, skill level, resource opportunities provided and the region of activity and ranges from 20 to 50 thousand rubles a month. average salary sales agent is 35 thousand rubles a month.
To carry out work on the introduction of progressive methods of trading. 3.8. Establish prices for goods (services) and determine the conditions for their sale (sale) and provision of services. 3.9. Drafting sales contracts and supervising their execution. 3.10. Organize the delivery of purchased products and services. 3.11. To control payment by buyers (customers) of invoices to manufacturers of products or providing services. 3.12. Keep records of claims of buyers (customers) for the execution of sales contracts. 3.13. Identify the causes of violations of the terms of contracts, take measures to eliminate and prevent them. 3.14. Ensure the safety of the documentation drawn up under the contracts of sale. IV. Rights The sales agent has the right to: 4.1. Get acquainted with the draft decisions of the management of the enterprise relating to its activities. 4.2.
Sales agent job description
Education* secondary vocational (economic) 2.2 work experience without presenting requirements for work experience 2.3 knowledge Normative legal acts, regulations, instructions, others guidance materials and normative documents regulating the organization of marketing and sale of goods, provision of services. Fundamentals of financial, economic, tax and labor legislation. Progressive forms and methods of trade and marketing. Development prospects and needs of the industry, enterprises, institutions, organizations that are potential buyers (customers) of manufactured products and services.
The procedure for the conclusion of contracts of sale and registration required documents. Conditions for concluding commercial transactions and methods of bringing goods (services) to consumers. Price tags and price lists. Conjuncture of the internal and external market.
Sales agent: activities and responsibilities
Inaccurate information about the status of the work. 4.3. Failure to comply with orders, orders and instructions of the head of the Organization. 4.4. Failure to take measures to suppress the identified violations of safety regulations, fire and other rules that pose a threat to the activities of the Organization and its employees.
4.5. Failure to enforce labor discipline. 5. WORKING CONDITIONS 5.1. The mode of operation of a trading agent is determined in accordance with the Rules of the internal work schedule set in the organization. 5.2. In connection with the production need, the sales agent is obliged to go on business trips (incl.
local importance). 6. RIGHT OF SIGNATURE 6.1. To ensure its activities, a trading agent is granted the right to sign organizational and administrative documents on issues that are part of its functional duties.
Trading agent
This must be taken into account when building interaction.
Sales agent profession
Attention
Such activities are not recommended for people with cardiovascular pathologies, chronic diseases of the musculoskeletal system, central nervous system, mental disorders, hearing, vision and speech defects. Conclusion Sales agent services are becoming more and more in demand today. At the same time, there are no gender priorities.
As the employers themselves note, both of them have both disadvantages and advantages. So, for example, girls, as a rule, are less creative, but they have a serious approach to work. Boys, on the other hand, are more likely to use creativity but are often lazy. To professional risks may be liable.
Sales agent job description
During the period of temporary absence of a commercial agent, his duties are assigned to. 2. FUNCTIONAL DUTIES A trading agent performs the following duties: Negotiates the conclusion of purchase and sale transactions, concludes purchase and sale transactions on his behalf or another person he represents on the basis of an agreement governing relations between them. Performs purchase and sale transactions as a sales agent with simple rights or a sales agent with exclusive rights.
Performs the functions of a guarantor for the fulfillment of obligations arising from transactions concluded by him, compensating for possible losses in case of failure to fulfill his obligations, in connection with insolvency or other circumstances depending on him. Carries out the purchase and sale of goods (services) on its own behalf and at its own expense, being the owner of the goods being sold at the time of the conclusion of transactions.
Conforms to the requirements of the document - "DIRECTORY qualification characteristics occupations of workers. Issue 1. Occupations of workers that are common to all types economic activity", which was approved by the order of the Ministry of Labor and Social Policy of Ukraine dated December 29, 2004 N 336.
The status of the document is "valid".
Preface to job description
0.1. The document comes into force from the moment of its approval.
0.2. Document developer: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
0.3. Document approved: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
0.4. Periodic check this document produced at intervals not exceeding 3 years.
1. General Provisions
1.1. The position "Trade Agent" belongs to the category "Specialists".
1.2. Qualifications- basic or incomplete higher education in the relevant field of study (bachelor or junior specialist). No work experience requirements.
1.3. Knows and applies:
- regulatory legal acts, regulations, instructions, other guidance materials and regulatory documents governing the organization of marketing and sale of goods, the provision of services;
- Fundamentals of financial, economic, tax and labor legislation;
- progressive forms and methods of trade and marketing;
- development prospects and needs of the industry, enterprises, institutions, organizations that are potential buyers (customers) of manufactured products and services;
- the procedure for concluding sales contracts and processing the necessary documents;
- conditions for concluding commercial transactions and methods for bringing goods (services) to consumers;
- current price lists;
- conjuncture of internal and external markets;
- assortment, nomenclature and standard size of goods, rules for decoding codes, articles and marking;
- requirements of standards and specifications to the quality of goods (services), their main properties, quality and consumer characteristics;
- addresses of potential buyers (customers);
- advanced domestic and overseas experience organization of sales of goods and services to the population;
- Fundamentals of psychology, economics and labor organization;
- Fundamentals of labor law.
1.4. A sales agent is appointed to a position and dismissed by an order for an organization (enterprise/institution).
1.5. The sales agent reports directly to _ _ _ _ _ _ _ _ _ _ .
1.6. The sales agent directs the work of _ _ _ _ _ _ _ _ _ _ .
1.7. The sales agent during the absence is replaced by a person appointed in in due course which acquires the relevant rights and is responsible for the proper performance of the duties assigned to it.
2. Description of work, tasks and job responsibilities
2.1. Carries out negotiations on the conclusion of purchase and sale transactions, concludes purchase and sale transactions on its own behalf or on behalf of another person who represents on the basis of an agreement governing relations between them.
2.2. Concludes purchase and sale transactions as a sales agent with simple rights or a sales agent with exclusive rights.
2.3. Performs the functions of a guarantor for the fulfillment of obligations arising from the agreements concluded by him, compensating for possible losses in case of failure to fulfill his obligations due to insolvency or other circumstances depending on him.
2.4. Carries out the purchase and sale of goods (services) on its own behalf and at its own expense, becoming the owner of the goods sold at the time of the conclusion of the agreement.
2.5. On the basis of studying the conjuncture of the goods (services) market, it performs work on identifying and accounting for potential buyers (customers) for manufactured products and services that are provided, and organizes their advertising.
2.6. Analyzes the state and trends in the demand of the population, studies the needs of buyers (customers), advises on the technical and consumer characteristics of goods (services) that contribute to meeting the needs of buyers (customers).
2.7. Performs work on the introduction of progressive trading methods.
2.8. Sets prices for goods (services) and determines the conditions for their sale (sale) and provision of services.
2.9. Drafting sales contracts and supervising their implementation.
2.10. Organizes the delivery of purchased products and the provision of services.
2.11. Controls the payment by buyers (customers) of invoices to manufacturers of products or services.
2.12. Keeps records of claims of buyers (customers) for the implementation of sales contracts.
2.13. Identifies the causes of violations of the terms of contracts, takes measures to eliminate and prevent them.
2.14. Ensures the safety of the executed documentation under the contracts of sale.
2.15. Knows, understands and applies the current regulatory documents relating to its activities.
2.16. Knows and complies with the requirements of normative acts on labor protection and environment, complies with the norms, methods and techniques for the safe performance of work.
3. Rights
3.1. The sales agent has the right to take action to prevent and eliminate the occurrence of any violations or inconsistencies.
3.2. A trading agent has the right to receive all social guarantees provided for by law.
3.3. A trading agent has the right to demand assistance in the performance of his duties and the exercise of his rights.
3.4. A trading agent has the right to demand the creation of organizational and technical conditions necessary for the performance of official duties and the provision necessary equipment and inventory.
3.5. A trading agent has the right to get acquainted with the draft documents relating to his activities.
3.6. A trading agent has the right to request and receive documents, materials and information necessary for the performance of his duties and instructions of the management.
3.7. A trade agent has the right to improve his professional qualifications.
3.8. The sales agent has the right to report all violations and inconsistencies identified in the course of its activities and make proposals for their elimination.
3.9. The sales agent has the right to get acquainted with the documents that define the rights and obligations of the position held, the criteria for assessing the quality of the performance of official duties.
4. Responsibility
4.1. The trading agent shall be liable for non-fulfillment or untimely fulfillment of the requirements of this job description obligations and (or) non-use of the granted rights.
4.2. A trading agent is responsible for non-compliance with the rules of internal labor regulations, labor protection, safety, industrial sanitation and fire protection.
4.3. A trading agent is responsible for disclosing information about an organization (enterprise/institution) that is classified as a trade secret.
4.4. The trading agent is liable for non-fulfillment or improper fulfillment of the requirements of internal normative documents organizations (enterprises/institutions) and legal orders of management.
4.5. A trading agent is liable for offenses committed in the course of its activities, within the limits established by the current administrative, criminal and civil legislation.
4.6. A trading agent is liable for causing material damage to an organization (enterprise/institution) within the limits established by the current administrative, criminal and civil legislation.
4.7. The trading agent is responsible for the misuse of the granted official powers, as well as their use for personal purposes.
Many people think that Sales Representative and the agent is one profession. This misconception is a consequence of the fact that in many enterprises these professions are combined into one. However, in reality, more tasks are performed by a sales representative. The agent acts as a seller of the goods of one or more companies under an agreement with them. Let's take a closer look at this profession.
What does a sales agent do?
This profession is quite specific. The job of a sales agent is to establish mutually beneficial cooperation. Simply put, this specialist connects wholesalers and retailers. To achieve the goal, he should make some efforts. In fact, he must convince the enterprise to purchase from this particular supplier, and not from another. In this case, the sales agent uses various tools. This may be some kind of discount system, deferred payments, special delivery conditions, and so on.
Classification
There are the following types of sales agents:
- By delivery.
- On receiving orders.
- Visitors.
- Informants (explain the advantages of products).
- With technical knowledge (they are usually consultants to the firm).
- For the sale of rarely purchased material products (encyclopedias, for example).
- For the implementation of intangible values (education, advertising, insurance).
The specifics of the profession
Sales agents are people with minimal experience. According to employers, there is a high turnover of such personnel in the labor market. The fact is that many specialists quit quickly enough, unable to withstand the high intensity of work. To achieve success in this profession, you need to put all your strength and all your time. The main qualities of a sales agent are activity, purposefulness, sociability, the ability to quickly make important decisions, and a creative approach to the client. This profession is for those who like to communicate with people, who are attracted by the prospect of high income and the opportunity to realize their potential.
Trade agent: job description
Every day of a specialist begins with a planning meeting. It discusses what has already been done and the tasks that should be implemented. Each sales agent has his own plan - the norm. For example, at least five contracts must be concluded in a week. After the planning meeting, the specialist is armed with price lists, forms a route for the day. Active activity of sales agents continues until approximately 15:00. Until that time, it is more likely to conclude the necessary contracts. Each specialist has more than a hundred points in the database. During the day you need to go around most of them. Having your own car is a big plus. The main responsibilities of an agent are:
- Collection of applications.
- Monitoring the fulfillment of obligations.
- Collection of money.
In addition, the sales agent constantly comes up with, develops schemes, thanks to which various agreements are formed between clients. These can be various promotions, "shelf buyback" (part of the counter is occupied by a certain category of products), and so on.
A responsibility
The sales agent controls the fulfillment of the obligations of the parties - the supplier and the buyer. This means that his tasks include collecting payment. For example, the goods are delivered, and the client says that the payment can only be made in the evening. The sales agent waits for the allotted time and goes for the money. Thus, his day can end at 6, and at 8, and even at 10 pm. It should be remembered that a sales agent is a financially responsible person. This is mentioned in the contract that he concludes with the employer. The specialist is liable for shortages, unpaid deliveries, etc.
Ways to get a profession
Many young people are interested in how to become a sales agent. You can get a job different ways. However, the first condition is the presence of secondary education. The second obligatory circumstance is age. By law, a minor cannot be a sales agent. This is due to the fact that the profession is associated with the circulation of money and liability. Sales agents train special educational institutions. You can get a job in educational institution training specialists in the field of sales. In addition, some educational institutions that provide knowledge from other areas provide an opportunity to receive additional training.
Opinions of employers
Many employers believe that any special training for specialists is not necessary. A sales agent learns all the necessary skills in the process of performing assigned tasks independently. There is, however, another opinion. Employers, in particular, note that all the tasks that a sales agent performs, the duties, capabilities of a specialist, as well as the intricacies of communicating with clients and establishing interaction between them require careful explanation. The training of employees, according to these employers, is a rather serious process. They believe that every sales agent should be trained. The duties of a specialist require not only creative, innovative thinking, but also certain knowledge. In particular, employees must understand the many psychological intricacies of human nature, technical specifications products, contract requirements, etc.
Scheme of success
There is a certain model - 10 steps of a sales agent.
This scheme includes the following items.
- Preparation, planning, goal setting. Before visiting retail outlets, the agent looks through his records, draws up an itinerary for the day, and collects all the necessary documents.
- Inspection and analysis (external and internal) of TT. these activities involve direct communication with responsible persons point of sale, withdrawal of balances, formation of a new application.
- Establishing contact. At this stage, it is important to present yourself correctly. When communicating, it is important to know the topics and issues that are relevant to the enterprise.
- Establishment and formation of needs. Using his communication skills and information about the turnover, the agent offers this or that product. He asks the client questions to find out what is in this moment most relevant. During the conversation, it is important to listen carefully to the person and correctly draw conclusions.
- Presentation. During it, the agent talks about the product and the benefits of purchasing it. This is especially important when introducing new products to the market. It is advisable to have a sample of the product so that the customer can visually see the products.
- Work with objections. Customers are not always ready to purchase this or that product (especially something new, which has never been at their point of sale). So, of course, they start objecting. In this case, the agent must carefully, without interrupting, listen to all the arguments of the client. Most of them have no practical justification and are the result of a normal fear of the risk of losing money. The agent must cut off false conclusions, leave those objections that are of real significance. After that, the specialist tells how this or that problem is solved, which, according to the client, may arise. It is important to be persuasive here.
- Completion of the deal. If all the previous stages have brought positive results, then we can assume that the contract has been concluded. However, the agent must first consolidate his success by using "closing", leading questions (for example, "do we sign a contract?" or "for how long do we conclude a contract with you?").
- Merchandising. One of the prerequisites successful sale is the correct placement of goods on the counter. The sales agent must know how to place products on the shelves so that they are of interest to the consumer.
- End of visit. At this stage, the necessary documentation is drawn up, the details of cooperation are specified, the conditions and form of delivery, and the payment procedure are agreed.
- Analysis. It includes an assessment of the amount of time spent on the visit, the level of achievement of the set goals (contract volume) and others. Based on the analysis, goals are set for the next visit to the outlet.
Automation
Over the past few years, companies that rely on the work of sales representatives have established a close relationship between them and their own managers. The main equipment in this case is a portable computer or a mobile terminal. Through specialized software the manager transfers the necessary information about customers, products, business processes to agents. In this case, the description of the product, as a rule, is supplemented by images, recommendations for its promotion. Thus, the agent becomes a kind of expert. One of the main advantages electronic catalog is the ability to quickly change the information. For example, a manager has an idea about how to promote a product more effectively. On his computer, he makes the necessary adjustments, which are transferred to the agent's device. Customer information changes in the same way. In this case, the agent receives all available information about suppliers and buyers, including shipping limits, debts, advances, management outlets, about the organizations through which accounting operations are carried out.
Specialist strengths
In the work of sales agents, the following qualities are important:
Profession benefits
Sociability, energy, optimism and other positive qualities are liked by others. Usually a sales agent is the soul of any company. His creativity, creative approach makes communication with him exciting and positive. In addition, sales agents have the ability to quickly find a way out of problem situations. They are responsive and willing to help.
Negative sides
As in any business, in the work of a sales agent there are negative sides. Often people set themselves unbearable tasks. Many agents, when planning a day, strive to exceed the limit of their capabilities. However, given the transience of time, the need to pay maximum attention to each client, they do not have time to do everything they wanted. As a result, under the influence of physical and emotional stress, they experience stress. This prevents not only the fulfillment of the plan, but also the solution of pressing life problems. As a result, such people often leave very quickly. Having settled in another company, they will certainly face the same problems.
To succeed, you need to be able to deal with emotions, take your work seriously, and also adequately assess your strengths. The situation must always be under control. The profession also has medical contraindications. Such activities are not recommended for people with cardiovascular pathologies, chronic diseases of the musculoskeletal system, central nervous system, mental disorders, hearing, vision and speech defects.
Conclusion
Sales agent services are becoming more and more in demand today. At the same time, there are no gender priorities. As the employers themselves note, both of them have both disadvantages and advantages. So, for example, girls, as a rule, are less creative, but they have a serious approach to work. Young men, on the contrary, are more likely to use a creative approach, but are often lazy. Professional risks include material liability. However, it is inevitable, since the specialist works with money, and also must ensure the timely receipt of funds to suppliers.
