Elements and Performance Criteria
- Plan sales activities.
- Plan sales activities for existing and potential customers according to marketing plan or other organisation systems.
- Identify, analyse and incorporate organisation, customer and market information into sales planning process.
- Source prospects and create profiles.
- Proactively seek and evaluate innovative sales opportunities and take advantage of new technologies and media.
- Estimate potential revenue, based on analysis of information and in consultation with appropriate colleagues.
- Plan activities and practical sales call patterns that maximise opportunities to meet individual and team targets.
- Consider legal, ethical and sustainability issues.
- Prepare for sales calls.
- Make sales calls.
- Make sales calls according to agreed call patterns.
- Build relationships with customers through use of effective interpersonal communication styles.
- Develop customer trust and confidence through demonstration of personal and professional integrity.
- Proactively identify and resolve customer issues and problems.
- Use selling techniques to maximise opportunities to meet and exceed sales targets.
- Provide current, accurate and relevant information on product features and benefits according to current marketing focus.
- Encourage feedback from customers and proactively seek market intelligence.
- Review and report on sales activities.