Reference no: EM132191194
Understanding Different Sales Jobs
This activity is important because marketing students should be aware of career opportunities in sales, how sales people create value for customers, and how the sales function contributes to the overall success of the organization.
Mark will be a junior in college this fall, but is undecided about his major. Over the summer, he visited with an old family friend, Brad Donavan, who has had a lengthy and successful career selling business software and services. He suggests that sales might be a great match for Mark’s personality, interests, and lifestyle. Mark is encouraged and begins looking at job listings and responsibilities associated with various types of sales positions advertised in his area.
The goal of this exercise is to assist Mark by categorizing each of the eight (8) listed job descriptions into one of five sales job category types: (1) new business salesperson, (2) order-taker, (3) missionary salespeople, (4) sales management and support, and (5) other.
Select the appropriate sales job category for each example.
1. The Outside Sales Rep is responsible for discovering and pursuing new sales prospects and demonstrating a long line of fantastic products used in 46 industries.
New Business Salespeople Order-Takers Missionary Salespeople Sales Management and Support Other
2. The goal of the Channel Sales Manager (CSM) position is to create and manage successful revenue-generating relationships with reseller partners who affect the movement of our products to end user customers.
New Business Salespeople Order-Takers Missionary Salespeople Sales Management and Support Other
3. Inside Sales Representatives receive incoming calls from potential insurance customers requesting quotes for auto, home, and other personal lines insurance.
New Business Salespeople Order-Takers Missionary Salespeople Sales Management and Support Other
4. A primary responsibility of the Route Sales Representative will be to drive a company vehicle to deliver coffee, tea, and other products to customers in assigned territory.
New Business Salespeople Order-Takers Missionary Salespeople Sales Management and Support Other
5. The primary role of the Pharma Sales Rep is to make direct contact with physicians and other healthcare providers in their territory to introduce and promote our products.
New Business Salespeople Order-Takers Missionary Salespeople Sales Management and Support Other
6. The Sales Engineer is responsible for pre-sales design and application support for software products and services through ongoing interaction with the sales team and operations.
New Business Salespeople Order-Takers Missionary Salespeople Sales Management and Support Other
7. The Sales Analyst is responsible for various projects and a variety of tasks supporting the Key Account and On Premise Departments, such as sales forecasting, price planning, and new product analysis.
New Business Salespeople Order-Takers Missionary Salespeople Sales Management and Support Other
8. The Key Account Manager is responsible for nurturing key customer relationships and the development of account-specific promotional activities.