SO! YOU'RE JUST A SALESMAN! By Bill Sturrock

SO! YOU'RE JUST A SALESMAN!
By Bill Sturrock

The Other day at a social function I was asked what I did for a living and replied that I represented a firm selling installation products for ceramic tile and stone. My answer was reacted to, by the comments: "SO YOUR JUST A SALESMAN".

How interesting, 30 years of perfecting this honorable trade to finally achieve the distinction of "JUST A SALESMAN ".

I felt obliged to inform this person of a few attributes a professional salesperson requires.

Technical knowledge - A "good sales rep" must not only know his or her products, but every aspect of construction which uses these products, as well as a diverse knowledge of competitor alternatives.

• Psychology - A "good sales rep" is usually given 5 minutes to sum up the clients interests and needs.
• Psychiatry - How often are "good sales reps" recipients of employees sounding off with dissatisfaction of their job or employer?
• Empathy - A "good sales rep" must always bear the blunt response to inevitable problems such as delayed deliveries - order entry mistakes.
• Broad shoulders - A good "sales rep" learns to take it on the chin when a customer needs to relate their anger and disappointment with their firm.
• Innovative - A "Good sales rep" is constantly looking for new clients and must find alternative solutions to bring their products to market.
• Logistics and operations - A "good sales rep" is required to understand freight issues and order processing limitations to complete the sales with smooth delivery and service.

We too often take advantage of the gentle nature of a professional sales person. He or she is very much like an official of a sports event, having to take all the abuse and criticism from both teams (client and boss), without taking it personally.

So, the next time you see your rep consider his or her many qualifications, Technician, Psychologist, Psychiatrist, Logistics Manager, Referee, Minister and above all "JUST A SALES REP".