Job description for a sales representative

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Job description for a sales representative. Full document

Occupational Safety and Health

Occupational Safety and Health / Job descriptions

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I. General Provisions

The sales representative belongs to the professional category.
The sales representative must know:

laws and regulations governing the implementation of commercial activities;
market economy, entrepreneurship and the basics of trading;
market conditions;
features of this market sector;
assortment, classification, characteristics and purpose of goods;
pricing methods, pricing strategy and tactics;
basics of marketing (the concept of marketing, the basics of marketing management, methods and directions of market research, ways to promote products on the market);
patterns of market development and demand for goods;
theory of management, macro- and microeconomics, business administration;
forms and methods of conducting advertising campaigns;
basics of merchandising;
the procedure for developing business plans and commercial terms of agreements, contracts;
psychology and principles of sales (purchases);
technique to motivate the client to buy;
ethics of business communication;
rules for establishing business contacts;
foundations of sociology and psychology;
enterprise management structure;
current forms of accounting and reporting;
methods of information processing using modern technical means of communication and communication, computer.

Appointment to the position of a sales representative and dismissal from office is carried out by order of the head of the enterprise on the proposal of _______.
During the absence of a sales representative (vacation, illness, etc.), his duties are performed by a person appointed in the prescribed manner. This person acquires the appropriate rights and is responsible for the improper performance of the duties assigned to him.

II. Official duties

Sales Representative:

Develops a strategy and system for representing the interests of the enterprise in this market sector, determines the structure of the system, methods and models of system management.
Collects information that characterizes the situation in a particular market sector (demand, supply, prices, competitors, prospective customers and consumers, etc.), analyzes the development trends of market sectors, and assesses the prospects for market development.
Plans work (visits, meetings) with existing clients, negotiates purchase and sale transactions with them, concludes contracts on behalf of the enterprise.
Provides consulting and other services to clients (assistance in drawing up specifications for goods, assistance in demonstrating goods, providing market information on demand for goods, etc.).
Makes purchase and sale transactions for the enterprise, organizes the fulfillment of obligations under concluded contracts (shipment/delivery of goods, settlements, merchandising at retail facilities, ensuring the proper level of inventory, etc.).
Monitors the fulfillment by clients of their obligations under sales contracts (timely payment, acceptance of goods, etc.), identifies the reasons for violations by clients of their obligations, takes measures to eliminate and prevent them.
Carries out work to identify and record potential buyers (sellers), studies their needs, advises on the technical and consumer characteristics of goods, organizes presentations of goods for buyers, other advertising and information campaigns (conferences, seminars, etc.), studies the business reliability of new customers .
Maintains and maintains a database of clients (addresses, volumes of purchases / sales, business reliability, financial viability, requirements for goods, claims for the execution of contracts, etc.).
Participates in the development of the marketing strategy and marketing plan of the enterprise (for its market sector), participates in conferences, seminars, meetings held by the management of the enterprise for sales representatives.
Prepares reports on the level of distribution of goods, sales volumes, sales performance of individual customers to apply incentive and incentive systems for working with these customers (providing special discounts, advertising customers, etc.), makes forecasts for the further development of this market sector.
Ensures the safety of the documentation drawn up under the concluded contracts.
Coordinates the work of merchandisers, promoters (at clients' trading facilities), drivers, freight forwarders, etc.

III. Rights

The sales representative has the right:

Manage the financial and material resources entrusted to him.
Sign and endorse documents within their competence.
Get acquainted with the documents that define his rights and obligations in his position, the criteria for assessing the quality of performance of official duties.
Request from the management and specialists of the enterprise information and documents necessary for the performance of his duties.
Require the management of the enterprise to ensure the organizational and technical conditions and execution of the established documents necessary for the performance of official duties.

IV. A responsibility

The sales representative is responsible for:

For improper performance or non-performance of their official duties provided for by this Job Description - within the limits established by the current labor legislation of Ukraine.
For offenses committed in the course of their activities - within the limits established by the current administrative, criminal and civil legislation of Ukraine.
For causing material damage to the enterprise - within the limits established by the current labor and civil legislation of Ukraine.

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