What Does A Sales Representative Do?

WHAT DOES A SALES REPRESENTATIVE DO?

Published: Dec 04, 2025 - The Sales Representative drives sales growth with current and prospective customers, including tire dealers, truck dealers, and fleets, while building long-term relationships. This role supports dealer sales, promotes products through regular visits, and collaborates with internal teams to deliver fleet solutions and gather market insights. The representative also monitors tire performance, shares field feedback, and supports sales initiatives, campaigns, and strategy meetings.

A Review of Professional Skills and Functions for Sales Representative

1. Sales Representative Duties

Sales Liaison: Sales contact for the assigned program and customer buyer
Program Coordination: Work with the related Engineering Manager for the program
Strategic Alignment: Understand Strategy, Product, Technology, Process, Cost Structure, and Market and Customer value chain
Market Analysis: Read/analyze markets and set strategies, research new businesses/customers, and propose a strategy
Profit Management: Review and understand and review cost structures to develop and manage profits
Value Engineering: Develop VA/VE ideas to improve profitability through close working with customers and cross-functional teams
Document Management: Prepare and manage Sales documents (Quote Programs, Profit Reports, Marketing Reports/Analysis, etc.)
Market Intelligence: Gather market trends/information and customer intelligence, and propose strategies
Global Negotiation: Coordinate assigned program issues among the customer and cross-functional teams globally; negotiate pricing with customer team members (purchasing, costing, and engineering)
Order Management: Manage and review Purchase Orders to deploy within the Organization and validate with the customer
Sales Strategy: Develop and apply a new Sales Strategy by developing, managing, and implementing advanced sales within customers to manage technical developments and propose new developments
Team Coaching: Coach other team members to support their account activities

2. Sales Representative Details

Territory Planning: Develop and execute a territory business plan and contribute to sales discovery.
Client Development: Develop clients through product demonstration and product delivery.
Quota Reporting: Meet monthly quotas and submit regular reports.
Sales Closing: Close sales and overcome objections.
Cold Outreach: Cold calling and setting up face-to-face meetings.
Customer Contact: Serve as the key contact to customers
Product Adoption: Drive product usage and make recommendations accordingly.
Market Visibility: Maintain visibility in the market and contribute to the company’s success
Meeting Participation: Actively participate in scheduled company meetings, conference calls, etc.

3. Sales Representative Responsibilities

Pipeline Management: Manage sales opportunities and business relationships with influential contacts within SMB/Midmarket Commercial Accounts
Quota Achievement: Meet or exceed Monthly, Quarterly, and Annual sales objectives
Partner Collaboration: Manage the relationship/partnership within the ServiceNow Inside Sales team to generate leads and new business
Needs Discovery: Focus on understanding an organization’s business drivers, challenges, pain points, and how ServiceNow solutions map to these
Sales Forecasting: Provide timely and accurate information to management, such as forecasting, territory plans, business objectives, etc.
CRM Management: Maintain accurate and up-to-date opportunity records in a CRM system

4. Sales Representative Job Summary

Territory Sales: Sell assigned products in a geographical territory and/or assigned accounts.
Team Collaboration: Work in a team approach and assist other sales positions with territory management and communication.
Prospect Qualification: Make sales calls to qualify prospects.
Lead Follow-up: Involvement in information gathering efforts and/or tracking and follow-up of leads and inquiries.
Training Participation: Participate in both training activities, both locally, in the field, and occasionally at the New Bremen, Ohio, corporate headquarters.
Cross-functional Learning: Work within various departments within the branch to understand their function and objectives, with particular focus on activities related to the position for which they are training.

5. Sales Representative Accountabilities

Territory Management: Manage established sales territories, quotas, and goals for the sales team
Sales Analysis: Analyze sales statistics to distinguish areas of improvement
Product Knowledge: Learn and apply general knowledge of the clients, products, and services
Customer Service: Acknowledge and greet customers with a warm and welcoming demeanor
Order Processing: Conduct follow-ups, order entry, and quote generation
Account Development: Develop new accounts and/or expand existing accounts within an established geographic territory
Issue Resolution: Resolve customer inquiries and offer effective solutions to drive client sales revenue

6. Sales Representative Functions

Quota Achievement: Meet or exceed sales quota while achieving gross margin expectations
Pipeline Forecasting: Manage their own sales pipeline and forecasts per the sales guidelines
Opportunity Development: Develop direct client opportunities for building automation and other intelligent building technologies.
Account Strategy: Understand the client's key business objectives to develop account-based sales strategies
Sales Process: Manage sales process from developing leads, qualifying opportunities, solution and proposal development, client presentation, to close.
Proposal Management: Produce quotes and proposals, and respond to RFPs
Opportunity Qualification: Apply qualifying skills and leadership to ensure focus on high probability opportunities.
Presales Collaboration: Leverage presales engineering resources to position solutions and close deals.
Stakeholder Management: Develop a trusted advisor relationship with key customer stakeholders.
Sales Estimation: Accurately estimate opportunities with support from engineering
Process Adherence: Follow the sales process, management of the pipeline, and achieve set quotas.

7. Sales Representative Job Description

Lead Qualification: Reach out to and qualify cold leads via outbound calls, SMS, and online chat
Merchant Engagement: Maintain active engagement with merchants to successfully sell the app
Product Expertise: Become an expert in solutions, and adapt product recommendations quickly to suit client needs
KPI Achievement: Consistently meet and exceed weekly KPIs and metrics, as well as a monthly sales goal
Time Management: Manage the time effectively to complete the daily goals
Pipeline Building: Exceed daily activity metrics to ensure a robust sales pipeline

8. Sales Representative Overview

Retail Sales: Driving sales productivity and customer satisfaction within Target Mobile retail locations on various Wireless products, accessories, and services to customers
Side-by-side Selling: Engaging in side-by-side selling with retail associates
Promotion Coordination: Participating in in-store promotions and coordinating with appropriate personnel
Event Participation: Participating in wireless sales events in Target locations.
Revenue Generation: Generating revenue and meeting sales targets
Lead Development: Developing and qualifying leads within the respective territory to drive additional sales opportunities through cold-calling and lead generation campaigns
Sales Intelligence: Gathering and utilizing business intelligence on prospects to support sales calls, product presentations, and driving new business

9. Sales Representative Details and Accountabilities

Project Quoting: Assist the sales team with quoting projects and tracking project status.
ERP Administration: Coordinate the sales team by administering an ERP system, entering master orders, and updating orders/returns for revised orders.
CRM Management: Assist the sales team with data storing, tracking, and sorting in a customer relationship management (CRM) software application, ACT!
Report Production: Produce CRM reports
Document Coordination: Coordinate the sales team by gathering the required documents for projects.
Schedule Coordination: Coordinate delivery/required schedules with Sales, Production, and Dispatch.
Order Processing: Handle the submittal processing of all orders with accuracy and timeliness.
Call Handling: Answer customer and sales-related telephone calls.
Client Communication: Inform clients of unforeseen delays or problems.
After-sales Support: Responds to complaints from customers and gives after-sales support
Event Support: Assist in the preparation and organization of promotional material or events
Performance Monitoring: Monitor the team’s progress, identify shortcomings, and propose improvements.
Information Sharing: Communicate relevant information.

10. Sales Representative Tasks

Customer Development: Develop sales at current customers (tire dealers, truck dealers, and fleets)
Dealer Support: Assist the sales force of the dealers in the sales of the tires
Fleet Growth: Increase controlled fleet business via indirect and direct fleet deals
Partner Relations: Increase the link with the partners
Issue Resolution: Identify and resolve client concerns
Field Sales: Visit existing customers regularly in a defined area to sell and promote the products
Prospecting Planning: Identify prospects and set up a visit plan
Relationship Building: Establish long-term relationships with key customers
Performance Follow-up: Follow up on the tire performance at fleets to convince them of the quality
Technical Inspection: Help inspect tires and vehicles at selected fleets, often together with the Technical Consultants
Market Intelligence: Gather market information and communicate with the sales manager
Team Collaboration: Close contact with the other members of the Truck tire sales team
Cross-team Support: Help colleagues of the other commercial tires, as well as consumers (car, van, and motorcycle tires)
Sales Meetings: Attend sales meetings to discuss results and strategies
Field Feedback: Communicate new product and service opportunities, special developments, information, or feedback gathered through field activity to the appropriate company staff
Internal Coordination: Close contact with the sales desk (orderdesk), sales administration, and Finance.
Fleet Collaboration: Tight collaboration with the fleet admin team
Promotion Support: Support promotions, campaigns, events, and incentives

11. Sales Representative Roles

Call Handling: Make inbound and outbound calls with leads.
Phone Consulting: Engage in phone consultation sessions with small business owners and decision-makers, learn about their needs, and recommend the right Small Business products.
Client Recommendations: Provide recommendations to clients that best serve their needs by referencing the product offerings and customization capabilities.
Process Compliance: Ensure proper business processes and compliance controls.
Trend Reporting: Identify customers' buying trends and provide reports to management.
Contract Negotiation: Negotiate all contracts with prospective clients and handle complaints or objections.
Sales Improvement: Continuously pursue improving key selling skills, including building rapport, handling objections, understanding customer needs, and closing sales.
Enrollment Support: Prepare clients for enrollment calls and help clients with the document gathering requirements.

12. Sales Representative Additional Details

Client Support: Maintain sales and support to existing clients
Lead Follow-up: Call and follow up on Industry end users, switchgear panel builders, system integrators, consultants, and contractors.
Site Inspection: Conduct preliminary site inspections and energy studies together with the engineer and technician.
Database Management: Compile an accurate and comprehensive database on customers and their relationships/influences
Customer Growth: Generate growth of allocated and new customer base on power quality products and solutions
Proposal Preparation: Prepare customer proposals, reports, and quotations
Customer Training: Prepare and conduct training/presentations to customers.
Exhibition Support: Conduct exhibitions and customer-specific training
Product Updates: Update the customer base on product updates and new products
Sales Reporting: Prepare and report on sales
Meeting Participation: Attend key project or customer meetings
Competitive Analysis: Report on competitor activities
Forecasting Review: Compile monthly sales review and forecasts
Project Support: Assist engineering and technical staff with projects and studies
Industry Knowledge: Have knowledge of the electrical power quality industry

13. Sales Representative Essential Functions

Customer Engagement: Greet and engage with targeted customers in the store
Customer Service: Provide exceptional customer service by responding to customer questions or issues regarding product features, benefits, and availability
Sales Driving: Utilize sales skills and excellent customer service to drive store sales
Brand Promotion: Represent and promote the brands in a pop-up store
Product Knowledge: Maintain solid product knowledge of the entire product line and answer any questions customers may have
KPI Upselling: Understand and drive key performance indicators such as sales and add-on services, and up-selling

14. Sales Representative Role Purpose

Product Selling: Present and sell company products and services to new and existing customers
Customer Prospecting: Prospect and contact potential customers
Target Achievement: Reach agreed-upon sales targets by the deadline
Complaint Resolution: Resolve customer inquiries and complaints
Follow-up Scheduling: Set follow-up appointments to keep customers aware of the latest developments
Sales Materials: Create sales materials to present to customers

15. Sales Representative General Responsibilities

Needs Analysis: Work closely with clients to determine their future needs and propose suitable products, services, and upgrades to grow revenue for PPM
Contract Renewal: Negotiate a contract renewal agreement according to management expectations
Promotion Coordination: Coordinate, conduct, and participate in Sales promotions, campaigns, events, and displays
Solution Development: Develop new products, services, or solutions by combining several existing products/services and generating leads to establish a corresponding market sector to gain new business for PPM
Quota Delivery: Close and deliver the revenue plan of quota representing the software license
Revenue Forecasting: Forecasts revenue accurately on a monthly, quarterly, and annual basis
Proposal Delivery: Creates and conducts proposals and presentations
Policy Compliance: Adheres to all company policies, procedures, and business ethics codes and ensures that they are communicated and implemented within the team
Growth Identification: Identifies opportunities to grow the business
Sales Collaboration: Collaborates with the sales team to reach prospective clients
Complaint Resolution: Resolves customer complaints by investigating problems, developing solutions, preparing reports, and making recommendations to management
Team Contribution: Contributes to team effort by accomplishing related results

16. Sales Representative Key Accountabilities

Executive Outreach: Initiates research and connects with mid- to senior-level executives whose expertise and recognition will elevate the brand
Target Achievement: Meets challenging weekly targets for outreach, prospects, and calls
Value Messaging: Accurately and effectively articulates both brand value and product knowledge
Rapport Building: Connects with executives over the phone to create rapport, build excitement, and gain buy-in
Referral Closing: Assertively contacts referrals and closes sales by accurately articulating the value proposition and leveraging product knowledge in negotiations
Opportunity Management: Creates and manages sales opportunities with a high sense of urgency
Executive Service: Leads with strong customer service for all executives and advertisers
CRM Management: Efficiently and accurately manages CRM data
Process Improvement: Actively engages with others to continuously strive to improve processes, create efficiencies, and reduce costs
Policy Compliance: Follows established values, work rules, policies, and procedures

17. Sales Representative Roles and Details

Product Promotion: Promotion of products and services to prospective and existing clients
Sales Presentation: Delivery of sales presentations on the energy-efficient products.
Cross-selling: Generate additional sales revenue by cross-selling products.
Sales Training: Participation in ongoing sales training and support
iPad Presentation: Delivery of the proprietary sales presentation to homeowners on an iPad
Weekly Training: Participation in ongoing sales training every week during the meetings
Bath Design: Design a new bath on the proprietary iPad software
Daily Closing: Deliver price and close sales daily

18. Sales Representative Responsibilities and Key Tasks

Key Account Management: Develop business/relationships with existing key account customers through the products and systems
New Account Development: Create relationships with new key account businesses
Profit Maximization: Maximise sales and profitability for the company
Target Achievement: Achieve the personal and company sales targets within the territory
Solution Selling: Provide solutions to the customers' needs
Territory Planning: Successful territory planning to maximise coverage of the region
Payment Collection: Request payment of overdue customer accounts
iPad Administration: Manage customer information, route planning, and order processing through an in-house iPad system

19. Sales Representative Duties and Roles

Consultative Selling: Understand and demonstrate consultative selling techniques
Call Handling: Field inbound calls and make outbound calls
Quota Achievement: Personally responsible for meeting monthly individual goals, quotas, and metrics
Product Selling: Directly responsible for selling ICE’s packages and services
Brand Expertise: Become an ICE brand expert to assist members in finding the products that are best for them
Member Consulting: Assist members with understanding program benefits and consult with them on product inquiries
Data Confidentiality: Manage member information confidentially and accurately to ensure transactions are processed correctly
Team Collaboration: Collaborate with team members to meet monthly goals
Customer Service: Understanding of the importance of customer service in sales
Needs Assessment: Listen to the member’s travel needs and wants, and customize a package that best fits
Objection Handling: Overcome initial reluctance and objections

20. Sales Representative Duties

Territory Management: Achieves corporate objectives by individual product line category within the assigned territory.
Quota Achievement: Generates sales revenue and health applications to meet and exceed sales quotas.
Skill Development: Achieves technical, competitive, and sales skills by attaining objectives set by the sales management team.
Client Presentations: Makes calls and visits to present the company's products to clients.
Relationship Building: Develops internal relationships to assist in increasing the client base.

21. Sales Representative Details

Client Enrollment: Qualify and enroll prospective clients into the attorney debt resolution program
Email Response: Respond to email inquiries from interested candidates for the program
Call Handling: Answer incoming calls from potential clients and manage data entry simultaneously
Timely Communication: Respond to client emails in a timely fashion.
Appointment Scheduling: Schedule client appointments.
Lead Follow-up: Follow up with contacted clients and warm leads
Script Adherence: Follow a sales script
Professionalism: Develop and maintain a high level of professionalism

22. Sales Representative Accountabilities

Sales Maximization: Maximize sales of the product range
New Business: Achieve or exceed sales targets in new business revenue
Sales Training: Attended regular sales and customer service training
Lead Generation: Uncover new sales leads and sales opportunities
Target Achievement: Achieve and exceed sales targets
Sales Reporting: Report sales against weekly targets
Trend Analysis: Analyze sales trends to increase sales
Record Keeping: Maintain sales area records on customer sales
Sales Closing: Make sales presentations and close sales

23. Sales Representative Job Description

Prospecting Outreach: Hunt for new customers via cold calls, emails, networking, and other prospecting efforts
Inbound Response: Respond to inbound sales requests from various inbound and outbound lead generation programs
Needs Discovery: Perform discovery of prospect needs and challenges
Proposal Presentation: Prepare and present a proposal showing potential customers the value of the services
Technical Credibility: Use technical knowledge of product offerings to support and build credibility in the account
Business Closing: Leverage the sales skills and proven track record to close business and bring in new accounts
Expert Guidance: Provide guidance and expert advice to management, clients, or other groups on technical, systems-, or process-related topics.
Technical Documentation: Provide documentation, detailed instructions, drawings, or specifications to tell clients about how the system, UI, hardware, or solution structures are to be modified, maintained, or used
Solution Evaluation: Analyze each client's circumstances individually and collaborate with System Engineers to evaluate potential solutions

24. Sales Representative Details and Accountabilities

Distributor Relations: Collaboration with the different local distributors, achieve territory total product sales targets, and associated individual product targets.
Sales Calls: Carry out sales calls, targeting high sales areas for maximum efficiency, and develop new business opportunities with existing and potential clients.
Market Monitoring: Monitor market trends and competitor activity in the assigned territory.
Sales Planning: Implement comprehensive sales plans to ensure an increase in market penetration and establish new accounts.
Territory Management: Plans own territory or account approach and manages own resources.
Tender Preparation: Prepare important tenders.
Sales Administration: Prepares reports and performs required administrative sales duties, e.g., filing expenses account reports, scheduling appointments, and making travel plans.
Distributor Assessment: Assess the distribution employees' technical level, commitment to the portfolio, compliance, and ability to adequately report to Middle East management
Administrative Compliance: Complete and submit timely administrative tasks such as customer record keeping (CM), rolling forecasts, monthly highlights, expenses, etc., in line with divisional standards.
Account Management: Develop and maintain close relationships with key accounts and ensure their requirements are being met by the Company's products.
Professional Conduct: Represent in a professional manner that aligns with the Company's image, ensuring activities comply with legal and ethical standards
Policy Adherence: Maintain business operations in accordance with corporate policies in respect to pricing, quotes, credit terms, and expense reporting.
Clinical Support: Provide technical support to clinicians.
Technical Training: Train distributor Field Service Engineers, customers
Policy Compliance: Compliance with local and corporate policies and procedures.

25. Sales Representative Additional Details

Relationship Management: Establish, grow, and manage relationships with new and existing customers
Pipeline Development: Develop pipeline and deliver GoTab product demonstrations
Sales Cycle: Manage a fast-paced, full sales cycle from prospecting to close
Rollout Coordination: Coordinate each phase of a successful and timely rollout
Remote Work: Work in a fast-paced environment with minimal supervision (remote role)

26. Sales Representative Essential Functions

Product Selling: Present, promote, and sell products/services using solid arguments to existing and prospective customers
Relationship Building: Establish, develop, and maintain positive business and customer relationships
Cold Calling: Reach out to customer leads through cold calling
Issue Resolution: Expedite the resolution of customer problems and complaints to maximize satisfaction
Target Achievement: Achieve agreed-upon sales targets and outcomes within the schedule
Sales Coordination: Coordinate sales efforts with team members and other departments
Territory Analysis: Analyze the territory/market’s potential, track sales, and status reports
Management Reporting: Supply management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
Trend Awareness: Keep abreast of best practices and promotional trends
Continuous Improvement: Continuously improve through feedback

27. Sales Representative Key Accountabilities

Campaign Management: Manage sales campaigns in an effort to identify business opportunities
Social Prospecting: Utilize social media and sales campaign tools to generate leads
Presentation Delivery: Presentation materials using web tools and in-person presentations
Needs Analysis: Conduct a thorough needs analysis to identify which aspects of the wellness platform fit the prospect's business needs
Client Relationships: Maintain positive relationships with the clients
Trade Show: Attend trade shows and represent Rolling Strong in a professional way

28. Sales Representative Responsibilities and Key Tasks

Customer Service: Impress customers with unforgettable customer service.
Idea Sharing: Share ideas and provide product inquiries to customers.
Product Introduction: Introduce customers to the products, warranties, and services offered by the company.
Payment Collection: Collection of cash deposits and installments made by customers.
Receipt Handling: Provide receipts and payment cards for monies received.
Cash Reconciliation: Accurate reconciliation and banking of all monies received.

29. Sales Representative Key Accountabilities

Prospecting Outreach: Develop contact with potential clients in different industries by cold calling, emailing, or scheduling meetings in person
Relationship Management: Form new and continue existing relationships with companies in the client database by visiting them in person, maintaining phone contact, and addressing issues or problems when they come up
Product Knowledge: Maintain a strong understanding of product portfolio, features, and technical specifications to answer specific client questions
Event Presentation: Present information about company offerings during international trade shows or other large events to potential clients
Strategy Development: Create new methods or strategies to help the sales team reach monthly goals for product revenue to increase company profitability
Product Demos: Give clients in-person product demonstrations and teach them about the features and benefits of each solution the company offers
Sales Reporting: Attend weekly sales team meetings and provide information to management about sales figures, goals, and obstacles
Industry Reputation: Become a valuable and helpful resource in all dealings with clients and create a friendly reputation in the industry
Competitive Monitoring: Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, and merchandising techniques
Change Recommendation: Recommends changes in products, services, and policies by evaluating results and competitive developments
Professional Development: Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies

30. Sales Representative Tasks

Client Contact: Act as the point of contact for clients
Meeting Management: Organize regular client meetings to discuss their requirements
Issue Resolution: Resolve problems and handle complaints promptly
Customer Prospecting: Identify new potential customers
Lead Conversion: Convert leads into accounts by proposing innovative solutions to their problems
Budget Management: Ensure budget and time requirements are met
Product Updates: Stay up-to-date with new product launches
Best Practices: Establish best practices
Sales Analytics: Monitor and report on sales performance analytics
Sales Innovation: Suggest innovative ideas to increase sales and improve customer experience

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