Trade agent job description. Sales Agent: Responsibilities and Activities Sales Agent Training

I. General provisions

1. Sales agent belongs to the category of technical executors.
2. A person who has a secondary vocational (economic) education without presenting requirements for work experience or secondary vocational education and special training according to an established program without presenting requirements for work experience is appointed to the position of a sales agent.
3. Appointment to the position of a sales agent and dismissal from it is carried out by order of the director of the enterprise.
4. The sales agent must know:
   • 4.1. Normative legal acts, regulations, instructions, other guidance materials and regulatory documents governing the organization of marketing and sale of goods, provision of services.
   • 4.2. Fundamentals of financial, economic, tax and labor legislation.
   • 4.3. Progressive forms and methods of trade and marketing.
   • 4.4. Prospects for the development and needs of the industry, enterprises, institutions, organizations that are potential buyers (customers) of manufactured products and services.
   • 4.5. The procedure for the conclusion of contracts of sale and execution of the necessary documents.
   • 4.6. Conditions for concluding commercial transactions and methods of bringing goods (services) to consumers.
   • 4.7. Price tags and price lists.
   • 4.8. Conjuncture of the internal and external market.
   • 4.9. Assortment and standard size of goods, rules for decoding codes, articles and marking.
   • 4.10. Requirements of standards and specifications for the quality of goods (services), their main properties, quality and consumer characteristics.
   • 4.11. Addresses of potential buyers (customers).
   • 4.12. Advanced domestic and foreign experience in organizing the sale of goods and public services.
   • 4.13. Fundamentals of psychology, economics and labor organization.
   • 4.14. Internal labor regulations.
   • 4.15. Rules and norms of labor protection.
5. The sales agent reports directly to ____________________________.
6. During the absence of a sales agent (vacation, illness, etc.), his duties are performed by a person appointed in the prescribed manner. This person acquires the relevant rights and is responsible for their proper implementation.

II. Job Responsibilities

Trading agent:

1. Carries out negotiations on the conclusion of purchase and sale transactions, concludes purchase and sale transactions on his own behalf or another person represented by him on the basis of an agreement governing relations between them.
2. Performs purchase and sale transactions as a sales agent with simple rights or a sales agent with exclusive rights.
3. Performs the functions of a guarantor for the fulfillment of obligations arising from transactions concluded by him, compensating for possible losses in case of failure to fulfill his obligations, in connection with insolvency or other circumstances depending on him.
4. Carries out the purchase and sale of goods (services) on its own behalf and at its own expense, being the owner of the goods being sold at the time of the conclusion of transactions.
5. On the basis of studying the conjuncture of the goods (services) market, it carries out work to identify and account for potential buyers (customers) for manufactured products, services, and organizes their advertising.
6. Analyzes the state and trends of changes in the demand of the population, studies the needs of buyers (customers), advises on the technical and consumer characteristics of goods (services) that contribute to meeting the needs of buyers (customers).
7. Carries out work on the introduction of progressive methods of trade. Establishes prices for goods (services) and determines the conditions for their sale (sale) and provision of services.
8. Drafting sales contracts and supervising their implementation.
9. Organizes the delivery of purchased products and the provision of services.
10. Controls the payment by buyers (customers) of invoices of manufacturers of products or those providing services keeps records of claims of buyers (customers) regarding the execution of sales contracts.
11. Identifies the causes of violations of the terms of contracts, takes measures to eliminate and prevent them.
12. Ensures the safety of the documentation drawn up under the contracts of sale.

III. The rights

The sales agent has the right:

1. Get acquainted with the draft decisions of the management of the enterprise regarding its activities.
2. Request personally or on behalf of the immediate supervisor from the heads of enterprise departments and specialists information and documents necessary for the performance of his duties.
3. Submit proposals for improvement of the work related to the responsibilities provided for in this instruction for consideration by the management.
4. Within the limits of his competence, report to his immediate supervisor about all the shortcomings identified in the course of his activities and make proposals for their elimination.
5. Require the management of the enterprise to assist in the performance of his duties and rights.

IV. Responsibility

The sales agent is responsible for:

1. For improper performance or non-performance of their official duties provided for by this job description - to the extent determined by the current labor legislation of the Russian Federation.
2. For offenses committed in the course of carrying out their activities - within the limits determined by the current administrative, criminal and civil legislation of the Russian Federation.
3. For causing material damage - within the limits determined by the current labor and civil legislation of the Russian Federation.

A sales agent is a seller who concludes agreements with retail outlets and enterprises: collects orders, monitors the availability of balances, controls and is responsible for timely settlements. The position of a sales agent can be considered as an intermediary between the manufacturing company and the final buyer. He must be well acquainted with the range of goods and services of the outlet in order to correctly calculate the required amount of goods that he sells in the future.

Places of work

The profession of a sales agent is in demand in distribution companies and wholesalers that supply goods to retail outlets.

History of the profession

In the past, the duties of a sales agent were performed by merchants and wholesalers, they appeared along with the emergence of trade relations between people. The active development of the profession falls on the middle of the 19th century. With its appearance, it was possible to significantly reduce the time of delivery of goods from the manufacturer to the buyer.

Responsibilities of a Sales Agent

Sales agent responsibilities include:

• maintaining and expanding the client base;
• conclusion of contracts with clients;
• control of receivables;
• merchandising;
• presentation of goods and services.

Sales agent requirements

Employers put forward the following requirements for sales agents:

• secondary or higher education;
• PC knowledge;
• grammatically correct speech;
• salesmanship;
• driver's license (often a car is required);
• age from 20 to 35 years.

sales agent resume sample

How to become a sales agent

To become a sales agent, a secondary vocational or economic education is sufficient. You can improve your professional level and hone your skills at short-term courses and seminars.

Sales agent salary

The salary of a sales agent depends on the number of clients served, the customer's commodity items, skill level, resource opportunities provided and the region of activity and ranges from 20 to 50 thousand rubles a month. The average salary of a sales agent is 35 thousand rubles a month.

Agent - from lat. agents, genus. n. agentis - acting. The profession is suitable for those who are interested in economics and social studies (see the choice of profession for interest in school subjects).

Trading agent- a representative of a manufacturer, wholesaler or distribution company responsible for promoting goods to retail outlets. However, a sales agent can also work for himself, being a representative of several large suppliers.

Features of the profession

Sales agent visits stores, offering goods for delivery, collects applications. Drafting sales contracts and supervising their implementation. Sometimes he also provides delivery and shipment of goods, merchandising (monitors the display of goods and its presence on the counter).

The sales agent keeps a record of the claims of buyers and customer stores. Analyzes the demand for goods.

Workplace

A sales agent can work for a wholesale company, a manufacturing enterprise. Working for himself, he can trade in the products of competing suppliers. At the same time, he himself sets prices and conditions of sale. Such an agent can organize his own company, which can represent large suppliers, promoting their products in their region.

Important qualities

Mobility, energy, organization, communication skills.

Knowledge and skills

The sales representative needs to know:

• normative legal acts, regulations, instructions regulating the organization of marketing and sale of goods;
• know the procedure for concluding sales contracts;
• understand the market conditions, monitor the level of prices in the market, know the consumer properties of the product with which it works.

Salary

Salary as of 03/10/2020

Russia 20000—100000 ₽

Moscow 55000—100000 ₽

sales agent training

The specialty "Trade" can be obtained in one of the universities with the Faculty of Economics. In practice, people without higher economic education often work as sales agents.

TRADING AGENT - an intermediary between the manufacturer and the consumer of the product, is not the owner of the goods, sells one or more enterprises under a contract, operating in highly competitive markets (for example, textiles), where goods of simple production are sold and where much depends on the seller's turnover. This circumstance determines the more independent Ta. compared to an industrial agent. Ta. he sets prices and terms of sale, can trade in competitors' products; separate Ta. (firms) can even lend to producers.

Economics and law: a dictionary-reference book. - M.: University and school. L. P. Kurakov, V. L. Kurakov, A. L. Kurakov. 2004 .

See what "TRADING AGENT" is in other dictionaries:

A person who sells the goods of one or more enterprises under a contract, operating in highly competitive markets. The sales agent himself sets prices and terms of sale, can trade in competitors' products. Individual firms sales agents ... ... Financial vocabulary

- (mercantile agent) See: agent (factor). Business. Dictionary. Moscow: INFRA M, Ves Mir Publishing House. Graham Bets, Barry Brindley, S. Williams et al. Osadchaya I.M.. 1998 ... Glossary of business terms

Reseller Dictionary of Russian synonyms ... Synonym dictionary

A person who sells the goods of one or more firms in a particular area. Raizberg B.A., Lozovsky L.Sh., Starodubtseva E.B. Modern economic dictionary. 2nd ed., rev. M .: INFRA M. 479 s .. 1999 ... Economic dictionary

Trading agent- see Trading agent ... Terminological dictionary of a librarian on socio-economic topics

trading agent- Syn: reseller... Thesaurus of Russian business vocabulary

trading agent- a person who sells the goods of one or more firms in a certain area ... Dictionary of economic terms

A sales agent who sells goods from his warehouses belonging to the person he represents. At the time of concluding a transaction with a third party, the consigning agent is the owner of the goods being sold. Raizberg B.A., Lozovsky L.Sh., Starodubtseva E.B .. ... ... Economic dictionary

A sales agent who sells goods from his warehouses belonging to the person he represents. At the time of concluding a transaction with a third party, the consigning agent is the owner of the goods being sold ... Encyclopedic Dictionary of Economics and Law

- (manufacturer's agent) An agent working on a commission basis, who usually has a franchise / license (franchise) issued by a company to a dealer to sell products of a certain manufacturer in a certain country or region for ... ... Glossary of business terms

Books

• Pretty girls sell better. Create Relationships That Get Results by Elinor Stutz. This book is for you if you are a woman who wants to succeed in sales! Are you tired of hearing that you have to be assertive and dishonest in order to win? Are you looking for a creative way to take over…
• The Art of the Deal, Brian Tracy. Brian Tracy's The Art of the Deal is one of the best sales books ever written. In it you will find many valuable tips and tricks that will allow you to…

Many people think that a sales representative and an agent are the same profession. This misconception is a consequence of the fact that in many enterprises these professions are combined into one. However, in reality, more tasks are performed by a sales representative. The agent acts as a seller of the goods of one or more companies under an agreement with them. Let's take a closer look at this profession.

What does a sales agent do?

This profession is quite specific. The work of a sales agent is to establish mutually beneficial cooperation. Simply put, this specialist connects wholesalers and retailers. To achieve the goal, he should make some efforts. In fact, he must convince the enterprise to purchase from this particular supplier, and not from another. In this case, the sales agent uses various tools. This may be some kind of discount system, deferred payments, special delivery conditions, and so on.

Classification

There are the following types of sales agents:

1. By delivery.
2. On receiving orders.
3. Visitors.
4. Informants (explain the advantages of products).
5. With technical knowledge (they are usually consultants to the firm).
6. For the sale of rarely purchased material products (encyclopedias, for example).
7. For the implementation of intangible values ​​(education, advertising, insurance).

The specifics of the profession

Sales agents are people with minimal experience. According to employers, there is a high turnover of such personnel in the labor market. The fact is that many specialists quit quickly enough, unable to withstand the high intensity of work. To achieve success in this profession, you need to put all your strength and all your time. The main qualities of a sales agent are activity, purposefulness, sociability, the ability to quickly make important decisions, and a creative approach to the client. This profession is for those who like to communicate with people, who are attracted by the prospect of high income and the opportunity to realize their potential.

Trade agent: job description

Every day of a specialist begins with a planning meeting. It discusses what has already been done and the tasks that should be implemented. Each sales agent has his own plan - the norm. For example, at least five contracts must be concluded in a week. After the planning meeting, the specialist is armed with price lists, forms a route for the day. Active activity of sales agents continues until approximately 15:00. Until that time, it is more likely to conclude the necessary contracts. Each specialist has more than a hundred points in the database. During the day you need to go around most of them. Having your own car is a big plus. The main responsibilities of an agent are:

1. Collection of applications.
2. Monitoring the fulfillment of obligations.
3. Collection of money.

In addition, the sales agent constantly comes up with, develops schemes, thanks to which various agreements are formed between clients. These can be various promotions, "shelf buyback" (part of the counter is occupied by a certain category of products), and so on.

Responsibility

The sales agent controls the fulfillment of the obligations of the parties - the supplier and the buyer. This means that his tasks include collecting payment. For example, the goods are delivered, and the client says that the payment can only be made in the evening. The sales agent waits for the allotted time and goes for the money. Thus, his day can end at 6, and at 8, and even at 10 pm. It should be remembered that a sales agent is a financially responsible person. This is mentioned in the contract that he concludes with the employer. The specialist is liable for shortages, unpaid deliveries, etc.

Ways to get a profession

Many young people are interested in how to become a sales agent. There are many ways to get a job. However, the first condition is the presence of secondary education. The second obligatory circumstance is age. By law, a minor cannot be a sales agent. This is due to the fact that the profession is associated with the circulation of money and liability. Sales agents are trained by special educational institutions. You can get a profession in an educational institution that trains specialists in the field of sales. In addition, some educational institutions that provide knowledge from other areas provide an opportunity to receive additional training.

Opinions of employers

Many employers believe that any special training for specialists is not necessary. A sales agent learns all the necessary skills in the process of performing assigned tasks independently. There is, however, another opinion. Employers, in particular, note that all the tasks that a sales agent performs, duties, capabilities of a specialist, as well as the intricacies of communicating with clients and establishing interaction between them require careful explanation. The training of employees, according to these employers, is a rather serious process. They believe that every sales agent should be trained. The duties of a specialist require not only creative, innovative thinking, but also certain knowledge. In particular, employees must understand the many psychological intricacies of human nature, product specifications, requirements for drafting contracts, and so on.

Scheme of success

There is a certain model - 10 steps of a sales agent.

This scheme includes the following items.

1. Preparation, planning, goal setting. Before visiting retail outlets, the agent looks through his records, draws up an itinerary for the day, and collects all the necessary documents.
2. Inspection and analysis (external and internal) of TT. these actions involve direct communication with the responsible persons of the outlet, the withdrawal of balances, the formation of a new application.
3. Establishing contact. At this stage, it is important to present yourself correctly. When communicating, it is important to know the topics and issues that are relevant to the enterprise.
4. Establishment and formation of needs. Using his communication skills and information about the turnover, the agent offers this or that product. He asks the client questions to find out what is most relevant at the moment. During the conversation, it is important to listen carefully to the person and correctly draw conclusions.
5. Presentation. During it, the agent talks about the product and the benefits of purchasing it. This is especially important when introducing new products to the market. It is advisable to have a sample of the product so that the customer can visually see the products.
6. Work with objections. Customers are not always ready to purchase this or that product (especially something new, which has never been at their point of sale). So, of course, they start objecting. In this case, the agent must carefully, without interrupting, listen to all the arguments of the client. Most of them have no practical justification and are the result of a normal fear of the risk of losing money. The agent must cut off false conclusions, leave those objections that are of real significance. After that, the specialist tells how this or that problem is solved, which, according to the client, may arise. It is important to be persuasive here.
7. Completion of the deal. If all the previous stages have brought positive results, then we can assume that the contract has been concluded. However, the agent must first consolidate his success by using "closing", leading questions (for example, "do we sign a contract?" or "for how long do we conclude a contract with you?").
8. Merchandising. One of the prerequisites for a successful sale is the correct placement of goods on the counter. The sales agent must know how to place products on the shelves so that they are of interest to the consumer.
9. End of visit. At this stage, the necessary documentation is drawn up, the details of cooperation are specified, the conditions and form of delivery, and the payment procedure are agreed.
10. Analysis. It includes an assessment of the amount of time spent on the visit, the level of achievement of the set goals (contract volume) and others. Based on the analysis, goals are set for the next visit to the outlet.

Automation

Over the past few years, companies that rely on the work of sales representatives have established a close relationship between them and their own managers. The main equipment in this case is a portable computer or a mobile terminal. Using specialized software, the manager transmits the necessary information about customers, products, business processes to agents. In this case, the description of the product, as a rule, is supplemented by images, recommendations for its promotion. Thus, the agent becomes a kind of expert. One of the main advantages of the electronic catalog is the ability to quickly change information. For example, a manager has an idea about how to promote a product more effectively. On his computer, he makes the necessary adjustments, which are transferred to the agent's device. Customer information changes in the same way. At the same time, the agent receives all available information about suppliers and buyers, including shipment limits, debts, advances, management of retail outlets, and organizations through which accounting operations are carried out.

Specialist strengths

In the work of sales agents, the following qualities are important:

Profession benefits

Sociability, energy, optimism and other positive qualities are liked by others. Usually a sales agent is the soul of any company. His creativity, creative approach makes communication with him exciting and positive. In addition, sales agents have the ability to quickly find a way out of problem situations. They are responsive and willing to help.

Negative sides

As in any business, there are negative sides to the work of a sales agent. Often people set themselves unbearable tasks. Many agents, when planning a day, strive to exceed the limit of their capabilities. However, given the transience of time, the need to pay maximum attention to each client, they do not have time to do everything they wanted. As a result, under the influence of physical and emotional stress, they experience stress. This prevents not only the fulfillment of the plan, but also the solution of pressing life problems. As a result, such people often leave very quickly. Having settled in another company, they will certainly face the same problems.

To succeed, you need to be able to deal with emotions, take your work seriously, and also adequately assess your strengths. The situation must always be under control. The profession also has medical contraindications. Such activities are not recommended for people with cardiovascular pathologies, chronic diseases of the musculoskeletal system, central nervous system, mental disorders, hearing, vision and speech defects.

Conclusion

Sales agent services are becoming more and more in demand today. At the same time, there are no gender priorities. As the employers themselves note, both of them have both disadvantages and advantages. So, for example, girls, as a rule, are less creative, but they have a serious approach to work. Young men, on the contrary, are more likely to use a creative approach, but are often lazy. Professional risks include material liability. However, it is inevitable, since the specialist works with money, and also must ensure the timely receipt of funds to suppliers.