Commercial and Technical Sales Representative

Urban Institute

National (OA)

National Occupational Frameworks

Documents

Individual state requirements may vary. Please contact your local apprenticeship office to ensure this version is suitable to your state’s requirements.

Work Process Schedule

Work Process Content

On the Job Training

Anonymous

Skills

Conduct research and profile a market

Develop research methodology and objectives
Research potential new markets and assess opportunities to enter, shape or influence each market and their likely contribution to the business
Undertake analysis of markets to determine viability of business opportunities
Develop and prepare research reports /market positioning strategy
Identify and access a range of information systems and databases to manage customer information

Apply prospecting methods and develop a sales plan

Employ prospecting methods and qualify prospects
Develop and monitor a sales plan to achieve sales goals and quotas
Understand the benefits of CRM and SFA in sales and marketing

Undertake marketing activities

Identify and evaluate marketing opportunities ensuring characteristics of products meet consumer priorities, needs and preferences
Assess environmental factors and their impact on marketing mix
Determine promotional strategies and develop promotional material
Conduct digital/ e-marketing communications
Implement marketing activities within budgetary constraints to meet legal, ethical and organizational requirements

Develop specialized product knowledge

Develop product knowledge relevant to the industry
Promote products and services to stakeholders
Convert product and service knowledge into sales strategies

Establish and maintain networks and customer relationships

Develop and maintain effective customer relationships and industry networks
Develop an online presence for customer engagement
Ensure customer rights and responsibilities are upheld
Satisfy complex customer needs
Manage quality customer service practices
Maintained customer records are in accordance with organizational procedures
Work effectively with culturally diverse colleagues, clients and customers
Develop and use effective communication strategies

Present, secure and support sales

Plan and develop a customer profile and needs analysis
Plan and prepare a sales and presentation to match the characteristics of the target audience
Negotiate, finalize and close sales
Support post-sale activities

Deliver and monitor a service to customers

Identify and respond to customer needs
Deliver and build a personalized service to customers in a professional manner
Manage and resolve customer complaints
Support post-sale activities

Comply with laws, regulations, standards and policies

Identify and interpret key provisions of relevant legislation from all levels of government that affect business operations

Manage personal work priorities and professional development

Organize personal work priorities in accordance with organizational requirements
Co-ordinate and manage personal skill development
Develop and maintain professional competence

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