Sales agent job description. Duty sales agent. Specialist strengths

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 an agreement, acting 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…

Conforms to the requirements of the document - "DIRECTORY qualification characteristics occupations of workers. Issue 1. Occupations of workers that are common to all types economic activity", which was approved by the order of the Ministry of Labor and Social Policy of Ukraine dated December 29, 2004 N 336.
The status of the document is "valid".

Preface to job description

0.1. The document comes into force from the moment of its approval.

0.2. Document developer: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.

0.3. Document approved: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.

0.4. Periodic check this document produced at intervals not exceeding 3 years.

1. General Provisions

1.1. The position "Trade Agent" belongs to the category "Specialists".

1.2. Qualifications- basic or incomplete higher education relevant area of ​​study (bachelor or junior specialist). No work experience requirements.

1.3. Knows and applies:
- regulations, regulations, instructions, other guidance materials and regulations governing the organization of marketing and sale of goods, the provision of services;
- Fundamentals of financial, economic, tax and labor law;
- progressive forms and methods of trade and marketing;
- development prospects and needs of the industry, enterprises, institutions, organizations that are potential buyers (customers) of manufactured products and services;
- the procedure for concluding contracts of sale and registration required documents;
- conditions of imprisonment commercial transactions and methods of bringing goods (services) to consumers;
- current price lists;
- conjuncture of internal and external markets;
- assortment, nomenclature and standard size of goods, rules for decoding codes, articles and marking;
- requirements of standards and specifications to the quality of goods (services), their main properties, quality and consumer characteristics;
- addresses of potential buyers (customers);
- advanced domestic and foreign experience in organizing sales of goods and services to the population;
- Fundamentals of psychology, economics and labor organization;
- Fundamentals of labor law.

1.4. A sales agent is appointed to a position and dismissed by an order for an organization (enterprise/institution).

1.5. The sales agent reports directly to _ _ _ _ _ _ _ _ _ _ .

1.6. The sales agent directs the work of _ _ _ _ _ _ _ _ _ _ .

1.7. A trading agent during his absence is replaced by a duly appointed person who acquires the relevant rights and is responsible for the proper performance of the duties assigned to him.

2. Description of work, tasks and job responsibilities

2.1. Carries out negotiations on the conclusion of purchase and sale transactions, concludes purchase and sale transactions on its own behalf or on behalf of another person who represents on the basis of an agreement governing relations between them.

2.2. Concludes purchase and sale transactions as a sales agent with simple rights or a sales agent with exclusive rights.

2.3. Performs the functions of a guarantor for the fulfillment of obligations arising from the agreements concluded by him, compensating for possible losses in case of failure to fulfill his obligations due to insolvency or other circumstances depending on him.

2.4. Carries out the purchase and sale of goods (services) on its own behalf and at its own expense, becoming the owner of the goods sold at the time of the conclusion of the agreement.

2.5. On the basis of studying the conjuncture of the goods (services) market, it performs work on identifying and accounting for potential buyers (customers) for manufactured products and services that are provided, and organizes their advertising.

2.6. Analyzes the state and trends 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).

2.7. Performs work on the introduction of progressive trading methods.

2.8. Sets prices for goods (services) and determines the conditions for their sale (sale) and provision of services.

2.9. Drafting sales contracts and supervising their implementation.

2.10. Organizes the delivery of purchased products and the provision of services.

2.11. Controls the payment by buyers (customers) of invoices to manufacturers of products or services.

2.12. Keeps records of claims of buyers (customers) for the implementation of sales contracts.

2.13. Identifies the causes of violations of the terms of contracts, takes measures to eliminate and prevent them.

2.14. Ensures the safety of the executed documentation under the contracts of sale.

2.15. Knows, understands and applies the current regulatory documents relating to its activities.

2.16. Knows and complies with the requirements of normative acts on labor protection and environment, complies with the norms, methods and techniques for the safe performance of work.

3. Rights

3.1. The sales agent has the right to take action to prevent and eliminate the occurrence of any violations or inconsistencies.

3.2. A trading agent has the right to receive all social guarantees provided for by law.

3.3. A trading agent has the right to demand assistance in the performance of his duties and the exercise of his rights.

3.4. A trading agent has the right to demand the creation of organizational and technical conditions necessary for the performance of official duties and the provision necessary equipment and inventory.

3.5. A trading agent has the right to get acquainted with the draft documents relating to his activities.

3.6. A trading agent has the right to request and receive documents, materials and information necessary for the performance of his duties and instructions of the management.

3.7. A trade agent has the right to improve his professional qualifications.

3.8. The sales agent has the right to report all violations and inconsistencies identified in the course of its activities and make proposals for their elimination.

3.9. The sales agent has the right to get acquainted with the documents that define the rights and obligations of the position held, the criteria for assessing the quality of the performance of official duties.

4. Responsibility

4.1. The trading agent is responsible for non-fulfillment or untimely fulfillment of the duties assigned by this job description and (or) non-use of the rights granted.

4.2. A trading agent is responsible for non-compliance with the rules of internal labor regulations, labor protection, safety, industrial sanitation and fire protection.

4.3. A trading agent is responsible for disclosing information about an organization (enterprise/institution) that is classified as a trade secret.

4.4. The sales agent is responsible for non-fulfillment or improper fulfillment of the requirements of the internal regulatory documents of the organization (enterprise/institution) and the legal orders of the management.

4.5. A trading agent is liable for offenses committed in the course of its activities, within the limits established by the current administrative, criminal and civil legislation.

4.6. The sales agent is responsible for causing material damage organization (enterprise/institution) within the limits established by the current administrative, criminal and civil legislation.

4.7. The trading agent is responsible for the misuse of the granted official powers, as well as their use for personal purposes.

The profession of "sales agent" appeared in our country relatively recently, but its popularity can be estimated by the number of advertisements in newspapers and vacancies for this position. Who it Sales Representative, and what features of the profession will have to face in the process of work.

Sales agent - all information about the profession

A field worker is an intermediary between the manufacturer of the goods and the owner retail outlet sales. He has a lot of responsibilities, but the goal is one - to tell about the product in such a way as to sell it.

Responsibilities of a mobile agent

1. Communication with owners outlets– large shopping centers, shops and small stalls.
2. Receiving and processing orders for the supply of products.
3. Extension client base.
4. Financial control deals.
5. Information support for customers - potential and existing.
6. Monitor compliance with the terms of the agreement - the goods must be in the store in the best place.
7. Work with documentation - registration of contracts and reconciliation of acts.

Advantages and disadvantages of the profession

1. Feeling of freedom.

A sales agent spends most of his working time on the road and in communication with people, he does not need to sit in the office. However, mobile representatives who have to work in several settlements are more limited in time.

2. Decent earnings.

The result will live up to expectations, if you purposefully improve, follow the plan every day. The amount of income always depends only on the individual efforts and professionalism of the agent.

3. Constant movement.

Working as a mobile agent, a person gets the opportunity to move forward not only physically, but also to improve himself. The monotonous activity in the office causes a feeling of hopelessness, the sales agent is always active and developing.

4. Flexible schedule work and distance from superiors.

The specialist determines the degree of workload of the working day on his own, the management does not control the movement of the salesman. The main thing to remember is that wage directly proportional to the effort involved.

As for the shortcomings, there are not so many. The profession requires a person to have professionalism and knowledge in many areas, a sales agent at the same time:

• driver;
• collector;
• accountant;
• consultant;
• psychologist.

You have to work in any weather, with people who are not always friendly, regularly attend trainings, study large amounts of information about products.

Required professional qualities

The profession, of course, is not for a modest silent person who does not differ in sociability. The position of a sales representative should be a person with a number of qualities:

1. a talent for sales - you either have it or you don't, the art of selling can only be developed and brought to perfection, but there must be an innate predisposition to such work;
2. talkativeness - the minimum amount of time is allotted to get acquainted with the store representative, for which you need to make good impression, present products and place an order;
3. discipline - the level of income and success in work depend on the ability to plan a working day, because in one working day you need to have time to solve many problems;
4. conflict-free - you have to communicate with absolutely different people and everyone needs to be able to find a special approach.

Note: It is important to be able to ignore the occasional insult and not react to it. At the same time, it is necessary to be able to delicately, but confidently, besiege the offender and maintain good, business relations with him (if the work requires it).

Where can you work?

In all areas of trade, mobile workers are needed, because you need to sell food, household chemicals, clothes, shoes and toys, appliances and household items. Each group of goods has certain properties, for example:

• drinks and ice cream are seasonal goods that will bring profit only in summer;
• household chemicals, clothing is an out-of-season product.

1. It is best to work directly with the manufacturing company. Such mobile agents are provided with:

• good earnings, which does not depend on the season of the year;
• transport provided by the company;
• corporate mobile communication;
• medical insurance.

2. Working with a distributor involves learning a large number sheets with a list of products, the composition of the product, its qualities and features, the presence of a personal car. The salary in this case will be somewhat less.

3. The easiest option is to work as a mobile agent in networks large supermarkets. In this case, there are fewer obligations, and more orders, which is reflected in the amount of premiums.

Career prospects

It is wrong to think that a sales agent is the pinnacle of a career. With maximum effort, after six months you can become an instructor, brand manager or supervisor. Do not stop there, improve, show your talents and perform the assigned tasks efficiently and responsibly. In this case, your efforts will be rewarded with a promotion. Working as a sales agent is difficult, but financial results and the moral pleasure gained from daily victories over oneself is worth the effort.

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. It can be any system of discounts, deferred payments, special conditions delivery 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.

A 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 train special educational institutions. You can get a job in educational institution training 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, the 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, technical specifications products, contract requirements, etc.

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 brought positive results, then we can assume that the contract is 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 mandatory conditions 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. Through specialized software the manager transfers 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 for more effective promotion product. 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. To professional risks can be attributed liability. However, it is inevitable, since the specialist works with money, and also must ensure the timely receipt of funds to suppliers.

To carry out work on the introduction of progressive methods of trading. 3.8. Establish prices for goods (services) and determine the conditions for their sale (sale) and provision of services. 3.9. Drafting sales contracts and supervising their execution. 3.10. Organize the delivery of purchased products and services. 3.11. To control payment by buyers (customers) of invoices to manufacturers of products or providing services. 3.12. Keep records of claims of buyers (customers) for the execution of sales contracts. 3.13. Identify the causes of violations of the terms of contracts, take measures to eliminate and prevent them. 3.14. Ensure the safety of the documentation drawn up under the contracts of sale. IV. Rights The sales agent has the right to: 4.1. Get acquainted with the draft decisions of the management of the enterprise relating to its activities. 4.2.

Sales agent job description

Education* secondary vocational (economic) 2.2 work experience without presenting requirements for length of service 2.3 knowledge Normative legal acts, regulations, instructions, other guidance materials and regulatory documents governing the organization of marketing and sale of goods, provision of services. Fundamentals of financial, economic, tax and labor legislation. Progressive forms and methods of trade and marketing. Development prospects and needs of the industry, enterprises, institutions, organizations that are potential buyers (customers) of manufactured products and services.

The procedure for the conclusion of contracts of sale and execution of the necessary documents. Conditions for concluding commercial transactions and methods of bringing goods (services) to consumers. Price tags and price lists. Conjuncture of the internal and external market.

Sales agent: activities and responsibilities

Inaccurate information about the status of the work. 4.3. Failure to comply with orders, orders and instructions of the head of the Organization. 4.4. Failure to take measures to suppress the identified violations of safety regulations, fire and other rules that pose a threat to the activities of the Organization and its employees.

4.5. Failure to enforce labor discipline. 5. WORKING CONDITIONS 5.1. The mode of operation of a sales agent is determined in accordance with the Internal Labor Regulations established in the Organization. 5.2. In connection with the production need, the sales agent is obliged to go on business trips (incl.
local value). 6. RIGHT OF SIGNATURE 6.1. To ensure its activities, a trading agent is granted the right to sign organizational and administrative documents on issues that are part of its functional duties.

Trading agent

This must be taken into account when building interaction.

Sales agent profession

Attention

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.

Sales agent job description

During the period of temporary absence of a commercial agent, his duties are assigned to. 2. FUNCTIONAL DUTIES A trading agent performs the following duties: Negotiates the conclusion of purchase and sale transactions, concludes purchase and sale transactions on his behalf or another person he represents on the basis of an agreement governing relations between them. Performs purchase and sale transactions as a sales agent with simple rights or a sales agent with exclusive rights.
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. 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.