subject: Selection Criteria For Technical Sales Roles [print this page] Technical sales roles often require some knowledge of the specific technical area in question. There are several things a job seeker can do to ensure that they are prepared for their sales recruitment interview in technical sales. The following describes areas to be taken into consideration for a typical technical Sales Representative role:
The requirements of the position
A typical Sales Representative in a technical area is responsible for the maintenance and increase of sales in a given territory. Tasks include sales, negotiation, territory management, educating customers about your products and services, and building and maintaining customer relationships.
In the sales recruitment process, expect to be asked questions about your level of professionalism, your self motivation, your drive and listening / communication skills. Your persuasiveness, tenacity and your ability to create an impression will also be looked at.
Experiences and qualifications
This will vary from one industry to the next, and also between organizations. Many companies will seek candidates with a background in a very specific technical area; e.g. previous IT experience if you will be selling software, or previous experience as an electrician if you will be selling electrical components.
For other companies, these qualifications will not be necessary; rather they will prefer to see candidates with previous selling experience. Other companies will look for candidates with both a technical background as well as sales experience during their sales recruitment processes.
Typical requirements of a technical Sales Representative
At some stage during the sales recruitment process you will receive a copy of the position description for the job you are applying for. Expect to see some or all of the following job requirements for a technical sales role:
* Technical knowledge of the company's products and services, and the ability to clearly articulate and communicate this knowledge to customers.
* Development of new sales of your products within an assigned territory
* Maintenance and development of customer relationships within assigned territory
* Maintenance and enhancement of your knowledge of the company's and competitor's products
* Maintenance of accurate customer records
* Timely submission of weekly reports to the Sales Manager
* Prompt delivery of marketing material to customers
* Finding out more about the industry and sales positions
It is important that, before embarking on the sales recruitment process, you conduct research into the type of technical sales position you will be applying for, as well as the industry you intend working in. You can begin by speaking to people already working in the type of position you would like to apply for.
The internet is also a valuable source of information - many organizations have a list of current vacancies on their web it's if you already know what type of companies you would like to work for.
Why is research so important?
There are several reasons why you should conduct research before embarking on your personal sales recruitment campaign. First and foremost, it will help you to decide whether it s the right career move for you, particularly if you are coming from a technical background with no previous sales experience.
You are more likely to convince your interviewer that you are suited to a career in sales if you are already convinced of it yourself. Secondly, by being prepared and convinced of your own suitability, you will come across as more motivated during your sales recruitment interview.
