Typical work activities depend on the market and the setting. A basic distinction can be made between two types of sales: business to business (B2B); business to customer or consumer (B2C). B2B sales involve selling products or services from one business to another.

This is a typical avenue for graduates. For example, a sales executive in a company that manufactures fast moving consumer goods (FMCG), e.g. soft drinks, will sell to the retailer and may be involved in making a strong argument so the products get shelf space. Activities important for success include: relationship building; researching the market and related products; presenting the product or service favourably and in a structured professional way face-to-face.

B2C sales involve direct selling to the consumer or end user. Examples include selling credit cards via the telephone or selling new cars in a showroom.

Typical activities for sales executives generally include:

• listening to customer requirements and presenting appropriately to make a sale
• maintaining and developing relationships with existing customers in person and via telephone calls and emails
• cold calling to arrange meetings with potential customers to prospect for new business; responding to incoming email and phone enquiries
• acting as a contact between a company and its existing and potential markets
• negotiating the terms of an agreement and closing sales
• gathering market and customer information
• representing their company at trade exhibitions, events and demonstrations
• negotiating on price, costs, delivery and specifications with buyers and managers
• challenging any objections with a view to getting the customer to buy
• advising on forthcoming product developments and discussing special promotions
• creating detailed proposal documents, often as part of a formal bidding process which is largely dictated by the prospective customer
• liaising with suppliers to check the progress of existing orders
• checking the quantities of goods on display and in stock
• recording sales and order information and sending copies to the sales office, or entering figures into a computer system; reviewing your own sales performance, aiming to meet or exceed targets
• gaining a clear understanding of customers’ businesses and requirements
• making accurate, rapid cost calculations and providing customers with quotations
• feeding future buying trends back to employers; attending team meetings and sharing best practice with colleagues.

• Marketing Manager Profile listening to customer requirements and presenting appropriately to make a sale
• maintaining and developing relationships with existing customers in person and via telephone calls and emails
• cold calling to arrange meetings with potential customers to prospect for new business
• responding to incoming email and phone enquiries
• acting as a contact between a company and its existing and potential markets; negotiating the terms of an agreement and closing sales
• gathering market and customer information
• representing their company at trade exhibitions, events and demonstrations
• negotiating on price, costs, delivery and specifications with buyers and managers
• challenging any objections with a view to getting the customer to buy
• advising on forthcoming product developments and discussing special promotions
• creating detailed proposal documents, often as part of a formal bidding process which is largely dictated by the prospective customer
• liaising with suppliers to check the progress of existing orders
• checking the quantities of goods on display and in stock
• recording sales and order information and sending copies to the sales office, or entering figures into a computer system
• reviewing your own sales performance, aiming to meet or exceed targets; gaining a clear understanding of customers’ businesses and requirements
• making accurate, rapid cost calculations and providing customers with quotations; feeding future buying trends back to employers
• attending team meetings and sharing best practice with colleagues.