The role of the salesperson it is one of the most important functions in business. I recently worked with a well established and successful company that was recruiting a new sales force for the first time. "How did you sell the business that got you this far?", I inquired. "Oh, our Managing Director has done all the selling up to now", they replied, "but he can't cope with it all any more."

1. Promote the name and reputation of the company in the marketplace.
2. Promote the company's products and services.
3. Identify and contact likely prospective customers for the company's products and services.
4. Examine the needs of the marketplace and identify opportunities for selling the company's products and services.
5. Maintain regular contact with the company's customers.
6. Create and improve customer loyalty.
7. Demonstrate the products and services.
8. Deliver the products and services.
9. Negotiate contracts.
10. Feed back information on activities of your competitors and the emergence of new competitors.
11. Educate the customers, prospects and influencers.
12. Set an example and standard for ethical selling practices.
13. Prepare quotations, illustrations and proposals
14. Provide feedback on how the company and its products are perceived in the marketplace.
15. Keep up to date with the latest developments that affect the company, its products and its market.

From: "Sell Your Way to Success" - © 1993 Richard Arundel