sales

Work Description

Marketing and sales directors plan, organise and direct market research and formulate and implement an organisation’s marketing and sales policies.

Qualification

Entry is generally via career progression from related occupations (e.g. Marketing Manager, Sales Manager). Entrants to the professional qualifications of the Chartered Institute of Marketing require GCSEs/S grades, A levels/H grades, a BTEC/SQA award, a degree or equivalent qualification and/or relevant experience.

Job Tasks

liaises with other senior staff to determine the range of goods or services to be sold; discusses employer’s or clients’ requirements, plans and monitors surveys and analyses of customers’ reactions to products; examines and analyses sales figures, advises on and monitors marketing campaigns and promotional activities; controls the recruitment and training of staff; produces and/or assesses reports and recommendations concerning marketing and sales strategies.

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Work Description

Buyers and procurement officers organise and undertake the buying of raw materials, equipment and merchandise from manufacturers, importers, wholesalers and other sources for wholesale distribution, resale or for own internal use.

Qualification

There are no formal academic requirements although some employers expect A levels/H grades, BTEC/SQA awards or degrees. Employers may ask for specific experience for a particular role. Professional qualifications and NVQs/SVQs in Procurement at Levels 2, 3 and 4 are available.

Job Tasks

attends trade fairs, shows and demonstrations to research new product lines and suppliers, checks catalogues; keeps up with market trends and chooses products/services; assesses budgetary limitations and customer requirements and decides on quantity, type, range and quality of goods or services to be bought; assesses bids from suppliers, finds suppliers and negotiates prices; helps negotiate contract with supplier and specifies details of goods or services required; looks at ways to improve supply networks, presents new ideas to senior management team; ensures that delivered items comply with order, monitors quality of incoming goods and returns unsatisfactory or faulty items, monitors performance and makes sure targets are met; supervises clerical, administrative and warehouse distribution staff, deals with recruitment and training; works closely with merchandisers who allocate stock and develop sales forecasts; maintains records and prepares reports as necessary.

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Work Description

Business sales executives provide advice to existing and potential customers, and receive orders for specialist machinery, equipment, materials and other products or services that require technical knowledge.

Qualification

There are no formal academic requirements, although entrants usually possess academic qualifications and/or relevant experience in a particular profession or speciality. Training is usually on-the-job. Professional qualifications and NVQs/ SVQs at Levels 2 and 3 are available.

Job Tasks

discusses customer requirements and advises them on the capabilities and limitations of the goods or services being sold; quotes prices, credit details, delivery dates and payment arrangements and arranges for delivery and installation of goods if appropriate; makes follow up visits to ensure customer satisfaction and to obtain further orders; stays abreast of advances in product/field and suggests possible improvements to product or service; maintains records and accounts of sales made and handles customer complaints.

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Work Description

Marketing associate professionals assist in the development and implementation of projects which aim to elicit the preferences and requirements of consumers, businesses and other specified target groups so that suppliers may meet these needs.

Qualification

There are no formal academic requirements, although many entrants possess a BTEC/SQA award, A levels/H grades, a degree or equivalent qualification. Training is typically in-house, supplemented by short courses or professional qualifications provided by the Market Research Society. NVQs/SVQs in Marketing Research are available at Levels 3 and 4.

Job Tasks

discusses business methods, products or services and targets customer group with employer or client in order to identify marketing requirements; establishes an appropriate quantitative and qualitative market research methodology and prepares proposals outlining programmes of work and details of costs; collates and interprets findings of market research and presents results to clients; discusses possible changes that need to be made in terms of design, price, packaging, promotion etc. in light of market research with appropriate departments; briefs advertising team on client requirements, monitors the progress of advertising campaigns and liaises with client on potential modifications.

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Work Description

Estate agents and auctioneers arrange for the valuation, sale, purchase, rental and leasing of property on behalf of clients.

Qualification

There are no formal academic entry requirements although entrants to professional training via the National Federation of Property Professionals (NFOPP) will normally possess GCSEs/S grades, an NVQ/SVQ and/or relevant experience. Off- and on-the-job training is possible, and apprenticeships are available in some areas.

Job Tasks

discusses client’s requirements and may advise client on the purchase of property and land for investment and other purposes; conducts or arranges for structural surveys of properties and undertakes any necessary valuations of property or agricultural land; advises vendors and purchasers on market prices of property, accompanies clients to view property; markets the property on behalf of the vendor, prepares written information and press advertisements; negotiates land or property purchases, sales, leases or tenancy agreements and arranges legal formalities with solicitors, building societies and other parties; makes inventories of property for sale, advises vendor of suitable reserve price, issues catalogues, conducts auction, notes bids and records sale.

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Work Description

Sales accounts and business development managers plan, organise and undertake market research to meet the requirements of an organisation’s marketing and sales policies.

Qualification

Entrants to the professional qualifications of the Chartered Institute of Marketing require GCSEs/S grades, A levels/H grades, a BTEC/SQA award, an Advanced GNVQ/GSVQ Level III, a degree or equivalent qualification and/or relevant experience. NVQs/SVQs in sales and qualifications from other relevant professional bodies are available.

Job Tasks

liaises with other senior staff to determine the range of goods or services to be sold, contributes to the development of sales strategies and setting of sales targets; discusses employer’s or client’s requirements, carries out surveys and analyses customers’ reactions to product, packaging, price, etc.; compiles and analyses sales figures, prepares proposals for marketing campaigns and promotional activities and undertakes market research; handles customer accounts; recruits and trains junior sales staff; produces reports and recommendations concerning marketing and sales strategies for senior management; keeps up to date with products and competitors.

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Work Description

Sales administrators provide support to the process of selling equipment, materials and other products or services.

Qualification

There are no minimum academic requirements, although entrants typically possess GCSEs/S grades or equivalent qualifications. Training is normally provided on-the-job. NVQs/SVQs in Administration are available at Levels 1 and 2.

Job Tasks

provides information to customers on products and prices; fields telephone enquiries from prospective customers on behalf of the sales team; prepares sales invoices and maintains records and accounts of sales activity; handles customer complaints or forwards them to relevant member of sales team; carries out general clerical duties.

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Work Description

Sales and retail assistants demonstrate and sell a variety of goods and services in shops, stores, showrooms and similar establishments.

Qualification

No minimum academic qualifications are required although some employers may require GCSEs/S grades. Training is typically provided on-the-job. Apprenticeships and NVQs/SVQs in Retail Operations are available at various levels.

Job Tasks

discusses customer requirements, including type and price range of goods/services desired; advises customer on selection, purchase, use and care of merchandise and quotes prices, discounts and delivery times; advises customer making major purchase on credit terms and arranges finance as appropriate; receives full or partial payment, checks validity of form of payment, writes or prints bill, receipt or docket and packages merchandise for customer; arranges and replenishes goods on display stands, undertakes stock checks and assists with the receipt of deliveries from suppliers into the stock room; handles returns and deals with customer complaints.

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Work Description

Retail cashiers and check-out operators accept payments from customers and give change in respect of sales or services.

Qualification

There are no minimum academic requirements although some employers may require GCSEs/S grades or relevant experience. Training is typically provided on-the-job. NVQs/SVQs in Retail Operations are available at Levels 1 and 2.

Job Tasks

records cost of each item on cash register or by use of bar code reader and totals the amount to be paid; receives cash, cheque or debit or credit card payment, checks validity of form of payment, gives change and issues receipts for purchase; debits customer’s account in respect of purchases or services; monitors fuel taken by self-service customers or refuels vehicle if required; maintains transaction records as requested.

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Work Description

Telephone salespersons obtain, receive, process and record telephone orders for goods and services.

Qualification

Academic qualifications may be required. Training is typically received on-the-job, supplemented by short courses in practical skills. NVQs/SVQs in Selling are available at Levels 2 and 3.

Job Tasks

learns about the product(s)/service(s) to be sold; telephones potential customers, explains purpose of call, discusses their requirements and advises on the goods/services being offered; quotes prices, credit terms and delivery conditions and records details of orders agreed; receives orders for goods/services by telephone and records relevant details; arranges despatch of goods and services, information and/or brochures to customers; maintains record of sales statistics, customers contacted and changes to customer details.

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Work Description

Pharmacy and other dispensing assistants work under the supervision of pharmacists or other relevant health professionals to dispense drugs and medicines, issue pre-packaged prescriptions, sell over-the-counter medication, dispense spectacles and contact lenses and other related products.

Qualification

Entrants usually possess GCSEs/S grades. Training is typically received on-the-job, supplemented by study towards vocational qualifications. NVQs/ SVQs are available in relevant areas and at various levels, and apprenticeships may be available.

Job Tasks

checks received prescriptions for legality and accuracy and confirms patients’ or customers’ details; maintains records of prescriptions received and drugs issued; checks stock levels, rotates stock, orders new stock from supplying companies and ensures that products are stored appropriately; arranges displays of merchandise; relays information to customers under the direction of pharmacist or other health professional; carries out sales transaction, wraps and packages goods.

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Work Description

Vehicle and parts salespersons and advisers sell new and used vehicles to the general public, and vehicle accessories and parts to garages, vehicle dealerships and the general public.

Qualification

There are no formal academic requirements for entry but some employers may ask for GCSEs and/or some previous relevant work experience. Apprenticeships may be available in some areas. Vehicle salespersons generally require a full, clean driving licence.

Job Tasks

discusses customer’s requirements, advises on most appropriate vehicle, explains its features and arranges test drive; negotiates sale price including any ‘trade-in’ and extra accessories, works out finance arrangements and completes sales paperwork; carries out pre-delivery inspection and formal hand-over of vehicle to customer; updates stock record, orders new vehicles from manufacturer, buys in used cars; receives orders for parts by phone, email or in person and checks availability on stock record; obtains parts from store or orders from suppliers; organises delivery of parts and handles payment; orders new supplies, arranges storage and updates stock records.

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Work Description

Sales supervisors oversee operations and directly supervise and coordinate the activities of sales and related workers in retail and wholesale establishments.

Qualification

No minimum academic qualifications are required although some employers may require GCSEs/S grades or A levels/H grades along with relevant work experience. NVQs/SVQs in Retail Operations are available at Levels 1 and 2, and apprenticeships may be available in some areas. Professional qualifications are relevant in some areas of selling and may be an advantage.

Job Tasks

directly supervises and coordinates the activities of sales and related workers; establishes and monitors work schedules to meet sales and productivity targets; liaises with managers and other departments to resolve operational problems; determines or recommends staffing and other needs to meet sales and productivity targets; reports as required to managerial staff on departmental activities.

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