Sales jobs and it\\\s many guises

By: John Bult
If they don't sellenough stuff, it just doesn't work.? Ifyou are interested in a career in sales and have already started tolook at vacancies you may be finding it difficult to understand allthe different terms used to describe sales jobs, and indeed fathomwhether the different titles do actually mean different jobs.

Here'ssome of the most common titles you will come across with a briefexplanation of why they may be different.

FieldSales rep

Wheneveryou see the word 'field' in the title, this normally refers to asales job on the road, out seeing customers across an area, or as isusually referred to as a territory. In field sales jobs you willlikely have an expensed company car, and these days be furnished witha laptop and mobile phone to perform your job. If it's a nationalcompany, the chances are you will be based from home and be expectedto run a home office for your job.

Accountmanager

Whenyou see this title, it can either mean one of two things. The truesense of this title is a role where the business accounts are alreadyestablished, and the company stands to loose if accounts are notmaintained. Hence he emphasis of the account manager's job is lookafter existing customers to maintain their business. There is, ofcourse, usually an element built in to encourage these characters toexpand these accounts, but the essence is that this can be a much'softer' sales job. The second instance where this title is used isan employer who, himself, isn't that familiar with terminology andsimply chooses it to describe his vacant sales jobs!

BusinessDevelopment manager

Incontrast to the above, the emphasis of this role is in finding newcustomers. In practice there will always be a degree of accountmanagement within this job, indeed maintaining one account may openthe door to another. However, the primary emphasis of the role is tofind new customers and develop more business. In recruitment termsthese sales jobs require a totally different type of animal toaccount managers. People looking to fill business developmentmanager vacancies usually look for highly competitive people who aredriven and ambitious.

Telesalesrep

Asthe name implies, telesales are sales jobs which are office and phonebased. These roles normally involve smaller value but high volumeproducts, where it simply wouldn't be cost effective to drive aroundand visit clients, indeed it may nor be practically possible. are an excellent introduction to the sales role andcan often be the catalyst for someone's career in sales, progressingon to bigger and better field based sales roles.

Territorymanager/Territory business manager

Unlikethe roles above, rather than an emphasis on either the businessdevelopment or the account management, the emphasis of this title ison the 'territory'. In these sales jobs you will be in charge of allaspects of business on your territory presenting you with bothbusiness development and account management challenges. Indeed thechallenge is often striking the right balance between the two.

Areasales manager

Nowwe are starting to get caught up in semantics. For example in thepharmaceutical industry, anything with 'sales manager' in the titleis reserved for roles which involve the management of sales people. In the Healthcare industry next door, area sales manager is, in fact,usually a sales job. In many cases the phrases 'sales manager' isoften used to describe a sales job to try and make it sound moresenior.

Salesexecutive

Againthis is essentially a play on words, the use of the word executive toadd a little shine on what will basically be a sales job.

Youare likely to see all manner of variations and combinations of this,but if you take the above descriptions you should be able to work outwhether each sales job really is different and if there is anemphasis what that might be.

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