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Functions, duties, and responsibilities of a salesman




The duties and responsibilities of a salesman differ from one business to another, depending upon the nature of the business, the size of the business, the type of selling job, the sales policies of the concern, etc. However, there are certain duties and responsibilities which are common to all types of business:


Selling, the fundamental duty of a salesman - is selling, this duty includes meeting the prospects, presenting and demonstrating the Products, inducing the prospects to buy, taking orders, and affecting sales.

Guiding the buyers, a salesman should guide the buyers in buying the goods they want.

Attending to complaints, a salesman should attend to the complaints of the customers immediately and try to settle their grievances quickly and sincerely.

Collection of bills, sometimes a salesman may be required to collect the outstanding bills relating to the goods sold by him, in such a case, he has to collect the bills and remit the amount to his company.

Collection of credit information, a salesman may sometimes be required to collect information about the creditworthiness of the customers, in such a case he has to collect detailed information and submit it to his company in time.

Reporting, a salesman especially a traveling salesman is required to send daily, weekly or monthly reports to his company, providing information about the calls made, sales affected services, rendered route, schedule expenses, competition if any, etc.

Organizing, a traveling salesman is required to organize his tour program, he has to prepare the route and time schedules for his tour, to systematize his sales efforts.

Attending sales meetings, a salesman is required to attend the sales meetings convened by his employer at periodical intervals to discuss the marketing problems, sales promotion activities, sales policies, etc.

Touring, a traveling salesman has to undertake touring regularly to cover the sales territories assigned to him.

Arranging for packing and delivery, the counter salesman has to arrange for the packing of the goods sold and the delivery of the packages to the buyers.

Window and counter display indoor or counter, the salesman has to arrange for the window and counter displays of the products in an attractive manner, to attract or induce the prospects to buy.

Promotion of goodwill, every salesman has to build up a satisfied clientele that is customers for his employer and thereby promote the goodwill of his company.

Working with middlemen, salesmen establish direct relations with middlemen such as distributors, wholesalers, etc, and collect market information and pass it on to their company.

Recruiting and training, experienced salesman recruits new salesmen, imparts training by accompanying them while making sales calls.


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