characteristics of products
The tangible characteristics of a product such as its materials, properties and functions, as well as its different applications, features, use and support requirements.
Commercial sales representatives represent a company in selling and providing information on goods and services to businesses and organisations.
Competences and skills
76 ESCO relationsEssential knowledge 7 competences
Occupation specific
0 competencesNo competences in this bucket.
Sector-specific
5 competencescharacteristics of services
The characteristics of a service that might include having acquired information about its application, function, features, use and support requirements.
product comprehension
The offered products, their functionalities, properties and legal and regulatory requirements.
sales promotion techniques
The techniques used to persuade customers to purchase a product or a service.
sales strategies
The principles concerning customer behaviour and target markets with the aim of promotion and sales of a product or a service.
Cross-sector
2 competencesconsumer goods industry
The consumer goods industry refers to a concrete economic sector that produce and sell goods to consumers for they direct consumption, enjoyment or use. Industry that covers a wide range of activities whose target is the final consumption of products by households. It includes food production, clothing and leather, electronics, and household equipment, among other sectors.
customer relationship management
The customer-oriented management approach and basic principles of successful customer relations that focus on interactions with customers such as technical support, customer services, after-sales support and direct communication with the customer.
Essential skills and competences 25 competences
Occupation specific
0 competencesNo competences in this bucket.
Sector-specific
16 competencesadvise on merchandise features
Provide counsel on the buying of merchandise such as goods, vehicles or other objects, as well as providing information on their features and attributes to clients or customers.
carry out sales analysis
Examine sales reports to see what goods and services have and have not sold well.
contact customers
Contact customers by telephone in order to respond to inquiries or to notify them of claim investigation results or any planned adjustments.
demonstrate motivation for sales
Show incentives that drive someone to reach sales goals and business targets.
demonstrate products' features
Demonstrate how to use a product in a correct and safe manner, provide customers with information on the product's main features and benefits, explain operation, correct use and maintenance. Persuade potential customers to purchase items.
ensure compliance with purchasing and contracting regulations
Implement and monitor company activities in compliance with legal contracting and purchasing legislations.
guarantee customer satisfaction
Handle customer expectations in a professional manner, anticipating and addressing their needs and desires. Provide flexible customer service to ensure customer satisfaction and loyalty.
identify customer's needs
Use appropriate questions and active listening in order to identify customer expectations, desires and requirements according to product and services.
implement customer follow-up
Implement strategies that ensures post-sale follow up of customer satisfaction or loyalty regarding one's product or service.
implement sales strategies
Carry out the plan to gain competitive advantage on the market by positioning the company's brand or product and by targeting the right audience to sell this brand or product to.
keep records on sales
Keep records of the activities of the sales of products and services, tracking which products and services were sold when and maintaining customer records, in order to facilitate improvements in the sales department.
maintain relationship with suppliers
Build a lasting and meaningful relationship with suppliers and service providers in order to establish a positive, profitable and enduring collaboration, co-operation and contract negotiation.
produce sales reports
Maintain records of calls made and products sold over a given time frame, including data regarding sales volumes, number of new accounts contacted and the costs involved.
prospect new customers
Initiate activities in order to attract new and interesting customers. Ask for recommendations and references, find places where potential customers can be located.
prospect new regional contracts
Identify and win regional contracts/tenders for expanding stores.
record customers' personal data
Gather and record customers' personal data into the system; obtain all signatures and documents required for rental.
Cross-sector
9 competencesanswer requests for quotation
Make up prices and documents for the products that customers may purchase.
apply technical communication skills
Explain technical details to non-technical customers, stakeholders, or any other interested parties in a clear and concise manner.
communicate with customers
Respond to and communicate with customers in the most efficient and appropriate manner to enable them to access the desired products or services, or any other help they may require.
ensure client orientation
Take actions which support business activities by considering client needs and satisfaction. This involves understanding what customers want, providing advices, selling products and services or processing complaints, while adopting a positive attitude.
ensure compliance with legal requirements
Guarantee compliance with established and applicable standards and legal requirements such as specifications, policies, standards or law for the goal that organisations aspire to achieve in their efforts.
have computer literacy
Utilise computers, IT equipment and modern day technology in an efficient way.
digital
keep records of customer interaction
Recording details of inquiries, comments and complaints received from customers, as well as actions to be taken.
respond to customers' inquiries
Answer customers' questions about itineraries, rates and reservations in person, by mail, by e-mail and on the phone.
use customer relationship management software
Use specialised software to manage company’s interactions with current and future customers. Organise, automate and synchronise sales, marketing, customer service, and technical support, to increase targeted sales.
digital
Optional knowledge 27 competences
Occupation specific
0 competencesNo competences in this bucket.
Sector-specific
18 competencesbeverage products
The offered beverage products, their functionalities, properties and legal and regulatory requirements.
chemical products
The offered chemical products, their functionalities, properties and legal and regulatory requirements.
clothing and footwear products
The offered clothing and footwear products, their functionalities, properties and legal and regulatory requirements.
dairy and edible oil products
The offered dairy products and edible oil products, their functionalities, properties and legal and regulatory requirements.
e-commerce systems
Basic digital architecture and commercial transactions for trading products or services conducted via Internet, e-mail, mobile devices, social media, etc.
digital
e-procurement
The functioning and methods used to manage electronic purchases.
digital
electronic and telecommunication equipment
The offered electronic and telecommunication equipment and products, their functionalities, properties and legal and regulatory requirements.
digital
glassware products
The offered china glassware and other glassware products such as cups and vases, their functionalities, properties and legal and regulatory requirements.
household products
The offered household products or goods, their functionalities, properties and legal and regulatory requirements.
ICT software specifications
The characteristics, use and operations of various software products such as computer programmes and application software.
digital
international commercial transactions rules
Pre-defined commercial terms used in international commercial transactions which stipulate clear tasks, costs and risks associated with the delivery of goods and services.
market pricing
Price volatility according to market and price elasticity, and the factors which influence pricing trends and changes in the market in the long and short term.
media formats
The various formats in which media can be made available to the audience, such as paper books, e-books, tapes, and analogue signal.
office equipment
The offered office machinery and equipment products, its functionalities, properties and legal and regulatory requirements.
outdoor advertising
Types and characteristics of advertising performed in the public domain such as on street furniture, public transportation vehicles, stations and airports and on billboards.
perfume and cosmetic products
The offered perfume and cosmetic products, their functionalities, properties and legal and regulatory requirements.
types of aircraft
The various types of aircraft, their functionalities, properties and legal and regulatory requirements.
types of maritime vessels
Various types of maritime vessels such as container ships, passenger ships and fishing vessels, and their characteristics and specifications, security, technical, and maintenance requirements.
Cross-sector
9 competencesadvertising techniques
The communication strategies intended to persuade or encourage an audience, and the different media which are used to achieve this goal.
consumer protection
The current legislation applicable in relation to the rights of consumers in the marketplace.
credit card payments
The methods involving payment done through credit cards.
electronic communication
Data communication performed through digital means such as computers, telephone or e-mail.
digital
hardware industry
Different tools and brands in the hardware industry such as power tools.
digital
media planning
The process of selecting the best media to reach marketing and advertising strategy objectives in order to promote a client's product or service. This process encompasses research on target audiences, frequency of advertisements, budgets and media platforms.
production processes
Materials and techniques required in the production and distribution processes.
solar products
The varieties and key features of solar products such as solar panels, solar water heaters or solar-powered chargers. Moreover, the knowledge of their functionalities, components and legal requirements.
green
types of media
The means of mass communication, such as television, journals, and radio, that reach and influence the majority of the public.
Optional skills and competences 17 competences
Occupation specific
0 competencesNo competences in this bucket.
Sector-specific
6 competencesdeliver a sales pitch
Prepare and deliver an understandably constructed sales talk for a product or a service, identifying and using persuasive argumentation.
issue sales invoices
Prepare the invoice of goods sold or services provided, containing individual prices, the total charge, and the terms. Complete order processing for orders received via telephone, fax and internet and calculate the customer’s final bill.
monitor after sales records
Keep an eye on the after sales feedback and monitor customer satisfaction or complaints; record after sales calls for thorough data analysis.
provide advertisement samples
Show clients a preview of the advertising format and features.
stay up to date with social media
Keep up with the trends and people on social media such as Facebook, Twitter, and Instagram.
digital
work with advertising professionals
Cooperate with professionals in the advertising field as to ensure a smooth development of the advertising projects. Work together with researchers, creative teams, publishers, and copywriters.
Cross-sector
11 competencesanalyse consumer buying trends
Analyse buying habits or currently prevalent customer behaviour.
apply social media marketing
Employ website traffic of social media such as Facebook and Twitter to generate attention and participation of existing and potential customers through discussion forums, web logs, microblogging and social communities for gaining a quick overview or insight into topics and opinions in the social web and handle inbound leads or inquiries.
digital
develop media strategy
Create the strategy on the type of content to be delivered to the target groups and which media to be used, taking into account the characteristics of the target audience and the media that will be used for content delivery.
develop promotional tools
Generate promotional material and collaborate in the production of promotional text, videos, photos, etc. Keep previous promotional material organised.
handle financial transactions
Administer currencies, financial exchange activities, deposits as well as company and voucher payments. Prepare and manage guest accounts and take payments by cash, credit card and debit card.
implement marketing strategies
Implement strategies which aim to promote a specific product or service, using the developed marketing strategies.
monitor media industry research figures
Keep up to date with distribution figures of the various printed media outlets such as newspapers and journals; with the audience figures of radio and television or of specific broadcast programs; and of those of online outlets such as search engine optimisation and pay-per-click results.
perform media outlets research
Research what will be the best and most effective way to reach the majority of consumers by defining the target audience and the type of media outlet that better fit with the purpose.
process payments
Accept payments such as cash, credit cards and debit cards. Handle reimbursement in case of returns or administer vouchers and marketing instruments such as bonus cards or membership cards. Pay attention to safety and the protection of personal data.
show diplomacy
Deal with people in a sensitive and tactful way.
speak different languages
Master foreign languages to be able to communicate in one or more foreign languages.
research