Depending on the company’s definition of the role, a sales support representative may perform a variety of tasks. In general, the role’s purpose is to carry out activities that assist the primary sales team. Administrative tasks like making travel arrangements and scheduling meetings, as well as sales-specific tasks like sending out sales materials and preparing quotations, fall under this category. Inside sales to existing accounts may be a responsibility of the support representative in some cases.
In sales, there are a variety of different support activities. They differ significantly depending on product characteristics like type, price point, and complexity, as well as company characteristics like size, industry, and structure. An administrative assistant, an account representative, or a member of the marketing team at one company might be assigned to an administrative assistant, an account representative, or a member of the marketing team at another.
Pre-sales activities such as market research and lead generation are common responsibilities. Sales support representatives, for example, might look through the attendees at a trade show to find good prospects and make contacts. He or she would then provide that information to the sales staff for follow-up, send information to the prospect, or make the initial cold call to determine interest, depending on the employer’s process.
Support personnel are frequently involved in the selling process. This could include setting up meetings between the prospect and the sales representative, as well as attending those meetings. Obtaining pricing, coordinating bid efforts across departments, and putting together the final bid package or quotation are all examples.
A sales support representative is usually involved in the review and reporting process during the post-sales period. This could entail comparing final profit numbers to target goals or preparing reports for one or more sales executives. It can also include attending meetings to determine what went well during the project and what could be improved in the future for more complex sales projects, such as those involving multiple goods and services.
The term “sales support representative” is occasionally used to describe someone who helps the company selling. The representative in this case may be a member of the primary sales force rather than the support staff. As a result, the representative may be in charge of both product presentation and deal closing. This is most common in small businesses or those with products that don’t require much customization.