Salespeople come in various types, each with unique roles and responsibilities. From order takers who handle existing customers to order getters who actively seek new business, these professionals play crucial roles in driving sales and fostering customer relationships.

Support personnel like missionary salespeople and technical specialists complement the sales team's efforts. They build goodwill, educate customers, and provide technical expertise. Understanding these different roles helps businesses create effective sales strategies and maximize their sales potential.

Types of Salespeople

Types of personal selling roles

• Order takers receive orders from customers without actively seeking out new business opportunities
  • Inside order takers work within the company's premises, handling orders via telephone, email, or online platforms (call centers, e-commerce websites)
  • Outside order takers visit customer locations to take orders and maintain relationships with existing clients (retail store salespeople, route salespeople)
• Order getters actively seek out new customers and persuade them to purchase products or services, requiring extensive product knowledge and selling skills
  • Examples include business-to-business (B2B) salespeople, insurance agents, and real estate agents
  • Often engage in cold calling to reach potential new customers
• Support personnel provide assistance to order takers and order getters without directly taking or seeking orders
  • Missionary salespeople focus on building goodwill and educating customers about products or services (pharmaceutical representatives visiting doctors)
  • Technical specialists offer technical expertise and support for complex products or services (IT consultants, product demonstrators)

Functions of order-taking approaches

• Inside order takers
  • Process orders received through various communication channels, ensuring accuracy and timely fulfillment
  • Handle customer inquiries, complaints, and requests for information or assistance
  • Upsell or cross-sell products and services based on customer needs and preferences
• Outside order takers
  • Maintain regular contact with assigned customers to assess their needs and take orders
  • Engage in some prospecting activities to identify potential new customers within their territory
  • Provide personalized service and build strong relationships to encourage repeat business and customer loyalty
• Team selling approaches involve multiple salespeople collaborating to close complex or high-value sales
  • Leverage combined knowledge, skills, and resources to address customer needs more effectively
  • Assign specific roles or areas of expertise to each team member (technical expert, relationship manager, closer)
  • Commonly used in industries such as technology, financial services, and consulting

Support roles in sales process

• Missionary salespeople
  • Build brand awareness and foster customer loyalty through regular visits and interactions
  • Educate customers about product features, benefits, and applications to stimulate demand
  • Gather market intelligence and customer feedback to inform product development and marketing strategies
  • Establish relationships with key influencers or decision-makers within customer organizations (C-level executives, department heads)
• Technical specialists
  • Provide in-depth product knowledge and technical support to salespeople and customers
  • Demonstrate product functionality, troubleshoot issues, and offer guidance on product selection and implementation
  • Collaborate with salespeople to develop customized solutions that address specific customer needs or challenges
  • Conduct training sessions and workshops to educate customers on product usage and best practices

Sales Process Management

• Sales funnel: A visual representation of the customer journey from initial awareness to final purchase
• Sales pipeline: A systematic approach to tracking and managing potential sales opportunities
• Lead generation: The process of identifying and cultivating potential customers for a business's products or services
• Account management: The ongoing process of maintaining and strengthening relationships with existing customers to maximize long-term value
• Relationship selling: An approach that focuses on building strong, long-term connections with customers rather than pursuing quick, transactional sales