People - IT occupations
Sales Representative

Employed by computer manufacturers and suppliers, computer retailers and computer bureaus.

Key Tasks

Sell computer programs, equipment and services.
Contact prospective users and show how their firm's systems can help with finance, administration, sales production etc.
Demonstrate systems in action and keep in contact with buyers after the sale.
Usually work on a commission basis.

Personal Qualities

Outgoing personality, able to relate to a variety of people, enthusiastic, self motivated, persistent and confident.

Entry Requirements

As well as having knowledge in the products that your company offers, you also need skill in questioning and listening to understand what a computer client wants.
You will require either business or sales experience, or computer experience (eg as systems analyst, programmer or engineer).

Training

Initial computing experience gained from tertiary courses. Sales experience and product knowledge usually on the job combined with in-house courses.

Prospects

Account management, consultancy, management and own business.

Computer sales jargon

New	Different colour from previous design
All new	Parts not interchangeable with previous design
Design simplicity	Manufacturer's costs cut to the bone
Advanced Design	The advertising agency doesn't understand it
Futuristic	No practical logic behind design
Unprecedented performance	Nothing we ever had before worked THIS way.
Microprocessor controlled	Does thing we can't understand

[Rev 30/7/98] © 1996 V/2-Com (Verhaart), P O Box 8415, Havelock North, New Zealand.