Job responsibilities of a sales consultant. Requirements for a sales consultant

Date of writing: 14.04.2022

Reading time: 14 minutes

Sales consultant is one of the most popular positions in the modern world. Still would! How many shops and shopping centers around! One can only imagine how many sales consultants they employ. Due to the prevalence of the profession and its relevance, it is important that applicants for the position know exactly what a sales consultant should be able to do. The responsibilities of such an employee are very numerous, which cannot be said right away.

So, what does a sales consultant do at his workplace?

Despite the product being offered, such an employee must be able to negotiate beautifully and competently with clients, and be mentally and verbally prepared for objections and claims. Maintaining calm in any situation is a kind of responsibility of the seller. He should always remain polite, friendly and attentive even in cases when he doesn’t want to.

Sales consultant: responsibilities

The responsibilities of a store sales assistant include creating good conditions for customers and maintaining the store in order. It is this person who selects and arranges goods in the store, controls the trading process, advises them, calculates the cost of the purchase, and packs it. Informs management about any problems, including problems with the product and consumers, also a sales consultant.

Sales consultants in the store also include:

Preventing damage to goods by buyers and unauthorized persons, preventing theft;

Preparation of goods upon receipt and sale (checking availability, name, quantity, labeling, appearance, serviceability);

Placing goods by groups or types, as well as other criteria;

Informing store management about shortages or discrepancies;

Checking availability of price tags;

Monitoring consumer demand for a particular product;

Drawing up requests for the product that the buyer wants to see in the store’s assortment.

In addition to the above-mentioned main responsibilities of a sales consultant, such a person must be able to interest the buyer and offer him an alternative option if the desired product is not available.

A sales consultant, whose duties, although few in number, require responsibility and concentration, must always be in good shape. This article lists only the main responsibilities of the seller. It is clear that depending on the product being sold, the features of the work will differ. For example, a sales consultant in a hardware store must always be up to date with new products, understand absolutely everything that is said to customers, study the functionality and principles of operation of each device, and the same employee in a furniture store must be well versed in the technology of production of the product, its technical specifications and other issues related to furniture.

If a person wants to occupy the job described and the rights are prescribed by the employer in the job description), he must indicate his experience in this field in his resume, and at the interview show sociability, goodwill and intelligence.

“Why should I do this? This is not my job. I won't." Want to avoid such statements? Make sure that the job description sales consultant was clear, and the section about job responsibilities the sales consultant read it carefully. To make your first task easier, we offer a sample job description for a sales consultant.

Job Description for Sales Consultant
(Job description of the seller)

I APPROVED
CEO
Last name I.O. ________________
"________"_____________ ____ G.

1. General Provisions

1.1. A sales consultant belongs to the category of technical performers.
1.2. A sales consultant is appointed to the position and dismissed from it by order of the general director of the company / store director.
1.3. The sales consultant reports directly to the store director/section manager.
1.4. During the absence of a sales consultant, his rights and obligations are transferred to another official, as announced in the organization order.
1.5. A person with primary vocational education, without requirements for work experience, or secondary vocational education, without requirements for work experience, or secondary (complete) general education and special training according to an established program, without requirements for work experience, is appointed to the position of sales consultant. work experience.
1.6. The sales consultant is guided in his activities by:
- legislative acts of the Russian Federation, including the Law on the Protection of Consumer Rights;
- The company’s charter, internal labor regulations, and other regulations of the company;
- orders and instructions from management;
- real job description.

2. Job responsibilities of a sales consultant

The sales consultant performs the following job responsibilities:
2.1. Monitors the availability of a sufficient amount of goods on the sales floor and replenishes them if necessary.
2.2. Helps customers when choosing a product, gives advice to customers on the range of goods offered for sale in the store, on the consumer properties and features of the goods.
2.3. Takes part in stimulating sales of certain types of goods, in store promotions: draws customers' attention to a given product by placing it in the most visible places, through additional consultations with customers on the features and advantages of this product, and in other ways.
2.4. Helps the merchandiser or store director receive goods.
2.5. Prepares goods for sale: unpacking, assembly, kitting, checking performance properties, etc.
2.6. Monitors the presence of price tags for goods, their correct placement and the correct indication of all information in the price tag (name of product, price, weight, etc.). The seller sticks on the price tags prepared and handed over to him by the merchandiser or director: after acceptance and placement of the goods; after price update; in case of detection of a price tag that does not comply with the requirements of trade rules; in other cases, as directed by the director or merchandiser.
2.7. Participates in inventory taking.
2.8. Monitors the timing of goods sales. If goods are discovered that have expired, the seller must immediately remove the goods from the place of sale and give this information to the merchandiser or director.
2.9. Allows controversial issues with buyers in the absence of administration representatives.
2.10. Participates in classes (training) conducted for sellers to improve the level of knowledge on the properties and features of products, merchandising of goods, working at the cash register and other knowledge and skills necessary for work.
2.11. Participates in store team meetings.
2.12. Informs the store director about all emergency situations in his work.
The seller is obliged to carry out other orders of the administration, not described in this job description, caused by production necessity.

3. Rights of the sales consultant

The sales consultant has the right:
3.1. Make proposals for improving work related to the responsibilities provided for in this job description.
3.2. Report to senior management about all identified deficiencies within your competence.
3.3. Require management to provide organizational and technical conditions and prepare established documents necessary for the performance of official duties.
3.4. Make decisions within your competence.

4. Responsibility of the sales consultant

The sales consultant bears collective financial responsibility for the safety of the goods in the store.
In addition, the sales consultant is responsible for:
4.1. For failure to perform and/or untimely, negligent performance of one’s official duties.
4.2. For failure to comply with current instructions, orders and regulations on maintaining trade secrets and confidential information.
4.3. For violation of internal labor regulations, labor discipline, safety and fire safety rules.

Details

One of the most popular professions, according to statistical studies of job sites, is a salesperson. What are the functions of a sales consultant? What functional responsibilities are his domain? Let's find out!

In order to become a successful seller, it is not at all necessary to study for a long time, obtain higher education, highly specialized skills or gain extensive experience. No, of course, an experienced seller has great opportunities, but even if the seller is a beginner, but has the necessary qualities and some talent, he will be able to quickly prove himself in this matter.

Functionality of a sales consultant

The functions of a sales consultant are not limited to just selling products. He must also not just punch a check and wrap up the goods, but provide consulting services, which is called “persuading” the buyer that he needs this particular product and needs it very, very urgently. Consulting services include information support, persuasion, and even skillful overcoming of possible objections.

The professional skills of a sales consultant include knowledge of the basic techniques of psychological influence and verbal interaction with the buyer, knowledge of sales techniques and technologies. With a complete lack of work experience, there is nowhere to get such knowledge, so many companies conduct preliminary training for employees, as well as regular seminars and trainings to improve sales skills.

Also, the professional skills of a sales consultant include the ability to work with documents in order to correctly process purchases and product accounting programs, as a rule, these are programs of the 1C system (“1C: Trade and Warehouse”). This is necessary to control and track the flow of goods, to be able to determine whether the product requested by the buyer is in stock in the warehouse.

Ideally, it is good if a specialist is naturally endowed with the gift of speaking eloquently and convincingly, and competently convincing potential clients, then the functions of a sales consultant will be performed most effectively from the first days of work. But, even if there is no such pronounced talent, you can develop the necessary skills. In any case, to successfully advance in this area you need to have certain personal qualities and an inclination towards this type of activity. Personal qualities are needed such as competent, well-spoken speech, sociability, knowledge of etiquette, politeness, friendliness, and the ability to control oneself. Also, usually sales consultants spend a lot of time on their feet and do not have the opportunity to step away or rest. This point must also be taken into account - good endurance and good health are important requirements for this work. A necessary quality for a seller is also determination and the ability to make independent decisions, and to do it quickly.

The professional skills of a sales consultant include knowledge of a foreign language; there are organizations where this is simply necessary, for example, stores in places frequently visited by tourists.

Also, as a rule, excellent knowledge of the product being sold, its properties and characteristics is required, especially if it is some complex product, for example, electronics. Sometimes the gender of the seller is also important. For example, they prefer to hire women in decorative cosmetics stores.

Functional responsibilities of a sales consultant

The functional responsibilities of a sales consultant usually include:

Communication and negotiations with clients of different levels;
servicing customers using sales technologies;
providing advice to customers about the product being sold, its properties, rules of use and care;
calculation of the purchase price;
packaging of purchased goods;
handling complaints;
exchange of goods;
receiving and displaying goods;
warehouse accounting, work with electronic database;
pre-sale preparation.

This is a short and basic list of seller functionality, which may vary in different organizations, stores or trading companies. It happens that it is supplemented with other skills in related areas. For example, sometimes they are charged with monitoring demand, although this rather falls within the competence of a marketing specialist.

The main functional responsibility of a sales consultant is to provide the buyer with complete and correct information about the product being sold, providing consulting assistance in choosing a product and, ultimately, selling the product. Since, as a rule, sales consultants work more for a percentage and have very modest salaries, those salespeople who do well in the first two stages of working with the buyer have a large number of sales and, accordingly, a good percentage from them as an increase to wages.

This is one of the most in-demand professions, since salespeople are needed not only in numerous retail outlets, but also in almost all manufacturing companies that produce and sell a wide variety of goods, from dump trucks to computer programs. Good sellers have equally good incomes.

General provisions

This instruction defines the functional duties, rights and responsibilities of the senior consultant.
The senior consultant is appointed and dismissed in accordance with the procedure established by the current labor legislation by order of the General Director of Samara.Telephone.Ru upon submission of the Store Manager and Sales Director.
.The senior consultant in his work is guided by this job description, trade rules, the law on the protection of consumer rights, orders and instructions of the General Director, the Commercial Department, corporate standards and rules enshrined in internal regulatory documents.

Position requirements

The senior consultant must have at least secondary education; the specialty does not matter.
The senior consultant must know the principles of sales, the basics of merchandising, the entire range of Samara.Telefon.Ru products, the advantageous characteristics of some products over others, the entire range of services provided by cellular operators, the organizational structure and levels of management relations of Samara.Telefon.Ru , internal labor regulations, labor protection rules, fire safety rules.
A senior consultant must be able to work on a PC in user mode, be able to work with a cash register, and the 1C Accounting program.

Subordination and position filling

The Senior Consultant reports directly to the Store Manager.
If necessary, the holder of this position replaces the Store Manager.

Employee goals

4.1. The senior consultant must sell goods and services of Samara.Telephone.Ru at a retail outlet in Samara in order to maximize coverage of regular and potential customers.

Functional responsibilities of the employee

The senior consultant interacts with visitors to the Samara.Telephone.Ru retail outlet in order to sell goods:

loudly and kindly greets visitors as soon as they enter the Samara.Telephone.Ru salon;
provides consultations to customers on the assortment, availability and quantity of goods offered to the client, delivery times, information about manufacturers, production technology, scope of application and other technical issues;
assists the buyer in finding a product that suits him;
Presents the product to customers according to their needs; demonstrates the product in action;
checks the product: serviceability, complete set;
informs the buyer about the services provided by the company;
informs the buyer about discounts in force in the company and the rules (procedure) for payment and receipt of goods;
carries out cash settlements with customers for goods purchased by them;
draws up a warranty card by filling out all fields: IMEI, serial number, date, store information, buyer’s name and signature, seller’s name and signature, organization seal;
releases goods, checking the correspondence of the model and color indicated on the packaging with the data in the invoice; compliance of the phone’s IMEI with that indicated on the package;
packs the goods in a branded bag and hands it over to the buyer, always with the words: “Thank you for your purchase! We will be glad to see you again! All the best!";
If it is impossible to make a sale at the time the visitor arrives at the salon, he makes every effort to place an order through the online store or another retail outlet of Samara.Telephone.Ru.

The senior consultant interacts with visitors to the Samara.Telephone.Ru retail outlet in order to sell operator services:

informs subscribers about current tariff plans, services provided by operators;
carries out cash settlements with subscribers for connection or deposit subscription fee;
All subscribers who wish to top up their account with an amount that allows them to purchase a KEO are offered to top up their account using a KEO; if the client agrees, he makes the sale, recording it in a notebook indicating the card number, punches and cancels the check, advises the client on activating the card, helping if necessary activate it;
concludes contracts for connection to a cellular operator.

The senior consultant interacts with customers on issues of returning goods:

in case of complaints about the quality of the phone or its breakdown, the senior consultant, without writing a referral to the service center, explains to the client that he can contact the appropriate service center, where the phone will be repaired for free, provided that the phone is under warranty and there have been no violations of the rules operation during the period of use of the product. Phone repair time is on average 5-7 days;
If the client refuses to have the phone repaired at the service center, the senior consultant directs the client to the central office to the defect manager to check the quality of the product. The verification will take 20 days;
in case of complaints about the quality of accessories, the senior consultant refers the client to the central office to the defect manager.

If the buyer so desires, the senior consultant issues a loan for the goods requested by the buyer in accordance with the requirements of the banks.
The Senior Consultant makes every effort to achieve the sales plan established by the Head of Sales.
The senior consultant monitors the safety of goods on display cases by checking that the display cases are locked and the actual availability of goods. Responsible for safety commercial equipment and other material assets.
The senior consultant follows the corporate norms and values adopted at Samara.Telephone.Ru regarding interaction with clients, management, and colleagues.
The senior consultant constantly improves his professional competence through advanced training at the Samara.Telephone.Ru training center, self-training, etc.

Employee rights

The senior consultant has the right, in relation to the immediate supervisor and administration, to submit for consideration proposals to change the nature of the work related to the functional responsibilities of the senior consultant and the entire enterprise as a whole, in order to increase labor productivity;
The senior consultant has the right to request from the immediate manager information and documents necessary for the performance of his official duties, and also, through the immediate manager, to become familiar with draft decisions of the company's management relating to his activities.

Employee Responsibility

The senior consultant is a financially responsible person. Liability is regulated by a liability agreement with the company and penalties in the form of fines provided for by the company’s internal regulations.
The Senior Consultant is responsible for:

the goods entrusted to him in the department, for its integrity and availability, as well as for the safety of commercial equipment and other material assets. The extent of liability for the goods is determined by an agreement between the senior consultant and the company in the form of a liability agreement;
imposition of penalties by government agencies on the store due to the fault of a senior consultant;
violation of job description, failure to fulfill one’s functional duties;
violation of corporate standards and rules, including customer service technology, established by internal regulatory documents;
disclosure of information relating to internal accounting of goods, cash flows, including the amount of revenue, returns made, information constituting a trade secret;
improper documentation and reporting;
concealing or providing false information to the company (administration, management) about yourself (address, marital status, health, etc.), about your activities and intentions;
violation of labor discipline, labor protection rules, fire safety;
giving false information to a client/customer;
ignoring and unethical attitude towards the buyer.

If the actions (or inaction) of a senior consultant caused moral or material damage to the company, the senior consultant is subject to penalties provided for by the company’s internal regulations and compensation for damages. The senior consultant bears responsibility within the limits determined by the current administrative, criminal and civil legislation of the Russian Federation, up to and including dismissal.

Employee interaction

8.1. In the course of his activities, the senior consultant exchanges information with employees of Samara.Telephone.Ru in accordance with the adopted local regulations of the Company, orders of the General Director and other documents regulating the activities of the Company.

I have read the job description of the “senior consultant”:

Instructions sent by Natalya Golovina

A sales consultant is a salesperson whose tasks include not only dispensing goods from the display window, but also advising customers. The specialist recommends to the buyer which product is best to purchase, answers questions, and helps to make the right decision. After the client agrees to purchase, the seller packs and releases the goods and issues a warranty card.

One of the main skills of a sales consultant is the ability to communicate correctly with customers, remembering that you need to sell a product or service, and not just “talk for life.”

The profession of a sales consultant can also be called a sales cashier. Similar positions are sales manager, sales representative (agent) and pharmacist (salesperson in a pharmacy).

Places of work

The position of sales consultant is in demand in stores of various formats:

shops (cosmetics, clothing, furniture, equipment, etc.);
companies providing services ( medical centers, travel agencies, banks, etc.);
online stores.

History of the profession

Previously, people who distributed and sold goods were called traders, buyers, merchants. Due to the late emergence of department stores and trading companies in Russia, the profession of a sales consultant appeared not so long ago - at the beginning of the 20th century. People have become more demanding of service and maintenance, and this in turn has forced retail chains to train their salespeople.

Responsibilities of a sales consultant

Depending on the size of the company, the job responsibilities of a sales consultant may include:

customer consultation;
receiving and displaying goods;
sale of goods;
reporting;
maintaining cleanliness in the store.

In addition to the above, the responsibilities of the cashier also include:

pack goods, issue purchases;
work at the cash register;
cash reporting;
handing over cash to the collector;
participation in inventory.

Requirements for a sales consultant

Basic requirements for a sales consultant:

education not lower than secondary;
work experience (welcome, but not required);
PC ownership;
knowledge of the specifics of the product.

Sometimes you may need:

driver's license category B;
citizenship of the Russian Federation;
knowledge of English.

Additional requirements may be imposed on the cashier-seller:

availability of a medical book (certificate);
Experience working at a cash register;
knowledge of the 1C program.

Sample resume for sales consultant

How to become a sales consultant

To become a sales consultant you do not need a higher education. Applicants are only required to have a little understanding of the product being sold and skillfully talk about it. Often people take on such positions without work experience.

Sales consultant salary

A sales associate's salary consists of two parts: base salary and percentage of sales. The salary of a specialist ranges from 10-45 thousand rubles per month. The average salary of a sales consultant or sales cashier is 22 thousand rubles per month.