Summary
What does a sales agent do?
Authorized seller
Independent seller (80%) or employee of a commercial agency (20%), the commercial agent is mandated by a company (producer, industrialist or trader) to sell its products and services.
Note: a commercial agent cannot be mandated by certain companies such as banks or insurance companies because their activities are highly regulated.
On the roads
Constantly on the road, the sales agent sets out to meet his clients and prospects. He negotiates prices, quantities and delivery times with them.
He then transmits the orders to the company which will deliver directly to the buyer.
Note: as an independent seller, the commercial agent must register in the special register of commercial agents at the registry of the commercial court.
What qualities are required?
Good presentation
The commercial agent represents the company which appoints him. It is its brand image. He must therefore be neat and express himself well.
Effective communication
The commercial agent likes human contact and masters the workings of effective communication. The rules of the negotiation game hold no secrets for him. He knows how to listen to the needs of his clients.
great motivation
The commercial agent is a fighter. He likes to convince and seduce. Organized and creative, he develops his activity himself, constantly seeks new customers and retains old ones.
Salaries and career prospects
A salary plus commissions
The commercial agent is paid on commission. Its amount is calculated according to the amount of the order made.
Profitability and experience
The sales agent must find the products that will sell the best and retain as many customers as possible.
With experience, the sales agent can become a sector manager or (regional, national) sales manager.
Training to become a commercial agent
Baccalaureate standard
Containers with an economical profile are to be preferred: STG or ES containers for example.
BAC pro
Professional baccalaureates specializing in sales, prospecting, negotiation and customer follow-up are appreciated by employers.
Bac +2
The BTS “negotiation and customer relations” or DUT “marketing techniques” are quite appropriate.
Learn more?
Contact the National Trade Union Chamber of Sales Forces, 2, rue d’Hauteville – Paris 10th. Tel: 01 48 24 97 59.
Content updated on 30/04/12