What do you need to work as a consultant? Golden rules in the work of a sales consultant

Best tips for sellers - in the free book:

Every day we receive dozens of calls and receive many letters regarding how to increase sales in a store, how to attract customers, what phrases a seller should start communication with, how to deal with customer objections, and many, many other questions, the answers to which we provide on our trainings for sellers. And for those who do not have the opportunity to order such training for their store, or for those who want to become the No. 1 seller in their field, this book will be a real gift and a guide to action!

Finally everything best tips for sellers and sales consultants are collected in one book! These tips will benefit both the new salesperson and your job! Regardless of what kind of store you have - be it a clothing or shoe store, a car dealership or an auto parts store, jewelry store or a fabric store, sporting goods store or a fishing supply store. All of them are united by the process of working with customers. And in our book "111 tips for sellers. How to become a better seller?" You will find all the answers to your questions.

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11 tips for sellers on …………………………….……3

11 tips for salespeople on self-motivation and motivation to sell……….………….……7

11 tips for sellers on researching their product……………………………….……...13

11 tips for sellers about first impressions and appearance………………..………....19

11 tips on the first words of the seller……………………………………………..…...….29

11 tips for sellers on identifying and shaping buyer needs......48

11 tips for sellers on how to attract customers to the store……………...…….61

11 tips for sellers - how to sell to different types of buyers……………..…....73

11 tips for sellers on how to present a product…………………….……...88

11 tips for sellers on how to deal with objections………………………... 102

11 tips for sellers on how to increase the amount of the check……………………………….……...111

Applications………………………………………………………………………………………........121

The mission of this book- bring goodness, positivity and good mood customers, thanks to an increase in the number of friendly and professionally trained retailers.

This book was written to:

Make salespeople happier and more satisfied with their work
Raise the prestige of the seller's work
Teach sellers to earn a lot and with pleasure
Increase the number of satisfied customers :-)

Best regards, www.site team

11 tips for sellers on how to learn to sell

Until you have specific goals, your actions are chaotic, you can be constantly busy, but not achieve any significant results. Why do you want to learn how to sell? What will happen when you learn? How much money do you want to earn? Where will you spend it? What will you do to develop further? Answer the questions and set yourself goals for which you would like to get up every morning!

2. Imagine the future.

Imagine yourself in a year, you know how to sell perfectly and earn several times more than now. Imagine what you would like to achieve in a year, what to buy, where to go, where to live. Imagine it all in such a way that you want to achieve it. Do you really need this? Why are you going to learn to sell? It's worth it! Then go ahead!

Think about what you do best when communicating with people. What is most difficult for you? Choose one of yours every day strong point and one of your weaknesses and set yourself tasks to make them stronger and stronger. Strengthen what is given and tighten up what is weak.

4. Study your product and competitors' products.

Find out everything about your product, ask customers what they especially like and why they buy. What did you compare it to when you chose it? You will soon become an expert and will be consulted.

5. Watch other sellers.

Notice what you like about the behavior of other sellers and try to do the same. The most interesting finds include your seller's arsenal. Look at other people's mistakes. Think about how you could serve the customer differently.

6. Ask buyers for advice.

Never argue with a buyer. It’s better to find out why he thinks this way, what he will advise, what he thinks is better in this or that situation. If the Buyer backs out, ask if they can give you advice for the future as a seller.

7. Find a mentor.

8. Read 2 books on sales per month.

Yes. Two books a month. You already know everything, there is nothing new in them. Sales books are for beginners. It is precisely because you think so that you now have such results. Look for diamonds, don't reinvent the wheel.

9. Analyze your work.

At the end of each day, ask yourself what you did best and worst in sales that day. Analyze your work and draw conclusions. No conclusions - no development.

10. Work for the future.

Do your job 10% better than what is required of you. And in a year you will receive 50% more than you expected. To receive, you must first invest.

11. Show persistence, confidence and patience.

Try to help the person as much as possible; at the moment of communication with the buyer, this is the most important person in the world for you. Listen, clarify, demonstrate confidence and a desire to help. Take as much time as you need. You may think that this customer will never buy, but if you analyze 100 of your customers, you will see that they made the largest purchases thanks to your attention, and you could not always imagine that they would buy so much from you.

1. Set yourself up for success.

In the east they say: “If you are in a bad mood today, you do not have the right to open your own shop!” One day of negative sales can cost a week of successful sales. Having crossed the threshold of the store, throw away everything that bothered you. Remember how it feels to anticipate something joyful and pleasant!

2. Smile.

“How can I not smile at customers? After all, they bring my salary to the store!”

A smile has a wonderful property. If you smile sincerely, your smile will definitely come back to you! Think about what faces you like to see. Look around. The faces you see now are a reflection of your face. J

3. Use positive affirmations.

In order to tune in to positive interaction with customers, it is important for the seller to reconfigure himself for success, for friendly communication, turn on optimism and charm, and also mentally say to himself the following phrases (affirmations): “Today is my day!”, “Today is my every approach to will bring results to the buyer”, “Today people will behave with me in a friendly, positive, and open manner!”, “What I do is needed by other people!”

5. Cheer up your colleagues.

Give someone a compliment. Tell a positive story. Find someone who is in a good mood and enjoy something together. Do something nice for someone else, something they don’t expect from you. Don't be so serious! Sales is a game! And you will lose it before you even start, as soon as you allow the outside world to deprive you of your joy of life!

6. Share only positive news.

Discussing negative news, as well as gossip, scandals and showdowns deprives you of energy. Be happy to keep the conversation topics positive. Avoid negative topics, remain silent, or show that you are not in the mood to discuss it. You don't want people to gossip about you? Then don’t discuss other people behind their back, no matter how nice it may be sometimes!

7. Imagine that today is a magical day.

Yes, that's right! Today, every third customer will make a purchase from you! Or maybe every second. Imagine that this is everyone’s first! Or imagine that today a customer will definitely come and buy half of your store. All you need to do is be as interested and positive as possible with everyone, so as not to miss or scare her away!

8. Live in anticipation of a miracle!

Life is a series of pleasant and unpleasant surprises! She still has so much in store for you! The truth of life is that it cannot throw only negativity at you! If the day doesn't go well, wait! Wait with your teeth clenched! Be attentive, open and... curious! Try to guess what pleasant event awaits you next!

9. Find 7 reasons to be happy

Answer yourself one simple question: “What is good about today?”

(For example: Today is a sunny day! I had delicious coffee in the morning. A child smiled at me on the street, and he looked like an angel! I managed to arrive to work a little early! Tomorrow I’m going to the theater! My health is fine! I’m fine J ) Answer it every day! Only in this way will you learn to see the positive, and will be able to maintain a high level of motivation and energy, even in the harsh Russian climate and among the huge wave of negativity that funds pour out on us mass media to deprive the energy of success!

10. Find a way to make the customer smile.

In one movie, an experienced salesman taught a newbie - “Make them smile! And they will even trust you with their children for the weekend!” Buyers are tired of formal and intrusive salespeople. Don't be a talking doll, be a lively and friendly person!

11. Set yourself a motivating goal for the day.

Many sellers are waiting for some mythical bright future! And try to accomplish the feat today! Sell something especially expensive or complicated! Set a goal to sell as many accessories or related products as possible today. Try to sell the best you have!

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1. Make a list of the products that you think sell best in your store.

Knowing your product range well is an important step towards successful sales. The sooner you begin to understand the most popular products, the faster you will earn decent money. Pareto's Golden Principle states: “20% of products account for 80% of a store's profit.” Study these products quickly, and you will learn the rest of the range and rare items over time.

2. Find out everything you can about these products from your manager and colleagues.

Leverage the knowledge and experience of your colleagues and managers. Be an attentive listener and a diligent student. People love to share their experiences with those who care! In the future, when you learn something new about a product, do not forget to share with them - after all, you are one team!

3. Visit manufacturers' websites and read product descriptions

Sellers are often asked what kind of brand it is, what country it is made in, what this or that company is known for. To avoid having to blush in front of the buyer, study 1 brand presented in your store every day. Ask your questions on the manufacturer's website! Call on hotline and consult!

4. Use your store's products like a customer.

Selling something you have no idea about is possible, but difficult. To reduce this risk and avoid awkward situations with customers, find opportunities to purchase items from your store. Find out what discounts are available for store employees. Buy something cheaper special promotion for your friends.

“What if I sell diamonds in a jewelry store?”

- Become a top seller, start earning more, and buy a diamond gift for your loved one! J

5. Find out when your store is planning the next training and sign up for it!

In-store training should be regular. This is an axiom! This is the law successful trading. There are two types of in-store training: product training and sales training. If your store doesn’t have this, ask yourself why? Talk to colleagues and management. Product training is best obtained from the manufacturer and supplier. They are no less interested in selling their products than you are. Sales training is best done with us - ! Contact us to conduct sales training for sellers in your store!

6. Read reviews about your products and competitors on the Internet

The time of uninformed buyers is over; now they not only understand the products they need better than many sellers, but also actively share this information with each other. To be truly useful to customers, you must regularly read their reviews and be aware of where and what they are discussing. If you don’t know where to start, read reviews on Yandex.Market or on any thematic forum, which are easy to find through a search.

7. Regularly visit competitors’ stores and pretend to be a potential buyer.

Yes! Yes! YES! Test purchases and competitive analysis- our everything! If your store sells computers, then get together for 5 minutes with the whole department, call competitors' stores, and ask them the most tricky questions that you hear from customers. In a civilized market, competitors learn from each other, help each other grow, and sometimes become partners! If you do not periodically act as a potential buyer, you will never be able to learn to sell 100%! This is really important!

8. Always ask customers who they are comparing your product with.

When an intelligent buyer is looking for something, and even more so when it is important for him to find the best, then he becomes a real expert in this product, and will not calm down until he knows all its pros, cons and the difference between analogues.

It is only important for you to learn to find out this information from him. Ask the buyer or shopper what he/she is comparing with? What products have they already looked at? Are they planning to buy today or will they go to another place to look? Will you be able to find out where they want to go and explain to them why it is better for them to buy from you? :-) No? Write to us - we will advise!

9. Read specialized literature and become an expert in your field.

Imagine that you decide to read 1 article about your product per day. How many articles will you read in a week? And in a month? And in six months? We recommend reading 2 articles a day! And if you don’t have the Internet at work, read product catalogs, all advertising brochures, any information you find! And at home, still look on the Internet! Remember, you are a future expert and one of the best in your field!

10. Agree with your colleagues to jointly increase the level of knowledge of the store’s assortment

Studying something alone is long and boring. Agree with the most motivated and success-oriented colleagues, distribute the goods among yourself, look for information on what you have chosen, and share with each other! It happens that a person worked, for example, in a store household appliances 3-5 years old, considers himself smarter than many buyers, and at the same time does not know basic things. This only means that the ambitions of such a seller are below par, his laziness is progressing, and neither his life nor his income will ever change for the better. Don't be like that! Become an expert! Do what others don't want to do, and soon you'll live the way others can't!

In one kindergarten conducted an experiment. Two groups of children studied arithmetic. One group listened and tried to add up sums using sticks, another group gave a problem to a pair of children, and once they understood it, they taught it to another pair of children, and so on. The learning speed in the second group was 3-4 times higher. Be sure to share your knowledge and you will enrich yourself! He who does not share what he knows loses what he had!

11 tips for sellers about first impressions and appearance

1. Learn to please and attract sympathy from the majority of buyers

You don’t need 100 dollars to please everyone, but if out of 100 people less than 70% of people like you, then it’s time to take care of yourself. To please in this context means: to create in the buyer an image of himself as a friendly, positive and responsive person. And a person with any external characteristics and any build can cope with this task, because inside we are all the same, but for some reason we rarely treat strangers with warmth and an open heart. Come out of your shell and take a step forward, people will appreciate it

2. Always be cheerful, fresh, clean and tidy

It’s easy to see the shortcomings of others, but it’s hard to admit it to yourself. These are obvious things, but few people think about them. Prestigious stores always have a code appearance and seller behavior. Find it or create it yourself!

3. Selling starts with the expression on your face.

Professional and conscious control of your facial expressions is no less difficult than a high level of playing musical instrument. The best salespeople are usually also consummate actors. Be sure to read books on the use of facial expressions and the basics of physiognomy (if necessary, ask us what to read on this topic, write - info@vision-trainings. ru ), watch the series “Lie to Me,” and be sure to practice your facial expressions in front of the mirror, so that you can give your facial expression all the variety of possible looks!

4. Spend time on your appearance, clothes and shoes

Your appearance should be in harmony with the product you are selling, emphasize that you are a store employee and shine with cleanliness as if you had just come from the dry cleaners. In addition to the fact that it is important to comply with the standards of the appearance of your store, be sure to choose work clothes in which you will be as comfortable as possible and in which you feel confident. The same applies to shoes, one of the criteria of which should be foot comfort and the ability to be on your feet at any time.

5. The truth about where to put your hands while on the sales floor

Hands behind your back, hands in your pockets, phones in your hands and hands on your chest - this is real horror modern trade! The ideal work of a salesperson is an open posture and the absence of any crossed gestures (“locks”, “clamps”). As an example, look at how flight attendants work! Upright posture, smile, hands either down, holding a booklet, or helping in a conversation and pointing to something.

6. Learn body language and nonverbal behavior

According to the rule of psychology professor A. Mehrabyan, during human communication, 7% of information is transmitted by words, 30% by tone of voice and 55% by facial expressions and body language. Do you want to sell more? Learn body language and gestures ( body language ), read books by Alan Pease and his wife, take time to train your voice. Why is this so important? Because if you show with your body, gestures and your whole appearance that it is better not to approach you, then you will remain without a salary! And many sellers, unfortunately, do not notice this!

7. Use distance and space

Comfortable and acceptable distance for business communication is 0.5-1 meter between people if they stand opposite each other, and 20-30 cm if they stand half a turn to each other. Approach so that the buyer can see you, stand so that he is comfortable, try to stand so as not to obscure the product, follow his gaze, move calmly, do not make sudden movements. If the buyer himself stands too close to you, stand a little half-turn towards him, or show him something.

8. Talking on the phone in front of the buyer is bad manners*

The buyer does not care at all who you are talking to, be it another client, your boss or your work colleague. When a salesperson at his workplace talks on the phone, most of the buyers who are interested in buying feel the urge to leave. Although sometimes 5 minutes of being in a store next to a chatting salesman allows you to learn so much that you can even shoot a film of any genre!

9. Good manners on the sales floor

The main principle is that everything that happens on the sales floor is done for the sake of the buyer. If a customer enters a store and sees, for example, three salespeople standing together and animatedly talking to each other, then not everyone will have the courage to interrupt such a chorus of voices. Loud conversations between salespeople, laughter and conversations at the checkout, shouting across the entire sales floor, chewing gum, the smell of cigarettes from a sales employee who was just smoking around the corner, this list can be listed endlessly. We invite you to continue it yourself. Think about what behavior patterns you consider unacceptable in your store, and which ones should be strictly implemented in your work?

10. Be ready for a buyer

Have you ever encountered a situation where there are few customers in the store, and the seller sits and reads a book? And when you appear, he quickly gets up and looks at you. And he doesn’t always have time to control his facial expression, which shows how he treats you now. The buyer can appear in the store at any time. And even if no one has been there for 2 hours, this is not a reason to sit with a bored look and show by your behavior that neither you nor your product have given up to anyone.

11. Make good use of the time when there are no buyers

Why are you in the store? There is only one worthy goal - why you should be here! You are here to make money! Any action should lead to this goal! Any other action weakens you and turns you from a professional salesman into a “museum caretaker.” These are former tour guides, but they no longer lead groups, and sit quietly on a chair in the corner! Never say or think that the number of buyers does not depend on you. Real sellers are looking for ways! Ideally, people don’t come to a store, people come to a specific seller!

If there are no buyers:

Put the store in order, rearrange things, improve the display.

Look through the computer how many sales there were today, yesterday, during the week, think about what sells faster and what is better to offer?

While no one is there, analyze all the people with whom you communicated today. Draw conclusions about what worked for you and what didn’t.

Always agree with customers that you will call them when they deliver new product! Call regular customers! They will be pleased to hear from you!

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 a higher education, highly specialized skills or develop great 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. Required quality for the seller, also, determination and the ability to make independent decisions, and also do it quickly.

The professional skills of a sales consultant include knowledge foreign language, there are organizations where this is simply necessary, for example, shops 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;
reception and display of 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 the responsibility is to monitor 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 popular 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 products, from dump trucks to computer programs. Good sellers have the same good income.

What does a sales consultant need to know to improve the efficiency of his work? From the huge amount of theoretical information, I would like to highlight a small list of recommendations that will help the seller in working with the client.

What does a sales consultant need to know?

First of all, every sales consultant must understand the essence of his work. The words “consult” and “sell” hide many more fundamental principles that any seller must master:

1. The technique of establishing contact with the client is the most important stage about which you can read;
2. How to overcome barriers in sales and work with customer objections? More details in this;
3. Every salesperson must master the art of presentation, otherwise you will not be able to present the merits of your product to the buyer. See about this.
4. If you learn to analyze the client's behavior, you can always find a way out of the current situation. How to do this, click.

What else does a sales consultant need to know? A few more tips:

- Activity. Be on the trading floor when there is activity. If possible, you should meet the client first, not your colleagues. If you have certain rules approach to clients, comply with them and ensure that others comply with the rules that apply to everyone. Don’t forgive rule violations, get your way. In a word, communicate more with clients and the results will not keep you waiting.
- Telephone - a sales tool. If your responsibilities include, in addition to basic contacts, advising customers by phone or online, do it as diligently as you work with a customer in your store. It has been proven that about half of potential buyers make preliminary calls to the store they are going to visit. Your next sale may depend on how you handle the phone.
- Feel the situation. It is necessary to pay attention to absolutely all clients, both those who are ready to make a purchase immediately, and those who are still thinking, but at the same time, consultations should be different in content. If you ask a question: “When are you planning to buy?” and the person will answer: "On next year» - this means that there is no need to offer him to make a purchase now.

He just needs to help him decide on an option, make a good presentation of the product and, most importantly, leave good impression. In six months potential buyers will not remember the content of your consultation, they will remember you and they will definitely want to return to you.

With a person who has already made a choice and is ready to buy, it is necessary to work with specifics: offer options that are available, talk about promotions, credit offers, visualize together with the client the benefits of owning your product. .

- Exchange contacts. If the sale does not take place the first time, this does not mean that you have lost a client. The main thing is to exchange contacts with the client. You just need to take the client’s phone number and give him your business card in return. If you notice that customers are reluctant to give you their personal phone number, you need to adopt the tricks of experienced sellers. A business card is not a piece of paper with a phone number scrawled in pencil, but your solidly presented data, which indicates that you take negotiations and acquaintances seriously and that your organization does not raise trivial doubts.
- Let's say "No" to fatigue. A real “sales person” should not have thoughts: “I’ve had enough, I sold myself today.” When there is a flow of clients, do not take days off, do not take vacations, work while the “wave” is flowing. You will remember such moments as a pleasant dream when sales begin to decline. Then you will rest.
- Mood. Working with people does not allow for a bad mood! How to set yourself up for work and big sales, read.
- The success of your business depends on this, and it doesn’t matter whether you are an employee or a business owner. Nobody wants to deal with a dissatisfied, cocky, negative salesperson.
- Balance in working with the client. Let the client express himself. If you take on the client too zealously in the first stages of consultation, you may not give the client the opportunity to speak out.

Look for a middle ground: you don’t have to be silent and you don’t have to rattle around like in a market; it’s best if you manage to build a mutually interesting dialogue with the client.

We must not forget that the client is not comfortable at the moment of making an important decision, and from the first seconds he does not consider you his friend with whom he can have a nice conversation about where to invest his money. A client who is a little accustomed to the situation, to you, will begin to talk more - he will give more information, and his psycho-type will also appear. This will help in building relationships.

Conclusion

These sales tips are not instructions - they are just tips that will help you work more efficiently and not miss anything, as well as understand what a sales consultant needs to know and what to use in everyday work.

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 train your salespeople.

Responsibilities of a sales consultant

Depending on the size of the company in job responsibilities 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

There is no requirement to become a sales consultant. 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 consultant's salary consists of two parts: a base salary and a percentage of sales. The salary of a specialist ranges from 10-45 thousand rubles per month. Average salary sales consultant or sales cashier is 22 thousand rubles per month.

Any seller is associated with trade, where something is bought and sold. To ensure that the work is carried out clearly and correctly, specific job responsibilities are developed for employees. They are drawn up in the form of a document called a job description. The heads of the department compile it for sales consultants and senior salespeople and cashiers.

Job description for trade workers

The content of the job description for trade workers occupying various positions may differ slightly, but there are many identical points, compliance with which is mandatory for everyone. The instructions are printed, signed by management and stored in the HR department; a second copy is given to the employee personally. Compliance with your functional responsibilities is an indispensable condition when working in the company.

The preparation and presentation of job descriptions for sellers is the responsibility of the HR department. There is currently no uniform standard for creating such documents. Based on this, each company can independently develop and legitimize the job responsibilities of a trade employee, depending on the field of activity, degree of responsibility and other reasons.

Features of the work of a sales consultant

The workload is distributed evenly among all sellers, but the job responsibilities of a sales consultant will contain several additional items. They determine the level of responsibility and responsibilities for a given profession.

You need to understand that a sales consultant is not just a salesman. He must understand the company’s product range, be able to identify consumer needs, work with objections and bear financial liability for all products. Today, this profession is considered one of the most in demand, but truly talented sellers who know their business can be counted on one hand.

The main tasks assigned to sales consultants

Any job responsibilities of a sales consultant include three main tasks - selling goods, fulfilling a sales plan and correctly identifying the buyer’s needs.

Among other things, the sales consultant must meet the following requirements:

presence of secondary specialized education;
the candidate's age should not exceed 35 years;
pleasant appearance and neatness;
focus on results, since the main income is based on the percentage of sales plan fulfillment.

Of course, a competent sales consultant must have an excellent understanding of the product, know its specifics and characteristics. An important factor is the ability to win over a person, interest him and bring the conversation to the main result - paying for the purchase at the checkout.

Specifics of work and responsibilities of a sales consultant

Job description The sales consultant is formed based on the specifics of the work and his main responsibilities, namely:

display of goods, control over the replenishment of the display case and the presence of missing units;
presence of the correct price on the price tag;
tracking product sales deadlines;
display according to the size range;
keeping clean trading floor and the range of goods contained in it;
receiving and unpacking goods;
sticker of price tags and protective magnets;
making sales at the checkout with issuing a check and warranty card;
processing returns in compliance with all consumer rights;
preparing the sales area for seasonal sales and current promotions;
carrying out inventory.

Sales consultants undergo a lot of training, where they are taught sales skills, communication with customers and other nuances of work. It is very important to be a sociable and responsible employee so that the client has a desire to return to the store again. Competent service and unobtrusive delicacy are the main features of the activities of any seller.

Features of the work of a salesperson-cashier

Job descriptions and employment contract form the main job responsibilities of the salesperson-cashier. They specify specific labor functions employee, which reflect all aspects of his activities.

TO functional responsibilities seller-cashier include:

work in a specially designated section of the store, where the cashier can serve customers, accept money and write checks;
maintaining a cash book, collection, responsibility for the operation of the cash register;
receiving goods, participating in inventory, tracking missing goods and ordering them in a timely manner;
transfer of goods and inventory between branches with the obligatory signature of a document - a transfer and acceptance certificate;
responsibility for the cleanliness and cleaning of your sector, the availability of the necessary goods;
compliance with the rules of etiquette for communicating with customers, informing them about all current promotions and special offers;
accepting objections, including processing the return of goods in accordance with the relevant instructions.

These are not all the job responsibilities of a salesperson-cashier, since they are formed in individually depending on the specific activities of each enterprise or company separately.

Job specifics of a senior salesperson

Professions such as administrator or sales floor manager, section manager can be classified as senior salespeople. At least their responsibilities will be similar. As a rule, this honor is awarded to ordinary sellers who have shown an excellent level of their work, sales and implementation of the plan. Such employees, of course, have more responsibility.

Each senior salesperson performs job responsibilities based on the requirements prescribed by management in accordance with the company’s field of activity. However, a single list can still be identified:

control over the work of other sellers, including cashiers and sales consultants (the optimal number of subordinates is 10 people);
timely display of goods, replenishment of assortment, correct layout and accounting of expiration dates;
write-off and ordering a new batch of goods, revaluation, audit and collection;
working with regular clients.

Such job responsibilities of a salesperson who falls into the senior category are identical for stores selling groceries, spare parts, clothing and all other types of goods.

Working with food products

As mentioned earlier, the job responsibilities of a store salesperson are formed solely on the basis of the specific activities of the enterprise or organization. However, the law “On Protection of Consumer Rights” is identical for all categories and must be implemented without any exceptions. However, the job responsibilities of a seller of non-food products will always differ from the responsibilities of a trade worker involved in the sale of food products.

For general information, we can list the main job responsibilities of a food seller:

compliance with the rules for selling goods in accordance with current sanitary standards;
expiration date control;
correct display of different product categories (fish and milk should not be on the same shelf);
control of the availability of necessary certificates and quality standards for each category of goods, as well as documents confirming permission to sell;
knowledge of the entire assortment to provide the buyer with any information that interests him.

Of course, appropriate training and educational programs are carried out, since food sellers have a high responsibility for their work and the health of their customers.

Sellers in the non-food sector

The scope of trade is very extensive, and non-food products play a huge role in it. We all need high-quality things and a number of other items in our daily lives. To summarize the information, you can consider the job responsibilities of a clothing seller, which will be identical for all sellers in this category:

Responsibilities of sellers of all categories

To summarize, we can say that the job responsibilities of a salesperson are the key to the success of the employee personally and the entire company as a whole. It is not for nothing that management develops these points, which must be followed unquestioningly. Only in this way can you set your employee up for high results, make him disciplined and responsible.