Here are the many roles sales people/consultants perform:

Excellent Communicator – Understands how to establish rapport. Possesses tremendous listening skills and asks great questions.

Consultant – Working with clients, they have the expertise to apply tools and techniques to resolve process problems and can advise and facilitate an organization’s improvement efforts. They are knowledgeable in process improvement, problem solving and group dynamics. A good consultant is adept and experienced with people and people issues.

Analyst – Adept at analysis – breaking down the parts and understanding how to accomplish the client’s objectives. Examples are strategic, competitive, financial, legal, technical, and operational.

Project Manager – This is one of the skills that separates the best from the rest. They accept responsibility for day-to-day coordination of internal activities and client contact. They comply with plans and strategy for scheduling meetings, establishing contacts, resolving disputes, and ensuring that all documents are completed on time.

Speaker/Presenter – The best salespeople have a unique set of skills for public speaking. Their presentations bring the audience useful information, on target, with a clear message. Most of all, they are engaging and keep the attendant’s attention.

Facilitator – Helps members of a group conduct a meeting in an efficient and effective way, but does not dictate what will happen. Facilitators assist with the process, but they are not subject-matter experts of the content being facilitated. They fulfill their role by listening, asking questions, providing ideas, suggesting alternatives, and identifying possible resources.

Negotiator – They perform the bargaining process (planning, reviewing, analyzing, compromising) involving a buyer and seller, each with their own viewpoints and objectives, seeking to reach a mutually satisfactory agreement on all phases of a procurement transaction, including price, service, specifi­cations, technical and quality requirements, freight and payment terms.

Leader – Acts as a guide, conductor, pilot, director, pioneer, and shepherd. In this role, they influence and guide the direction, actions, opinions and attitudes of people. Leaders are concerned with doing the right thing. In addition to being good planners and decision makers, leaders are good communicators and satisfy the needs of both individuals and groups.

Operations – They ensure that processes and procedures are followed. They are responsible for quality control involving all outgoing communication.


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