Services Sales Representative
A Services Sales Representative is a professional who sells services to businesses or individual consumers across various industries, including technical sectors such as finance, engineering, and software, as well as non-technical areas like home maintenance and advertising. These representatives can operate in two main sales contexts: business-to-business (B2B) or business-to-customer (B2C). Their work typically involves prospecting for new clients, presenting service features and benefits, and managing ongoing client relationships, which may require extensive travel, particularly for outside representatives.
The role demands strong interpersonal and communication skills, organizational abilities, and a proactive attitude, especially when dealing with resistant prospects. Services sales representatives often work in varied environments, from offices to clients' locations, and may face a challenging job outlook with a projected decline of 7% in employment opportunities. Educational paths vary, with many employers favoring candidates with sales experience and relevant degrees in business or specialized fields. This profession appeals to self-motivated individuals who value autonomy and flexible working conditions, often involving a mix of salary and commissions as compensation.
Services Sales Representative
Snapshot
Career Cluster(s): Agriculture, Food & Natural Resources, Business, Management & Administration
Finance, Human Services, Marketing, Sales & Service
Interests: Sales, marketing, business, customer service, prospecting, communication, psychology
Earnings (Yearly Median): $46,730 annual
Employment & Outlook:-7% (Decline)
Overview
Sphere of Work. Services sales representatives sell their company’s services to other companies or individuals. Services sales representatives work across various industries and offer technical and nontechnical services. Technical services may include financial services, construction and building services, design, engineering, and software customization. Nontechnical services may include Internet and cable television services, vehicle leasing, outdoor advertising, cleaning, and home or office maintenance. Services sales representatives work in any industry where a company provides services to businesses, government, or individual consumers.
Work Environment. The work environment for services sales representatives is influenced by their industry and the type of services they represent. Those who work in technical services tend to be outside service sales representatives. Outside services sales representatives visit prospective clients at their homes, offices, or work sites such as farms, factories, construction sites, or manufacturing facilities. Inside services sales representatives usually work in an office or call center environment and sell their company’s services by telephone and the Internet. Services sales representatives, especially outside representatives, may have little face-to-face interaction with their colleagues and supervisors. Still, they must have excellent interpersonal skills and communicate confidently with people from various backgrounds.
Services sales representatives may frequently be required to work more than forty hours a week when travel, evening, or weekend activities demand it, but they also enjoy the flexibility to set their own schedules. For outside representatives, extensive travel is usually mandatory. Inside representatives may be required to work evenings and weekends, depending on the best time to contact their prospects. The benefits of this occupation may include a fully maintained vehicle. A services sales representative’s income may be derived from a combination of salary and commission or commission only.
Occupation Interest. This occupation attracts self-motivated people who love sales, enjoy autonomy, and desire flexible work arrangements. An outgoing, assertive personality is an advantage. Maintaining a positive attitude and remaining persistent are especially important since sales representatives must frequently deal with resistant and uncooperative prospects. Services sales representatives should possess good organizational skills because they must manage their time and priorities to meet sales goals and deadlines. They must also respond positively to customers' and supervisors’ feedback to succeed. Those who desire to work in a technical field must acquire appropriate knowledge, skills, and qualifications.
A Day in the Life—Duties and Responsibilities. Services sales representatives work in one of two ways: business-to-business, or “B2B,” sales describe sales transactions in which the seller and buyer are both businesses, while sales that occur between a company and an individual consumer are known as business-to-customer, or “B2C,” sales.
A typical services sales representative’s day involves planning, prospecting (looking for potential new customers), presenting, and following up with contacts. The sales process begins with an activity called “lead generation.” Some services sales representatives are provided sales leads by their company, while others need to develop their leads from referrals, networking, and contact lists. Depending on the nature of the services they represent, service sales representatives may contact leads by telephone, while others may drop in on leads at their homes or workplaces. Outside representatives may spend much of the day traveling to meet with prospects.
Services sales representatives are likely to attend sales appointments with prospects and clients. Some appointments may be to initiate new sales, while others may be to manage ongoing relationships or to develop further sales opportunities. The services sales representatives conduct sales presentations explaining their services' features, benefits, and costs. Technical sales (sometimes known as solution sales) may require an extensive audit, interview, and needs assessment before presenting a customized solution to the prospect.
A significant portion of a services sales representative’s day is dedicated to completing paperwork. This includes recording notes from their sales calls, ordering new supplies, managing a budget, preparing expense claims, and writing sales reports, proposals, presentations, and orders.
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Work Environment
Immediate Physical Environment. The work environment for services sales representatives depends mainly on the industry in which they work and the services they represent. Inside representatives usually work in an office or call center environment, while some work from home. Outside representatives frequently visit prospects and clients at their homes or workplaces.
Human Environment. Services sales representatives enjoy a high level of interaction with prospects and customers. They must speak confidently with new people and people from a wide variety of backgrounds. Face-to-face interactions with colleagues and supervisors may be minimal, although daily contact by telephone is to be expected.
Technological Environment. Daily operations require standard office technologies, including a laptop computer, cell phone, email, and the Internet. Proficiency in using word processing, spreadsheet, and presentation programs is expected. Services sales representatives may also need specialized systems, such as sales databases, presentation aids, and enterprise-wide resource platforms.
Education, Training, and Advancement
High School/Secondary. High school students can best prepare for a service sales representative career by studying English and applied communication, business, mathematics, and economics. Typing and computer science classes help prepare the student for the technology requirements of the role, while studies in psychology may provide an understanding of human behavior, motivation, and different communication styles. Foreign language proficiency may also be useful. Part-time sales, retail, or customer service employment during high school may provide an opportunity to gain valuable experience and insight into the sales profession.
Postsecondary. Prior sales experience is often considered more important than formal qualifications in the services sales profession. Nonetheless, the competitive nature of employment in this field means that many employers seek candidates with an associate’s or bachelor’s degree in business or another relevant field. Some technical sales positions require a bachelor’s degree as a minimum requirement, and many employers may prefer a relevant postgraduate degree or professional certification. Examples of technical sales specialties include financial services, technology and software development, engineering, architecture, design and manufacturing services, and medical devices. A relevant degree and sales experience give applicants an advantage over other candidates.
Related Occupations
− Manufacturers Representative
− Pharmaceutical Sales Representative
− Technical Sales Representative
− Wholesale Sales Representative
Bibliography
“Data for Occupations Not Covered in Detail.” Occupational Outlook Handbook. Bureau of Labor Statistics, US Department of Labor, 24 Apr. 2024, www.bls.gov/ooh/about/data-for-occupations-not-covered-in-detail.htm#Sales%20and%20related%20occupations. Accessed 26 Aug. 2024.