Types of IT sales

The work of an IT sales professional falls into three main areas: 

pre-sales - giving detailed information about technical specifications and the ways in which they could meet a customer's needs sales - negotiating a commercial agreement to the benefit of both the customer and supplier post-sales (or after-sales) - providing the support of hardware and software.

Responsibilities :

As an IT sales professional, you'll need to:

- Speak to customers, either face to face or over the phone

- Gain an understanding of customers' diverse and specific business needs and apply product knowledge to meet them

- Ensure quality of service by developing a thorough and detailed knowledge of technical specifications and other features of employers' systems and processes, and then documenting them

- Carry out cold-calling in order to create interest in products and services, generate new business leads and arrange meetings

- Identify and develop new business through networking and follow-up courtesy calls

- Prepare and deliver presentations and demonstrations of software to customers

- Market and promote a portfolio of products by writing and designing sales literature and attending industry events

- Maintain awareness and keep abreast of constantly changing software and hardware systems and peripherals (e.g. keyboard and mouse)

- Develop effective sales plans using sales methodology

- Provide technical advice to customers on all aspects of the installation and use of computer systems and networks, both before and after the sale

- Advise on software features and how they can be applied to assist in a variety of contexts such as accounting, manufacturing or other specialist areas

- Meet sales targets set by managers and contribute to team targets

- Network with existing customers in order to maintain links and promote additional products and upgrades

- Handle hardware or software problems and faults, referring on to specialist technical colleagues where appropriate

- Respond to tender documents, proposals, reports and supporting literature

- Manage workload in order to organise and prioritise daily and weekly goals

- Contribute to team or progress meetings to update and inform colleagues.

What to expect

The role is office based, but involves travelling to clients' premises.

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