SALES REPRESENTATIVE4195A2 Pay Grade: 20 DEFINITION OF WORK Summary This is sales and promotional work. Work involves developing and carrying out a sales program. Work includes the promotion and sale of products manufactured by determining sales program priorities and through client contact, catalog distribution, and customer relations. Standard Classification Factors Supervision Received - LEVEL C: "Under direction…" Employees at this level usually receive a general outline of the work to be performed and are generally free to develop their own sequences and methods within the scope of established policies. New, unusual, or complex work situations are almost always referred to a superior for advice. Work is periodically checked for progress and conformance to established policies and requirements. Difficulty - LEVEL C: Considerable… Duties which require a high degree of concentration because of the many factors which must be considered and weighed before a decision can be reached. Usually positions that require planning, developing, and coordinating programs and directing fairly large groups of people fall into this category. Complexity - LEVEL B: Work is of a structured nature including duties that have several related steps. This level involves simple analysis of data, identification of easily distinguishable facts and recognition of differences in related situations. Workers at this level exercise limited independent judgment in determining methods or procedures to be used in making minor decisions. Work is normally controlled by frequent review and consultation with supervisors. When guidelines exist at this level, they are usually specific and aid in determining an approach to problems or situations. Workers at this level must be able to identify basic differences in situations to determine the actions which need to be taken. Consequence of Actions or Decisions - LEVEL D: Consequences of actions or decisions at this level are significant as the work may be rarely if ever reviewed, making errors difficult to detect. Errors may cause major program failure or a high degree of confusion. Injuries to others due to errors are serious or incapacitating or both and costs due to errors are substantial. Contacts - LEVEL C: The purpose of the contact is to influence, motivate, conduct interviews, make formal presentations or counsel to achieve common understanding or solutions to problems when the information is sensitive in nature or the individuals or groups are skeptical or uncooperative. Communication techniques and well developed communication skills become an important requirement at this level. Physical Demands - LEVEL B: The work requires light physical exertion. The employee may be required to perform handling activities with lightweight or easily moved items (e.g. books, file folders, boxes of office supplies, small machine parts, etc.); perform moving activities for brief periods; operate light equipment; perform repetitive motions for brief periods; confined to a work area. Environmental Conditions - LEVEL B: The work environment involves moderate hazards, risks or discomforts. Exposure to minor deviations from pleasant environmental conditions is normal. Minor to serious injuries are possible. Supervision/Leadership - LEVEL B: Involves functional leadership responsibility. As a "senior worker", performing essentially the same or similar work as those overseen, responsibility includes training, instructing, scheduling and reviewing. As a "project leader" may be responsible for a phase(s) of a single project which includes planning, coordinating and reviewing the work of others. This level may also involve limited administrative responsibility such as participating in the evaluation of work performance. Distinguishing Features Differs from Marketing Manager where work involves planning and directing methods of promotion, sales and distribution of products. Differs from Manufacturing Manager where work is administrative and involves planning product development and manufacturing. EXAMPLES OF WORK PERFORMED Schedules and conducts sales/service visits with customers; shows samples; writes orders. Makes sales presentations to large groups of prospective customers. Prepares and distributes price lists and catalogs. Acts as the primary contact person with clients in all matters pertaining to customer relations; receives and resolves customer complaints as they occur. Assists in the development and sale of new product lines. Supervises the production of promotional materials to be displayed at conventions, fairs, or other public exhibitions and in the preparation, collation, and mailing of price lists. REQUIRED KNOWLEDGE, ABILITIES AND SKILLS Knowledge *Knowledge of business practices and procedures. *Knowledge of the sales techniques necessary to represent a variety of products. Abilities Ability to supervise staff in the preparation of sales materials. Ability to anticipate potential market needs and demands. *Ability to make effective public presentations. *Ability to establish and maintain effective working relationships with departmental staff and the general public. *Necessary at Entry MINIMUM REQUIREMENTS: Six months of experience in sales, marketing, or customer relations. Education may be substituted for experience as determined relevant by the agency. Necessary Special Requirements:
NC: 06/94 |