An outside salesperson is responsible for bringing in
sales for the factory. He or she works outside the office speaking with potential
builders at their offices, job sites or model homes. Outside salespeople are
usually assigned a geographical area; they’re expected to find new builders as
well as helping increase sales amounts for existing builders.
In order to make and increase sales by meeting with builders,
an outside salesperson must keep up to date on his or her represented products
or services as well as the clients’ needs. In between client meetings and sales
calls, outside salespeople are likely to attend the builder’s Open Houses and Home
Shows. Salespeople must also usually attend regular company meetings.
Outside salespeople typically report to a sales manager. The
manager assigns each outside salesperson a sales territory. Meeting sales
quotas, or expected amounts, set by the manager is a main goal of each
salesperson. Salespeople aren’t expected to turn every sales lead into a
new customer or increase the amount purchased by each existing builder. They
are expected to reach a certain sales percentage considered reasonable by the
sales manager, as well as the owner or president, of the modular home factory
for which they work.
Visiting builders in their offices and jobsites is a common
outside salesperson task. The salesperson typically meets with the builder to bring
new product information as well as pricing information and helping to prepare
quotes for the builder. Salespeople must have a likable communication style as
well as knowledge of their products and factory processes. Understanding the
needs of their builders is crucial in meeting outside sales goals.
Cold calling is a part of the job descriptions of many
outside salespeople. Usually, the salesperson has a list of potential builders
in his or her area and contacts them by telephone, email or snail mail. This
contact is considered “cold,” as there is no sales lead, but rather just a name
on a list. The objective of the cold call is to get an appointment with the builder
to discuss how the modular home factory can help solve the builder’s needs. You must know how to take rejection and let it roll off your back.
When the outside salesperson gets appointments from cold
calling, he or she must prepare for them. Preparation for a sales call includes
researching both the builder and the area the builder serves and preparing information
for the potential new builder in an organized presentation. Brochures and
catalogs are common informative materials that outside salespeople use as
supporting information when selling products to builders.
If you do get a chance to go to work for a modular factory
and neither the company nor the sales manager has an organized approach to how
to sell, one of the best resources for you may be the “Selling” and “Marketing”
sections of Modular Home Builder.
Good luck in your new career!
