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| Collin Moore | |||||||||||||||||||||||
| November 27, 2001 | |||||||||||||||||||||||
| Interview | |||||||||||||||||||||||
| Career Interview | |||||||||||||||||||||||
| In the field of business, communication skills are the basis for any relationship with a client. Sales representatives rely on their presentation and communication skills in every meeting and deal they propose, according to Document Solutions, Inc. account representative, Spencer Butler. Document Solutions, Inc. is a locally run distributor of Xerox copiers and printers. Mr. Butler has worked for Document Solutions, Inc. since last January, and now makes all sales calls in the Newport News and Williamsburg areas. His clientele varies from smaller local businesses, to larger nationally run businesses such as Pepsi. | |||||||||||||||||||||||
| The most important aspect of Mr. Butler's business day is proposals and presentations. Proposals are done prior to meeting a client, and are composed of ideas and products suited for that type of business. Though all proposals are personalized, most use a template that only requires minimal adjustments for different companies. It is important to keep all proposals simple and to the point. Too much detail can bog down the appearance of the proposal, causing the buyer to get confused or lose interest. | |||||||||||||||||||||||
| Presentation of the product is the most important job for a sales representative. As Mr. Butler said, your presentation starts as soon as you walk in the door. A clean, organized appearance leaves a good first impression. Also, beginning the meeting with small talk always cuts tension, and lets the buyer get a more personal feel for you. He said his favorite thing to start a conversation with is a comment about pictures on the buyer's desk. After breaking the ice, he questions them on their present equipment, and gets an idea of their interest in new equipment. He says it is important for them to understand that you know the industry well. Without using technical jargon, establish a positive and knowledgeable reputation. The first meeting is always used to set up a positive relationship, not to push your product, Butler advised. The proposals are used for the next meeting. Proposals are standard for all presentations, but for more expensive accounts, PowerPoint is used. The sales rep walks the buyer through the proposal, and then waits for feedback. All proposals are personalized to the buyer, and give a brief summary of what products would be most economical and most efficient for their company. These proposals include pictures of the products, and the product's technical read-outs. Most times, prices are not negotiable, and during those times, that is stated first. If the buyer is interested, another meeting is set up for financing and to set up the deal. | |||||||||||||||||||||||
| Computers also play a major role for a sales person. Not only are they used for word processing and organization, they are used for presenting and researching. On an average day, Mr. Butler spends over an hour reading and researching on his computer. He uses the Internet for Xerox stock quotes, and also for information on Xerox's competitors. One of the first questions that Mr. Butler receives from a prospective buyer is usually concerning Xerox's financial stability. Also, if the buyer uses different companies equipment, he must be familiar with their products and how they differ from his. He usually uses the Xerox home page, but the FIC website may also be used for this information. FIC Online is a website for Xerox employees only, offering proposal templates, case studies, and information on competitors. The Xerox web site offers similar information, but is set up for consumers to view the information. He also spends roughly two hours a day with a computer composing proposals, thank you letters, and updating his spreadsheets. For this he mainly uses Microsoft PowerPoint, Word, and Excel. The program ValueQuix is also used for obtaining Xerox base pricing and financing. | |||||||||||||||||||||||
| Works Cited | |||||||||||||||||||||||
| Xerox. Xerox Newsroom. Xerox Online. 2001. 27 November 2001. | |||||||||||||||||||||||
| <www.Xerox.net/go/xrx/template/013.jsp> | |||||||||||||||||||||||
| Back to Main | |||||||||||||||||||||||