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Order Getters - New Business Development

The role most synonymous with selling is a position in which the salesperson is actively engaged in using their skills to obtain orders from customers. One highly challenging yet potentially lucrative example of this are sales positions where the main objective is to find new customers. Sales jobs in this category are often in fields that are very competitive, but offer high rewards for those that are successful. The key distinguishing factor of these positions is that once a sale is made new business salespeople pass customers on to others in their organization who handle account maintenance. These positions include:

• Business Equipment Sales - These salespeople are often found in industries where a company’s main profits come from the sale of supplies and services that come after an initial equipment purchase. The key objective of business equipment salespeople is to get buyers to purchase the main piece of equipment for which supplies and service are needed in order for the equipment to function. For instance, in the photocopier industry certain salespeople only seek out new accounts and once a photocopier sale is made they pass along the account to other sales personnel who handle the sales of maintenance and supply products.
• Telemarketing – This category includes product sales over the phone, whether aimed at business or consumer. While in the US laws restrict unsolicited phone selling, the practice is still widely used in the business market.
• Consumer Selling – Certain companies are very aggressive in their use of salespeople to build new consumer business. These include: retailers selling certain high priced consumer products including furniture, electronics and clothing; housing products including real estate, security services, building replacement products (e.g., windows); and in-home product sellers including those selling door-to-door and products sold at "home party" events such as cosmetics, kitchenware and decorative products.

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