Order Getters – New Business Development

The role most synonymous with selling is a position in which the salesperson is actively engaged in using his/her skills to obtain orders from customers. One highly challenging, yet potentially lucrative,  sales positions is one 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 company profits are generated primarily through 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 a large number supplies and services are needed. For instance, traditionally in the photocopier industry, business equipment salespeople focus on establishing new accounts. However, once a photocopier sale is made they pass along the account to other sales personnel, who then handle sales of supplies and maintenance contracts.
  • Telemarketing – This category includes product sales over the phone, whether aimed at businesses or consumers. While in the U.S. some laws restrict unsolicited phone selling, the practice is still widely used in both the consumer and business markets.
  • Consumer Selling – Certain companies are extremely aggressive in their use of salespeople to sell products to consumers. These include: retailers selling certain high-priced consumer products, including furniture, electronics, and clothing; sellers of housing products, including real estate, security services, and 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.
Types of Selling Roles Tutorial
Order Getters - Account Management