An IT sales professional's work falls into the three main areas of pre-sales, sales, and post-sales support of hardware and software.
The first area involves supporting pre-sales activities by giving detailed information about technical specifications and the ways in which they could meet a customer's needs. This often includes demonstrating those features before a sale. In some cases it also involves responding to a PQQ (pre-qualification questionnaire) and then, if short listed, replying to a more detailed ITT (information to tender) document.
The actual sale involves negotiating a commercial agreement to the benefit of both customer and supplier.
Technical support, which follows the sale, may include solving faults and problems, or maximising the use of software features, as well as advising on appropriate user training.
Typical work activities
The role requires significant interaction with clients, which may be face-to-face or over the telephone.
Typical activities include:
understanding customers' diverse, specific business needs and applying product knowledge to meet those needs;
ensuring quality of service by developing a thorough and detailed knowledge of technical specifications and other features of employers' systems and processes, and then documenting them;
identifying and developing new business through networking and courtesy and follow-up calls;
cold-calling in order to create interest in products and services and generate new business leads and arrange meetings;
identifying opportunities for further sales and new areas for development through detailed research of the specific industry or market;
preparing and delivering customer presentations and demonstrations of the software, articulately and confidently;
marketing and promoting a portfolio of products by writing and designing sales literature and through attending industry events;
maintaining awareness and keeping abreast of constantly changing software, hardware systems and peripherals;
This website is best viewed in an up-to-date web browser with CSS enabled. While you will be able to view the content of this page in your current browser, you will not be able to get the full visual experience. Please consider upgrading your browser software or enabling style sheets if you are able to do so.