Ken Uchikura Newsletter Vol. 192 My Thoughts on Sales Jobs
Aug
3
My Thoughts on Sales Jobs
I’ve been thinking lately about job postings. When I post non-technical sales jobs, many people are interested in marketing, social media, and public relations (PR) positions. But sales and marketing positions don’t seem to attract anyone. I think this may be because many people don’t understand what sales and marketing entail. I think it’s also because my ideas about sales and marketing differ from some other employers.
When selling products and services, we must remember that the internet exists now. Consumers, as well as companies, no longer do business the traditional way of talking to and ordering from a salesperson. Now, people can easily get product information on the internet, and they’ll already know what they want to buy. Therefore, product descriptions, as well as user reviews, are very helpful. Once consumers do their research online, read the reviews, and decide which product they want to buy, they can then compare prices. And in most cases, they’ll buy the cheapest offering.
Doesn’t this make you feel like salespeople are unnecessary? Online information gathering has indeed replaced a lot of what salespeople do. But is that all there is to sales? I believe salespeople still have several roles:
1. Provide customers with ideas they haven’t thought of before
The internet can be great for research. But customers can be singular-minded in what they’re looking for. In other words, I believe sales can provide ideas on what else they might want or need. Especially ones that they haven’t thought of before.
2. Sell trust, not products
On the internet, you can easily find product information as well as reviews, which will tell you how good or bad a product is to some extent. The same goes for information about the company. However, customers want to gain a sense of trust in the company. And I think they want it from people, not the internet.
Sales is the point of contact between the company and the customer, which isn’t utilized as much today. Therefore, I believe salespeople are the ones who can convey the desire to take care of customers. In a job description, it’s difficult to convey, but the decrease in contact points between the customer and company only makes salespeople that much more valuable now. Marketing is important, but sales is crucial in building relationships with customers.
Kenichi Uchikura
President / CEO
Pacific Software Publishing, Inc.
ken.uchikura＠pspinc.com
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