How To Write A Sales Associate Job Description

They are found virtually at every for-profit company or organization, whether B2C or B2B companies.

What Does a Sales Associate Do?

A sales associate sells your products and services.

The majority of sales associates work in retail settings selling directly to the customer. These are referred to as retail sales associates. Every B2C industry employs sales associates, from clothing to technology to home goods and more.

In B2C settings, your sales associate will serve as the public face of your company. They are the first and last faces your customers will see when they are in your establishment.

It is their job to deliver excellent customer service and ensure that every customer has a positive experience with your company and your products or services.

With B2B companies, their responsibilities are a little different. Outside sales associates, or sales representatives, are typically assigned to a specific geographical territory. There may be a significant amount of travel within the confines of their territory, either a small local territory or a regional section of the country.

Unlike inside sales associates, outside sales associates are often expected to create sales reports, hit every specific sales goal, and complete cold calls.

Regardless of whether they serve B2C or B2B companies, sales associates are expected to have in-depth knowledge of the products and services offered. As the information changes, so too should their knowledge; there should be a continual update of their product knowledge.

Duties and Responsibilities of a Sales Associate

While it may seem like the only real difference between inside (B2C) and outside (B2B) sales associates is the customers they serve, this simply isn’t true. Inside sales associates have very different expectations, duties, and responsibilities than outside sales associates.

The primary duty for both, however, is the same: promote and sell a company’s products or services by providing excellent customer service.

1. Inside sales associate. A B2C sales associate will serve customers inside a retail location. The primary duty noted above can be broken down into simpler terms: assist customers by locating or suggesting merchandise (or services) and help them to complete their purchase.

   Additional duties and responsibilities of inside sales associates are:

   • Welcoming customers as they enter the retail establishment

   • Directing customers to merchandise when prompted

   • Maintaining product knowledge and helping customers determine which product is best for their needs.

   • Operating POS registers and completing sales

   • Processing returns and refunds

   • Resolving customer complaints

   • Restocking shelves, setting up and breaking down displays, and maintaining a clean work area

   • Inviting customers to join a loyalty program

   • Promoting sales and offers

   • Building rapport with customers

   • Upselling, or cross-selling, products and services

2. Outside sales associate. B2B sales associates will serve organizations, businesses, or government agencies outside of their company’s branch location. Unlike B2C sales associates who wait for customers to come to them, B2B sales associates are responsible for finding their own leads.

   It is their responsibility to contact potential buyers, build rapport, and close sales. They may need to demonstrate the product or services, give presentations, negotiate sales terms, present contracts, and more.

   Additional duties and responsibilities of outside sales associates are:

   • Identifying prospective customers, generating leads, and maintaining existing customers

   • Maintaining encyclopedic knowledge of products and services offered

   • Negotiating prices and sales terms prior to closing a sale

   • Meeting or exceeding set sales goals monthly, quarterly, and yearly

   • Promoting sales and offers to new and existing customers

   • Visiting customers to evaluate needs or complaints

   • Maintaining detailed client records

   • Traveling within sales territory to meet with customers or prospect for new customers

   • Building and maintaining relationships with customers

Skills and Qualifications of a Sales Associate

Unsurprisingly, the skills and qualifications will also differ between inside and outside sales associates. Both are expected to possess excellent customer service skills, communication skills, and interpersonal skills.

1. Inside sales associate. The skills and qualifications for inside sales associates can be divided into hard skills, soft skills, and physical skills. Depending on the location of the retail store, there may be an additional qualification that the candidate must be bilingual.

   Hard and soft skills retail sales associates should also possess are:

   • Teamwork skills

   • Organizational skills

   • Basic mathematical skills

   • Attention to detail

   • Time management skills

   • Decision-making skills

   • Familiarity with POS systems

   • Dependability

   Physical skills expected in retail sales associates are:

   • Standing for two to six hours

   • Reaching, stooping, and crouching

   • Lifting up to 50 pounds

   • Climbing ladders

2. Outside sales associate. Outside sales associates do not typically need to possess any physical skills in order to qualify for a position. They will need to have much of the same hard skills and soft skills as an inside sales associate.

   In addition to these skills, B2B sales associates need experience working with word processing software, spreadsheet software, and excellent written communication skills.

   They may also need to possess public speaking skills, presentation skills, and analytical skills.

Sales Associate Salary Expectations

Inside sales associates are usually paid an hourly rate, while outside sales associates are typically salaried employees. The base pay for sales associates as a whole is typically on the lower side.

Inside sales associates make an average of $13 an hour across the United States. The bottom 10% will make $9.49 per hour, while the top 10% can make about $21 an hour. These numbers will vary from state to state and are dependent on the minimum wage established within the state of operation.

States in the northeast like New York, New Jersey, and Massachusetts tend to have higher starting pay than other states. Be aware of the basic expectations within your state and city of operation when setting the salary expectations within the job description.

Outside sales associates are usually salaried employees; however, they generally receive a small base salary and build upon that salary with commissions from their sales. To avoid confusion, you should list the base salary and expected commissions in the job listing.

Salaries for B2B sales associates will vary more greatly than those of inside sales associates. The industry being served and the amount of experience possessed by the candidate will determine base salary and commissions.

Outside sales associates can make anywhere from $15,000 per year to $130,000 per year. The median salary is about $62,000 per year.

Education Requirements for a Sales Associate

The education requirements for inside sales associates depend very much on the minimum age you will hire. If your store hires under 18, then there will be no education requirements set. If you only hire candidates who are 18 and older, you may have an education requirement of a high school diploma or equivalent.

Generally, outside sales associates are expected to have a bachelor’s degree. Some positions may only require an associate’s degree. Others still may have a required training program that candidates can enter to become sales associates.

Additional training or certifications may be required for more specialized roles in both B2C and B2B settings. If these are required for candidates, they should be clear in the job listing under qualifications.

If on-the-job training is a requirement, it should be noted in the job listing. The length of training, travel requirements and expected pay for the duration of the training period should also be included.

Experience Requirements for a Sales Associate

The industry being served and the type of position being filled will determine the experience requirements.

Many sales associate positions are entry-level and simply require the candidate to possess the skills and qualifications necessary to perform the job duties satisfactorily. Some positions may require previous retail sales experience. It is entirely dependent on the expectations of the employer.

Example of Inside Sales Associate (B2C) Job Description

Example of Outside Sales Associate (B2B) Job Description

Author

Samantha Goddiess

Samantha is a lifelong writer who has been writing professionally for the last six years. After graduating with honors from Greensboro College with a degree in English & Communications, she went on to find work as an in-house copywriter for several companies including Costume Supercenter, and Blueprint Education.