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Computer sales support staff are the key point of contact between an IT organisation and its clients. They are responsible for answering queries, providing technical advice and introducing new products. Typical tasks include:
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attracting new business through activities such as cold-calling, networking and meeting with potential clients
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organising sales visits
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clarifying customers’ and clients’ requirements and recommending the appropriate products
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negotiating contracts
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undertaking relevant research
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maintaining sales records
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giving demonstrations
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making and giving presentations
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attending trade exhibitions, conferences and meetings
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preparing tenders and proposals
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reviewing sales performance
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writing reports and sales literature.
Travelling, tight deadlines and the need to meet sales targets can make the work pressurised at times.
Qualifications and training required
There are routes into this profession for both school leavers and university graduates.
It is often possible to enter the profession with a degree or higher national diploma (HND) in any subject. However, some employers may prefer graduates from relevant degree backgrounds such as computer science, software engineering, electronic engineering, physics or mathematics. For graduates without relevant qualifications and/or experience, a postgraduate IT qualification can be helpful
Key skills for computer sales support
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Strong technical and sales skills
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Excellent communication and interpersonal skills
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Commercial awareness
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A meticulous and logical approach to work
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The ability to meet high standards in programming aptitude tests
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The ability to work under pressure and meet sales quotas
Typical employers of computer sales support staff
Computer sales support staff are employed by computer manufacturers, software/systems houses, IT consultancies, IT services organisations, computer suppliers and IT solutions providers.
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