Q:I switched from sales jobs to other industries in the past. How can I get a suitable job again in the sales industry?

A:Candidates in sales areas are used to switching from different companies / products due to some reasons. However, a stable working history is one of the key issues for your prospective employer to consider your job application nowadays. We believe the most important concerns for you to choose your prospective products to sell are far behind your prospective employer's company culture and development plan. You may consult your recruitment consultant to provide you more information on the prospective employer's company background, sources spent in the product R&D, its market positioning and also the future plan. These factors would definitely lead you to enjoy your sales career and focus on the areas you are interested in.

Q:How can salespeople enhance their competitiveness in the job market?

A:Sales peoples are traditionally regarded as a batch of "money-minded" and "jumpy" workforce. In the past, there was a belief that the employer might pardon the jumpiness of a sales staff if his/her past sales achievements were outstanding. However, the job market is keen now, stable working history can reflect the persistent, reputation and professionalism that one has gained from his/her own field. If you want to develop in the sales field on a long-term basis, a stable working history will surely impress your next employer.

Keeping an upbeat pace with the worldwide market not only in your own industry but on related industries is very important. Knowing the hottest industry leaders, their market strategies and their visions will certainly give you some insight in improving and enhancing your own competitiveness. According to our experience, interviewers are particularly impressed when an applicant can share his/her output on the overview of the market situation.

Getting a higher qualification, for instance, an MBA, is certainly a good tool in climbing up to a more senior post.

Q:What are the personal qualities employers look for when recruiting sales staff?

A:Many successful and experienced sales people believe that their selling techniques can be applied in selling any kind of products, but, what "selling techniques" can make up a qualified sales staff as according to the employers? Below are some basic tips:

1. Appearance. As many people are talking about "BQ" now, certainly, a pleasant, neat & tidy appearance is important because it is the first impression that you give to anyone before you start saying anything.
2. Self-Confidence and Assertiveness in a polite and friendly manner. Employers are looking for those who speak with confidence yet with a friendly and humble approach. This is a crucial element for a successful salesperson and especially in approaching your clients.
3. Customer-Oriented. Nowadays when competition in each industry is becoming tougher and keener, pre-sales and after-sales services provided by the sales staff are becoming more and more crucial. Although most of the companies have separate teams in handling pre-sales and after-sales services, employers, however, still count on the additional efforts that the front-line sales staff can deliver to the clients.
4. Interpersonal Skills. This does not only refer to the interpersonal skills between the clients and the sales staff but also referring to the internal communication with various parties which will facilitate smooth and efficient daily operation.

Q:Is educational qualification more important than working experience in getting a job in sales industry?

A:Well, it really depends on which field you are trying to get into. For example, technical and professional fields such as banking, finance, IT, medical, engineering related sales will count on relevant qualifications more because it will help one to pick up the product knowledge quicker. Fresh graduates from related fields certainly have more advantages when getting into an entry-level position.

Selling intangible products such as advertising or servicing industries, on the contrary, will count on the connections and the client base that one has established and accumulated from his/her working history; thus, working experience in the related field is more important than educational qualification.

Of course, we do come across employers who are very open-minded and flexible, and they are willing to provide opportunities to those applicants with a good personality and potential in developing in their fields.

- Maggie Tso, Operations Manager, Staff Service (Hong Kong) Co. Ltd.

Q:How can engineers succeed in getting a job and advance in the sales industry?

A:Due to the huge demand from the market, Sales Engineer is definitely one of the hot jobs nowadays. More and more engineers desire to move into the sales occupation, for there will be a better earning, advancement and career prospect to them.

Many of the duties of sales engineers are similar to those of other salespeople, but their selling technique is different. Sales engineers not only describe the usefulness of product but also focus on problem-solving, understanding the clients' need and offering their expertise about the company products and industry knowledge.

Moreover, engineering experience can help in undertaking market research to identify and market new products, because of their familiarity with clients' needs. Thus, engineering knowledge or hands-on experience will be a requisite to get into the field.

Be reminded that it is important for sales engineers to continue their engineering and sales education throughout their careers because much of their value to their employers depends on their knowledge of the latest technology and their ability to introduce the technology to the customers.

- Jan Liu, Consultant, Staff Service (Hong Kong) Co. Ltd.