Representative (Vertegenwoordiger)
Information on this skill...
A representative is a commercial employee who usually works in the field service of companies. As a representative, your job is to generate revenue by actively approaching possible new relationships. In addition, it may be the job of a representative to maintain existing relationships. However, this does not always have to be the case, because existing relationships are usually looked after by account managers. This can vary per company, because the functions of representative and account manager can also be combined. A representative is not an account manager in the first instance. The profession of representative is a profession with many freedoms, because you will usually be on the road a lot. Almost all commercial companies use representatives, who are used to sell products or services to potential new relations. The profession of representative appeals to many people for freedom, but it is not suitable for everyone. This is because as a representative you must have a strong commercial attitude. In addition, it is important that you understand how to make sales calls. Conducting good sales conversations is a profession in itself, which must be learned. This mainly relates to asking the right questions. As a representative, you are an important field employee for companies, because it is the job of the representatives to create new relationships so that the company's turnover increases. This usually means that the representative works purposefully, by approaching potential customers. How a representative approaches potential customers can differ per representative. Usually, the representative will first make an appointment. There are also representatives who come by unannounced, but in general this will not be appreciated in all cases. When it comes to building a lasting relationship, it is usually advisable to make an appointment first, so that both parties can prepare.
The profession of representative is a beautiful profession that will have to suit you. There are quite a lot of people working as representatives, because many companies use representatives. But by no means all representatives are good representatives, because as a representative you must have the right attitude. Within this profession there is therefore a fair amount of turnover, because many representatives are mistaken about the profession and do not keep it up. Not persevering as a representative usually relates to not achieving correct sales goals and sales figures. Since numbers do not lie, the lesser representatives usually fall through the basket quickly. This is one of the main reasons why good representatives can make a lot of money. Representatives occur in all branches and the profession of representative can vary from MBO level to university level. In general, the higher the level, the more specific the work is. For example, there is a big difference between a retail representative and an insurance agent, who can also be considered a representative. Within the retail trade, an MBO education is generally sufficient. Within the insurance world, a bachelor's degree will soon be expected. When it comes to university representatives, they are usually very specific services. Think, for example, of new medical equipment or the sale of new aircraft.
CAN ANYONE BECOME A REPRESENTATIVE
Anyone can become a representative, but the profession of representative is not suitable for everyone. The profession of representative revolves around sales figures, turnover and relationship management. Achieving the right revenue goals is usually only possible if we are dealing with a truly driven representative, who understands where possible opportunities lie and how to conduct sales conversations. In addition, as a representative you must have a commercial institution. The working days as a representative are usually long and sometimes lonely, because you will be on the road a lot. In addition, it is conceivable that on certain days no results are achieved by the representative, which can quickly be discouraging for some people. Perseverance certainly applies to a representative. A no from possible sides does not have to be a definitive no - it can also be an invitation to negotiation. A good representative understands this all too well and will not give up. In addition, as a representative, it is important to estimate possible opportunities. It usually makes no sense to just knock on the door everywhere, because this will usually not guarantee a successful sale.
NETWORKING AS A REPRESENTATIVE
Networking as a representative is indispensable. This means actively participating in network meetings, so that new relationships arise. Networking is a specialization that is indispensable as a representative. Network meetings are not sales meetings and a good representative knows this. Of course, the ultimate goal is to generate revenue, but this must be done in the right way. Attending network meetings on your own to quickly generate revenue won't work in most cases. Network meetings are intended to get to know each other. If there is a click, business can be done at a later time. Most entrepreneurs don't go to a networking meeting to listen to sales pitches.
DIFFERENCE REPRESENTATIVE AND ACCOUNT MANAGER
The difference between a representative and an account manager is that the representative looks for new relationships and the account manager maintains existing relationships. In practice, these two professions are sometimes also combined. If an account manager also works as a representative, he or she is sometimes called a hunter. The account manager is therefore a relationship manager between companies and usually not a representative. As an account manager, you are usually not a field worker, like representatives. An account manager usually works in the office to answer all questions from existing customers. Consider, for example, policy managers who work for an insurance company. Policy managers can also be designated as account managers. It is the policy manager who will implement all questions and changes from existing customers. In some cases, inexperienced employees are also referred to as junior account managers.
OTHER NAMES FOR REPRESENTATIVE
The name representative occurs in different ways within the practice, which can differ per sector. Consider, for example, an insurance advisor who can also be seen as a representative. In addition, we know the so-called commercial agents and commercial representatives. Other names are intermediary or, for example, agent. If representatives are not employed in the field, the designation telemarketer may apply. In some cases, the name commission agent or sales consultant may apply.
WHAT DOES A REPRESENTATIVE DO:
TRAINING TO BECOME A REPRESENTATIVE
If you aspire to a career as a representative, it is best to opt for the MBO training commercial employee field service at level three. If it concerns a hbo programme, for example, you can opt for the hbo programme commercial economics or the hbo-programme marketing management. In addition, many different types of external training and courses are offered to familiarize prospective representatives with the sales profession. It is conceivable that a representative has received a completely different education when it comes to specific trade. In addition, there are also plenty of external training institutes where you can follow a course. Accounting is also important as an entrepreneur.
COMPANIES WHERE A REPRESENTATIVE MAY BE EMPLOYED
As a representative you can work in all conceivable branches at different levels. Think, for example, of a representative within the retail sector, a representative within the construction sector or representatives who work within the banking world. The profession of representative actually occurs everywhere and does not only have to relate to goods. Services are also often sold by representatives. In all cases, you will work as a representative for companies or organizations that are commercially active. Think, for example, of energy companies, leasing companies, machine builders, car materials and sellers of agricultural machinery.
COMPETENCES REPRESENTATIVE
The most important competence of a representative is perseverance. In addition, it is very important that you have a commercial attitude. As a representative you have to try to score every day, which will not work in all cases. Independence also plays an important role, because as a representative you are usually alone on the road. As a representative, you must also have good communication skills. Another important competence may be lobbying. As a representative, being able to network is very important. Generally important words are motivating, inspiring, sense of responsibility, performance, professionalism, flexibility, planning, monitoring, listening, assertiveness and financial insight.
LABOUR MARKET PERSPECTIVE AND CAREER OPPORTUNITIES AS A REPRESENTATIVE
The labour market perspective as a representative is generally good. However, knowledge and experience play a major role within this profession, because most companies find it very important to employ good representatives. This means that in many cases the representative will have to be able to present certain results from the past. In addition, good representatives usually do not have to sell themselves, because they are asked. The career opportunities as a representative should be seen in a managerial position, in which you manage other representatives or sellers. The career opportunities usually depend on the level of education and your own competencies and can differ per employer. Consider, for example, the position of department manager, sales manager, retail manager or the position of manager.
TERMS OF EMPLOYMENT AND SALARY REPRESENTATIVE
There are no examples of specific employment conditions, because you can work as a representative for different types of companies within different industries. What exactly a representative earns is difficult to indicate, because this depends entirely on the level of education and type of industry where you work exactly. In general, a representative will earn a salary between 2500 and 3500 euros gross per month, depending on age, education and further responsibilities. In addition, it is not unusual within this profession that the base salary is low, because as a representative you can usually earn more if you achieve certain turnover goals. The actual salary as a representative can therefore be much higher.
The content on this page has been automatically translated from the Dutch language. For this reason, texts and videos on this page may contain small errors.
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