Pan Pacific Interiors – Sales Rep Outline
- Two positions available
- Must speak English and Spanish
IMPORTANT: YOU MUST CLEARLY ANSWER ALL OF THE QUESTION BELOW WHEN APPLYING FOR THE POSITION OF SALES REPRESENTATIVE (in English):
-why you want to work for Pan Pacific Interiors?
-what position are you applying for?
-why are you applying for this position?
-what do you want to create for yourself by working for this company in the position you applied for
-what in your education or work experience qualifies you for this position?
-why would you be great at this job?
-tell us something great about you
IF YOU DO NOT RESPOND TO THESE QUESTIONS (in English) YOUR APPLICATION WILL BE DELETED.
Sales and sales compensation
• Our Sales Reps (SR) work on a generous commission
o We pay a very competitive 7% commission on the initial 3 sales in a fiscal month
A fiscal month meaning from the first of the month until the last day of the month
A completed sale means the contracts have been signed & the deposits are paid
o We pay an additional 2% on any sales over the initial 3 for a total of 9% on sales 4, 5, 6, etc. in the fiscal month.
o 100% of the commission is paid upon receipt of the deposit funds
o On large multi-unit projects, we discuss commission amounts with the SR prior to submitting our quote as often a lower commission helps sign the larger projects and the commission amounts are still very generous
o Your clients remain your clients and any future sales to those clients or their friends and family are credited to your commission account
• We provide:
o a cell phone and cell plan to the reps
o mileage plan allowance
o product training and all the required sales material
o stunning showroom location for client meetings and product display
o social media and traditional marketing campaign
o office support and client follow-up
o project accounting
o a documented systematic approach to sales, manufacturing and project completion
• What our Sales Reps need to provide to be successful:
o Product knowledge
A sales rep who doesn’t perfectly understand the product they’re selling is a completely ineffective rep.
o Strategic Prospecting Skills
This means searching for referrals through existing connections to new prospects that fit the target buyer or ideal customer profile. It’s also important for reps to go back to Closed-Lost opportunities with whom they already had previous conversations and try to revive them.
Ask for referrals from existing customers.
Canvas target areas regularly to continually follow up with ongoing projects.
o Rapport Building
SR’s need to work hard to build a connection with new prospects. It is important, when possible, to research prospects in advance and find common ground to empathize with the person or company you are meeting with. Relationships are the key to success in sales and rapport should not be underestimated.
o Buyer-Seller Agreement
In order to set mutual expectations and to make your prospects more comfortable, sales reps should learn how to create a Buyer-Seller Agreement to set the tone for all meetings. These are verbal agreements at the beginning of the sales process that outline expectations for both sides. For example, a sales rep can ask a prospect, “Is it OK to ask a few questions about your business and then I will show you our product line to see if there is a potential fit for both of us?” It allows the prospect to feel comfortable and understand what is coming next, so no one feels ambushed by the next step. It also allows the sales rep to open up a two-way street in the selling process so that both parties get to a win-win conclusion.
o Active Listening
Most sales reps feel comfortable talking to prospects, but listening is another story. ISRs need to become proficient in active listening or listening with a strict focus and asking intelligent follow-up questions. People can tell if you’re really listening to them, rather than just thinking about what you’ll say next – and people appreciate a good listener. Great listening skills can help reps empathize with prospects to learn more about their business and pain points. With that knowledge, they can then sell more effectively and offer a better solution.
o Great Communication
Study and master the skill of communication
• Body language, tone of voice, volume and pace of the ISR pitch are surprisingly important sales skills. In sales, how you say and present things to a prospect matters more than what you say. Studies have shown that only 7% of communication relies on the content of what you say, whereas 38% of communication is about other attributes of communication such as tonality, body language, etc. As you may have heard before, it’s not what you say but how you say it.
o Qualification Questioning
SRs need to start off every sales conversation by asking questions during the Discovery phase to analyze a prospect’s needs (i.e. Needs Analysis).
• PPI provides our SR with these questions to support a successful Needs Analysis meeting
o Time Management
The most effective SRs are able to make the most of their time with more effective, result oriented meetings. They use the tools provided to them to create positive and profitable results
o Objection Prevention
Great sales reps practice the art of proactive “Objection Prevention” and not merely “Objection Handling” and can thus reduce some of the most basic objections by way of how they approach a sale.
• PPI will support you in developing this skill
o Gaining Commitment
Great SRs can get a prospect to commit to a sale fairly quickly. The key is making sure the right people with the right approval power are bought in to the process as the sale progresses. You cannot sell any big purchase item without all the key players present.
o The ability to close
Gaining commitment is a great step and without the final close it does not support you, your client or the company is what has been committed to.
• Post-Sale Relationship Management
Always stay in touch with your clients, before, during and after the sale, this will support all involved and lead to continued futures sales either directly or indirectly.
Benefits to selling Pan Pacific Interiors Products:
• We are building the most modern and stunning showroom in all of Panama and Central America
• We are embarking on one of the most aggressive marketing campaigns this industry has ever been nationally exposed to
• Our products are highly sought after, our prices are competitive and our market is huge and growing quickly
• We are known for our quality, on-time delivery and professionalism.
• We are the only cabinet manufacture in David that produces North American / European type cabinets and our quality is second to none.
• We have our own stone fabrication shop which produces a finished product that is unmatched locally
• We provide the best cabinet and counter top warrantee in the industry, a 5-year written warrantee on manufacturing and hardware.
• We provide a manufacture backed 25-year residential warrantee on our vinyl plank flooring.
• Our products are not difficult to sell, and our service and quality ensures repeat business and ongoing sales.
• Our sales this year have increased exponentially
Commission salaries to be between $1,575 to $3,600+ a month