Sales Coordinator

A typical key task might be communication with existing and prospective customers. Coordinators answer queries, settle complaints, and maintain a consistent and productive relationship. Their goal is to keep customers happy and loyal, as well as to attract new customers to optimize sales.

The job of a sales coordinator is a versatile one and requires many skills. One of them is multi-tasking; sales coordinators are not narrow specialists and must be able to coordinate many activities simultaneously. This also requires organization and time management, as well as being detail oriented.

Sales coordinators do not work alone. They are part of a team. They coordinate information and action. They move back and forth between employees, departments, sub-contractors, and clients. As their title indicates, they are not only able to extract or communicate information, but to coordinate it as well, creating a coherent team-work environment.

Sales coordinators communicate with everyone involved by every means available: phone, email, fax, as well as through personal meetings. Coordinators might have to meet clients on the various company sites and property to demonstrate their products.

Sales coordinators coordinate the specifics of sales before and after the actual sale. This includes handling contracts in a detail-oriented and responsible way so as to satisfy both company and client. Give examples of specific contract deals you participated in and your exact part in the process.

Should be comfortable with a large share of compensation at risk (at least 50 per cent).

Should be enthusiastic about setting goals.

Should have done a thorough job of research or your industry and company.

Should have had concrete goals with metrics.

See if they understand how to sell "solutions" as opposed to "products" or "services".

Asking for referrals from current customers should be a large part of the answer.

If they give a positive one, ask for a negative one. e.g. a time they failed and what they learned.

Keep asking for more and more detail to get insight into work ethic.

Look for logical steps including building a relationship and asking about the prospect's needs as the first two steps.

They describe selling on value, not on price.

► Average number of contacts should be 12.

► Ask for the different types of contacts they make to qualified prospects.

Should be able to describe three different closing techniques.

Any time you are asked to provide a negative trait about the position you are applying for, you should tread carefully. An example of an answer that effectively resolves the question is, "Walking away from a sale when I know the prospect could benefit from our solution." This answer shows you know that there are times where you need to walk away and show that you understand that sales is about solutions.

Not everyone can handle sales. You need to have the right attitude and abilities. At your job interview, the interviewer will be looking for your sales skills, and the aspects of the process that help close deals. An example of a good answer includes "The ability to recognize both verbal and non-verbal cues to adapt the sales strategies you implement to impress the prospective buyer.

Any interview questions about your discomfort in sales should always be responded to with a "no" without any elaboration. If you are uncomfortable, reevaluate whether the position is right for you.