What does a Territory Sales Representative do?

Learn all about Territory Sales Representative duties, skills and much more. Get expert advice on how to become a Territory Sales Representative.

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Brenna Goyette
Certified Professional Resume Writer, Career Expert

Published 4 min read

A territory sales representative is responsible for managing and growing a designated sales territory. This includes prospecting new customers, maintaining relationships with existing customers, and achieving sales targets. The territory sales representative must be knowledgeable about the products and services offered by their company and be able to effectively communicate this information to potential customers. They must also be able to develop and implement strategies to increase sales in their territory.

Territory Sales Representative job duties include:

  • Research potential customers in assigned territory
  • Plan and organize daily work schedule to call on existing or potential sales outlets and other trade factors
  • Establish rapport with key personnel in assigned territory
  • Present company products and services to current and potential customers
  • Answer customer questions regarding products and services
  • Negotiate prices, terms of sales, and service agreements
  • Prepare and submit reports on account status and activity
  • Identify new business opportunities in assigned territory
  • Stay up-to-date on industry trends and competitor activity in assigned territory
  • Attend trade shows and conventions as needed

Territory Sales Representative Job Requirements

Most territory sales representatives have a bachelor's degree in business, marketing, or a related field. Some employers may prefer candidates who have a master's degree. Certification is not required, but it may give candidates an advantage when competing for jobs. Many employers require territory sales representatives to have at least two years of sales experience.

Territory Sales Representative Skills

  • Communication
  • Presentation
  • Negotiation
  • Closing
  • Time Management
  • Organization
  • Prioritization
  • Prospecting
  • Relationship Building
  • Territory Management
  • Product Knowledge

Related: Top Territory Sales Representative Skills: Definition and Examples

How to become a Territory Sales Representative

A territory sales representative is responsible for generating new sales within a defined geographic area. They work with customers to identify their needs and then match those needs with the products or services that the company offers. In order to become a territory sales representative, one must have excellent communication and interpersonal skills. They must also be able to work independently and be self-motivated.

The first step in becoming a territory sales representative is to research the companies that interest you and see if they have any open positions. Once you have found a company that you would like to work for, the next step is to submit your resume and cover letter. In your cover letter, be sure to highlight your communication and interpersonal skills.

If you are selected for an interview, be prepared to discuss your experience working with customers and why you think you would be successful in this role. The interviewer will also want to know what motivates you and how you handle rejection. After the interview, it is important to follow up with a thank-you note.

Once you have been hired, the next step is to complete any training that the company requires. This training will teach you about the products or services that the company offers and how to best sell them. After completing training, you will be ready to start working in your new role as a territory sales representative!

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