Sales Consultant vs. Sales Associate: What Are the Differences?

A career in sales can be both exciting and rewarding. There are many positions available in the field, each with their own set of responsibilities. Sales consultants and sales associates are two common roles, but there are key differences between the two. In this article, we discuss the similarities and differences between a sales consultant and a sales associate, and we provide tips for pursuing a career in sales.

What is a Sales Consultant?

Sales Consultants are responsible for helping companies increase their revenue by identifying sales opportunities and developing sales strategies. They work with clients to understand their needs and pain points, then recommend products or services that will address those needs. Sales Consultants also work with existing customers to upsell or cross-sell additional products or services. They may give presentations, write proposals or make cold calls to prospective customers. Sales Consultants typically work in fast-paced environments and are often expected to meet or exceed sales quotas.

What is a Sales Associate?

Sales Associates are responsible for generating sales through customer service and product knowledge. They work in a variety of industries, including retail, automotive and real estate. Sales Associates typically work on commission, so their earnings are directly related to their performance. They may work regular hours or they may be required to work irregular hours, including evenings and weekends. Sales Associates typically greet customers, provide them with assistance and product information, and close sales.

Sales Consultant vs. Sales Associate

Here are the main differences between a sales consultant and a sales associate.

Job Duties

Sales consultants and sales associates share some job duties, like meeting with customers to determine their needs and suggesting products that address those needs. However, the daily tasks of a sales consultant may vary depending on their clientele and the goals of their company. For example, a sales consultant for an electronics store may meet with prospective clients to determine what devices they need and then advise them on which products best suit their needs. A sales consultant for a travel agency may help traveling couples book flights, hotels and romantic getaways.

Other job duties that sales consultants typically perform include creating proposals for potential clients, researching companies’ marketing strategies and developing competitive pricing plans. Sales consultants also often present these findings to upper management before presenting them to clients. In contrast, sales associates typically work within their own store or business to provide customer service and answer questions about products. They may also stock shelves, clean up around the establishment and assist customers who have inquiries about products.

Job Requirements

Sales consultants and sales associates typically need at least a high school diploma to enter the field. However, some employers may prefer candidates with a bachelor’s degree in business administration, marketing or another related field. Additionally, many sales professionals pursue certifications through organizations like the National Association of Sales Professionals (NASP) or the American Society for Quality (ASQ). These organizations offer training programs that teach salespeople how to use sales software and other tools they might need on the job.

Work Environment

Sales consultants work in a variety of environments, depending on the industry they specialize in. For example, if you’re working as a sales consultant for an insurance company, you may spend your days visiting clients and helping them understand their options. If you’re working as a sales consultant for a technology firm, you might travel to different companies to help them choose new software or hardware.

Sales associates typically work in retail stores, where they interact with customers who are shopping for products. Depending on the size of the store, there may be multiple sales associates working together to provide excellent customer service.

Skills

Sales consultants and sales associates share some basic skills, such as customer service, communication and product knowledge. However, sales consultants typically have more experience and therefore may use more advanced selling techniques. They may also be responsible for training and mentoring sales associates, so they need to have good leadership and teaching skills. In addition, sales consultants may be involved in developing marketing plans and strategies, so they need to have strong analytical and research skills.

Sales associates need to be able to build rapport with customers and close sales. They also need to be able to handle customer objections and be knowledgeable about the products they are selling. In addition, sales associates need to be able to work well under pressure and meet sales targets.

Salary

Sales consultants can earn an average salary of $67,461 per year, while sales associates can earn an average salary of $41,518 per year. Both of these average salaries may vary depending on the size of the company at which you work, location of your job and the level of experience you have prior to pursuing either position.