Career Development

What Does a Sales Consultant Do?

Find out what a sales consultant does, how to get this job, and what it takes to succeed as a sales consultant.

Sales consultants are the people who help you make purchasing decisions. They work in a variety of industries, from retail to technology to finance, and they all have one thing in common: they want to ensure that their clients walk away happy with their purchase.

Sales consultants typically specialize in a particular industry or product category so that they can become an expert on the needs of their clients. This allows them to provide more value than a general salesperson would be able to.

Sales Consultant Job Duties

A sales consultant typically has a wide range of responsibilities, which can include:

  • Educating customers on product features, pricing options, and terms of sale, using computer software to record information about each transaction
  • Helping customers choose appropriate products, suggesting additional items that might be needed with an item they are purchasing, and assisting in the ordering process
  • Assisting customers with questions about products or services they are interested in buying
  • Estimating the value of items so that customers can make informed decisions about what to purchase
  • Listening to customers’ needs and concerns, making suggestions to help them find solutions, and explaining products or services that are available
  • Preparing quotes for potential clients based on the information provided by the client about the scope of work required
  • Providing information about company policies and procedures, including return policies and warranties
  • Selling a company’s products or services to potential clients in person or over the phone
  • Presenting information about products or services to potential clients

Sales Consultant Salary & Outlook

Sales consultant salaries vary depending on their level of education, years of experience, and the company they work for. Sales consultants may also earn additional income through commissions and bonuses.

  • Median Annual Salary: $72,500 ($34.86/hour)
  • Top 10% Annual Salary: $137,000 ($65.87/hour)

The employment of sales consultants is expected to grow slower than average over the next decade.

Employment growth will be limited by the increasing automation of some tasks, such as online ordering and product recommendations. However, sales consultants will still be needed to help customers navigate the digital experience and provide advice and recommendations.

Related: 25 Sales Consultant Interview Questions and Answers

Sales Consultant Job Requirements

A number of qualifications are necessary to become a sales consultant. They may include:

Education: Most sales consultant positions require a minimum of a high school diploma or GED. Some companies prefer a bachelor’s degree in a related field, such as business or marketing. Relevant coursework includes sales, marketing, business and finance.

Training & Experience: Sales consultants typically receive on-the-job training from their managers or other experienced sales associates. This training may include instruction on the company’s products and services, the company’s sales process and the computer system the sales consultant will use to track sales. Sales consultants may also receive instruction on the company’s customer service policies and procedures.

Certifications & Licenses: Sales consultants can obtain several certifications that demonstrate their expertise in different sales techniques and strategies.

Sales Consultant Skills

Sales consultants need the following skills in order to be successful:

Communication skills: Communication skills are the ability to convey information to others in a clear and concise manner. As a sales consultant, you may be communicating with customers over the phone, in person or through email. Your communication skills can help you to understand what a customer needs, answer their questions and provide them with the information they need to make a purchase.

Product knowledge: Product knowledge is the ability to explain the features and benefits of a product. This is an important skill for sales representatives to have because it allows them to answer customer questions and help them make informed purchasing decisions. You can develop your product knowledge by reading product manuals, researching the company’s website and asking your manager or other sales representatives for information.

Customer service: Customer service skills can help you provide quality service to customers. You can use customer service skills to answer questions, solve problems and provide solutions to issues customers may have. Customer service skills can also help you develop empathy, which can help you better understand customer needs and provide them with solutions that meet their needs.

Problem-solving: Problem-solving skills allow you to identify and resolve issues. As a sales consultant, you may encounter challenges that require you to think of solutions. For example, if a customer is unhappy with their purchase, you may need to help them find a solution or offer a refund.

Persuasive selling: Persuasive selling is the ability to convince customers to buy a product. This is a crucial skill for sales representatives because it’s how they make money. You can use persuasive selling to help customers understand the benefits of a product and convince them to buy it.

Sales Consultant Work Environment

Sales consultants work in a variety of settings, including office environments, retail stores, and manufacturing and industrial plants. They may also travel to meet with clients or potential customers. They typically work regular business hours, although they may occasionally work evenings or weekends to meet with clients or attend trade shows. Some sales consultants may work from home. The work can be stressful, as sales consultants are often under pressure to meet sales quotas.

Sales Consultant Trends

Here are three trends influencing how sales consultants work. Sales consultants will need to stay up-to-date on these developments to keep their skills relevant and maintain a competitive advantage in the workplace.

The Rise of the Digital Sales Consultant

The rise of the digital sales consultant is a trend that is quickly changing the way businesses sell products and services. With the increasing popularity of online shopping, sales consultants are now able to reach more customers than ever before by using social media and other digital channels.

As sales consultants become more reliant on digital channels, they will need to develop new skills in order to be successful. This includes learning how to use social media effectively, as well as understanding the latest trends in marketing.

More Focus on Customer Experience

The customer experience is becoming increasingly important for businesses, as they realize that it is what sets them apart from their competitors. As a result, sales consultants will need to focus on providing excellent customer service that goes beyond just selling products.

This means that sales consultants will need to be able to understand what customers want and how to meet their needs. They will also need to be able to communicate with customers in a way that makes them feel valued.

Greater Use of Technology

Technology is playing an increasingly important role in the sales process. Sales professionals are now using technology to connect with potential customers in new and innovative ways.

This trend is likely to continue into the future, as technology continues to evolve and become more sophisticated. Sales professionals who are able to utilize technology in their work will be more successful than those who do not.

How to Become a Sales Consultant

A career as a sales consultant can be both rewarding and lucrative. It’s important to consider the many different paths that are available to you, so that you can find the one that best suits your skills and interests.

You could work for a large company that sells a variety of products or services, or you could work for a small company that specializes in just one area. You could also work for yourself, selling products or services directly to customers.

No matter which path you choose, it’s important to develop strong sales skills. These include the ability to listen carefully, ask questions, and make suggestions that will help your customers get what they want.

Advancement Prospects

Sales consultants can advance their careers by taking on more responsibility, such as managing a team of salespeople or overseeing a larger territory. They can also move into sales management roles, where they would be responsible for developing and implementing sales strategies. With experience, sales consultants can also become sales trainers or sales coaches, helping to develop the skills of other salespeople.

Sales Consultant Job Description Example

Are you a people person with a knack for sales? Do you have a deep understanding of the latest trends in fashion, beauty, and lifestyle? If you answered yes to both of these questions, then a career as a sales consultant at [CompanyX] might be the perfect fit for you!

As a sales consultant at our company, you will be responsible for providing our clients with expert advice on the products and services we offer. You will also be responsible for meeting sales targets and ensuring that our customers have a positive shopping experience. To be successful in this role, you must be outgoing, persuasive, and knowledgeable about the latest trends. If you have a passion for sales and fashion, then we want to hear from you!

Duties & Responsibilities

  • Understand customer needs and requirements
  • Offer advice and guidance on product selection to customers
  • Build positive relationships with customers
  • Remain up to date with products and services
  • Maintain stock levels
  • Process payments
  • Handle customer queries and complaints
  • Achieve targets for sales and profitability
  • Monitor competitor activity
  • Generate leads for new customers
  • Attend training sessions to develop relevant knowledge and skills
  • Assist in the development of marketing plans
  • Implement promotional activities
  • Liaise with other departments to ensure smooth running of operations

Required Skills and Qualifications

  • Proven sales experience with a successful track record of achieving quotas
  • Excellent communication, presentation, and negotiation skills
  • Strong time-management and organizational skills
  • Ability to work independently and as part of a team
  • Proficient in Microsoft Office, with aptitude to learn new software and systems
  • High school diploma or equivalent

Preferred Skills and Qualifications

  • Bachelor’s degree
  • 2+ years in consultative sales
  • Experience with CRM software
  • Familiarity with the industry/product line
  • Knowledge of competitor products


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