Sales: Counter Sales / Inside Sales

Who am I?

In a wholesale or manufacturing company this person is responsible for providing assistance to customers in person and over the telephone, entering orders in system, reviewing and pulling orders, and ensuring customers' needs are met.

Other Titles

Internal-Customer Sales
Counter Sales Specialist
Counter Sales Representative
Internal Sales Representative (Wholesalers, Manufacturers)
Inside-Customer Sales

Essential Skills

Essential Skills are not the technical skills required by particular occupations but rather the skills applied in all occupations. These skills provide the foundation for learning all other skills and apply to careers in HVACR. See Employment and Social Development Canada for more details.

The most important Essential Skills for an Internal Sales Representative (as determined through industry consultation) are:

  • Document Use – Part of this job includes ability to read and understand sales orders, product catalogues, track orders using computer, parts and equipment orders, invoices
  • Numeracy – Basic mathematic skills are required in generating invoices – unit costs, tracking invoices and determining cost and applicable discounts as per company policy
  • Oral Communication – Interacting with customers at the sales desk and over the telephone as well as suppliers of inventory and shipping department and other company associates is necessary.

What do I do?

As an Internal Salesperson you may do some of the following:

  • Interact with customers in person and via telephone to provide information and technical assistance and drive sales
  • Provide assistance with customer concerns and complaints and process returns
  • Develop and maintain current, accurate personal product knowledge base to provide customer assistance
  • Use electronic and published catalogues to provide product, pricing and availability information to customers and follow company pricing and credit guidelines
  • Accurately use and maintain order entry, computerized systems and other technologies as required to prepare invoices, update and maintain inventory tracking and orders
  • Communicate with Purchasing and Shipping Departments when items in stock are low or absent.

Education/Training Requirements

  • Completion of secondary school is usually required
  • Trade School, or equivalent is desired
  • Knowledge of the HVACR industry and some experience working in the HVACR field is an asset
  • Sales experience and computer ability are required.