Aftermarket Sales Rep

As an Aftermarket Sales Representative at Crown Equipment Corporation, your primary responsibilities include selling contract maintenance programs for material handling equipment and parts sales. You'll pursue new business while also developing relationships with key existing accounts. This involves analyzing opportunities, creating sales strategies and proposals, conducting product demonstrations, and preparing vital customer correspondence. Additionally, managing your territory effectively to maximize customer interactions and enhance retention is crucial.

To be considered for the Aftermarket Sales Representative position at Crown Equipment Corporation, candidates should have at least a high school diploma or equivalency. A bachelor’s degree in business management, marketing, or several years of successful sales experience is preferred. Strong communication, organizational skills, and a valid driver's license are essential, while being able to safely operate lift trucks is a plus.

The sales process for an Aftermarket Sales Representative at Crown Equipment Corporation involves a series of steps including researching leads, initiating cold calls, and following up on inquiries. You'll also create tailored sales presentations and proposals for potential clients. Engaging in product demonstrations and preparing comprehensive performance reports are key parts of demonstrating value and securing sales.

Crown Equipment Corporation offers a robust benefits package that includes opportunities for ongoing professional development, such as training programs and tuition reimbursement. The company values growth and encourages Aftermarket Sales Representatives to improve their skills continuously through hands-on experiences and mentorship from seasoned professionals.

The work environment for an Aftermarket Sales Representative at Crown Equipment Corporation is dynamic and customer-focused. Representatives work mainly in the field, meeting clients in New Albany, Columbus, and surrounding areas, allowing for a mix of independent work and collaboration with the sales team. Crown promotes a supportive atmosphere where innovation and teamwork are highly valued.

When answering this question, detail your previous roles in B2B sales, specifically emphasizing any relevant sales achievements or relationships you've built in similar industries. Highlight your strategies for pursuing new business and retaining existing accounts, as well as your approach to understanding client needs.

In responding to this question, provide specific examples from your experience where you successfully addressed customer objections. Emphasize your active listening skills and how you’ve used feedback to tailor your sales pitch to align with customer interests.

Outline your step-by-step process for preparing and delivering a sales presentation, including researching your audience, personalizing content to their specific needs, and utilizing engaging demonstrations. Explain how you gauge audience engagement and adjust your approach accordingly.

Discuss your methods for territory management, such as utilizing CRM tools, segmenting clients, and scheduling appointments effectively. Highlight how prioritizing tasks allows you to maximize your time with customers, focusing on both new leads and fostering existing relationships.

Talk about the importance of research and preparation in your cold calling strategy. Explain how you would tailor your pitch to resonate with prospects, and consider sharing any scripts or techniques that have proven successful in your experience.

Explain the tools or systems you use to log sales calls and track customer interactions. Emphasize the importance of maintaining detailed records for follow-ups and adjusting strategies based on performance metrics.

Share your personal motivations, such as achieving sales goals, building relationships, or the thrill of closing a deal. Discuss how these motivations align with the goals and values of Crown Equipment Corporation.

Provide an instance where you developed and executed a sales strategy that yielded significant results. Highlight how you analyzed customer data, adjusted your tactics, and what the outcomes were.

Discuss your methods for staying informed about industry trends, such as attending trade shows, following relevant publications, or participating in professional associations. Explain how this knowledge helps you in your role as an Aftermarket Sales Representative.

Describe how you solicit and respond to customer feedback, ensuring you use this input to improve your sales strategy. Highlight any specific examples where implementing feedback has led to enhanced customer satisfaction or increased sales.