SPENCER HO IS a senior account manager in the sales department of office furniture firm Lamex Trading. What does your role involve? I work closely with corporate clients in the Causeway Bay and North Point area, figure out their needs, offer tailor-made solutions, monitor the whole process and deliver products and services that help create a better and more productive workplace environment. Different clients need different solutions. An accountant might need partitions for privacy, but a merchandising firm might need a long counter. I also follow up orders with the factory and client. Sometimes, I need to co-ordinate my work with a designer or architect. I also help the junior sales staff. How do you find sales leads? Sometimes by cold calling but also from referral by estate agents, architects or designers. Also, newspapers have a lot of information, for example, whether a company is planning to renovate in the future. Is there a 'Lamex' sales style? Our sales culture is consultative. We are selling a total office solution, so when we first see a client, we don't put all products in front of them. We listen to what they want, what they need. We ask a lot of questions before we recommend a product. Do you have any formal qualifications? I graduated from Monash University, in Australia, in 1996 with a bachelor's degree in business (marketing). Why are you in sales? I'm a talkative guy and I need to communicate with different people. Sales is a challenging job. The harder you work, the more you get - more satisfaction and more money. Do you see your future career in sales? Yes. I'm the kind of person who likes challenges and tries my best to tackle problems. What motivates you? Winning business for my company makes me feel happy and gets me recognition from Lamex. What do you think is the key to sales success? Be quick to respond to clients, be reliable and hard working - that is the most important thing. I personally believe a successful salesman does not only sell products, but also solves clients' problems. What is your current favourite product? An office chair of the 'Open Up' model. It is ergonomically healthy, with many adjustable features, and it looks trendy. It is an original design from Germany but manufactured under licence in China. It is an imported design but [at] a local price. The local manufacture shortens delivery time, too. You can move the back rest to any position you want. A magic handle adjusts the tension - the amount of pressure you need to recline the back rest. You can also adjust the arm rests, which are good for providing support for computer users. What does winning this award mean to you? It has increased my confidence in dealing with clients, and it is good to have recognition from other sales professionals. The training also taught me a lot about improving my presentation skills, for example remembering to use simple words instead of technical terms.