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John Casey

More opportunities are being created in various sectors of the industry as the economy continues to improve

SALES TRADITIONALLY  offers the fastest path to the top for ambitious people interested in rising up the management hierarchy.

As Hong Kong's economy strengthens, sales prospects are naturally improving, creating a demand for salespeople in a variety of industries.

'While opportunities are increasing across the board, prospects appear particularly good in the professional services, finance, consumer goods - including fast-moving consumer goods [FCMG] - and electronics, media and information technology sectors, as well as manufacturing,' said Anthony Thompson, associate director at Michael Page, a leader in executive recruitment.

'An important new trend is the demand for salespeople by professional services firms, such as law firms and management consultancies, following the practice of larger firms in the US and Europe,' Mr Thompson said.

Another noteworthy development was the increased need for sales professionals by media organisations in advertising and circulation roles, as the sector resurfaces from the aftermath of the dotcom crash.

As the information technology (IT) industry recovers from the  telecoms meltdown and the general slump in technology, there is also an increased demand for sales professionals in this sector.

The demand for sales personnel in FMCG and the manufacturing sector, while remaining relatively steady, is also picking up.

Hong Kong, as a regional business centre and an important entrepot for the  mainland market, enjoys the strong presence of management consultancies, law firms and other professional services organisations, so opportunities should continue to grow in the future.

'Professional services organisations are looking for salespeople with backgrounds in the same sector, thus having the requisite knowledge and offering credibility and experience in working with senior managers within multinational corporations,' Mr Thompson said.

Selling in the IT sector often can be thought of as a consultative approach to solutions.

'The successful salesperson needs to sell a complex solution, and must get to know the prospect's business and perform a consultancy role, advising about integrating technology systems to meet a client's requirements,' Mr Thompson said.

With the economy and consumer confidence picking up again, consumers are spending more money than before. Companies targeting consumers are looking for salespeople, ranging from those with two to three years' experience up to senior director level. FMCG companies, in particular, are looking for mid-level managers, such as key account managers and product managers.

As the manufacturing sector revives, there is a parallel increased demand for salespeople. Manufacturing sales often requires a technical knowledge of the product, so a technical background is an important qualification.

A major development is a redefining of the sales function and responsibilities within an organisation.

'The salesperson is expected to originate business, and not merely perform as an account manager, baby-sitting an existing relationship,' Mr Thompson said.

Helene Krieff, general manager, Hong Kong and China for Adecco Personnel, a leader in supplying staffing needs and executive placement, said: 'There is a greater tendency to describe the position as 'business development' rather than 'sales'.'

So, you think you want to be a salesman but  are undecided about which field you want to enter? How should you prepare yourself for a career in sales? While previous experience and an understanding of the industry  are useful, what is essential is a passion for the industry.

For anyone going into  FMCG sales,  a business or marketing major would be good preparation, while in IT or manufacturing sales, an engineering or  other technical major might be best.

But the advice of political philosopher Thomas Hobbes to a leader, 'Read thyself', also applies to would-be salespeople.

'You must first ask yourself if you want to sell,' Mr Thompson said.

The would-be salesman or saleswoman needs to have the proper mindset - he or she should like to communicate and to negotiate and have tenacity, as rejection is an integral part of the sales process.

'One place to start is as a customer service executive to learn selling techniques and to understand what is involved in servicing customers and relationship building,'  Ms Krieff said.

Salespeople wanting to move up the career ladder should expand their particular areas of competence.

'The salesperson can either add more product lines to his or her portfolio or add more countries to his area. It would also be good to manage budgets and take on profit and loss responsibility,' Ms Krieff said.

Senior salespeople interested in switching positions would do best to stick to their industry.

'Industry experience is important, as Hong Kong employers are reluctant to accept employees who are switching industries,' Mr Thompson said. 'Qualifications and a track record are very important.

'The prospective employer expects the senior salesperson to be able to call on a network of contacts and have broader management aspirations.'

When it comes to the interview for the  position, preparation is important.

'The prospect should research the company and demonstrate an understanding of the business,' Mr Thompson said.

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Professional services

Finance

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It pays to have the proper mindset