Does anyone have experience as an account manager for a large company focusing on government sales?
Answers:
Taylor, it depends on where you live in regards to government sales. Do you currently live in the Washington DC Metro area? I would also ask youself how many contacts do I have in the Federal market space/what does my Rolodex look like? I would also be prepared to give historic sales success/sales wins in the Federal market space. Jave you ever sold off of a GSA schedule? Do you have a clearance to sell into the DOD/military market space? These are the questions I would ask I was hiring a Federal sales rep..
the biggest thing they are looking for is your time management and researching skills. They want to know how you are going to call on these clients. Governments are a hard sell because there is a lengthy process in most cases where they are required to get several quotes on anything they purchase whether it is service, goods, or products. The biggest thing you want them to know is that you will research your prospective clients before you call on them and that you are not going to just go "cold calling" on them because that does not work with government or municipalities. When they ask how you will manage your territory, let them know you will make a plan of attack that will be time efficient and also detailed enough to make a few cold calls in the process. When they ask what strategies you will implement, you will tell them that you will conduct your research through their lead systems if provided or if they do not provide leads you will use the government sites to obtain your leads. Most of the government and municipalities have sites on which they list the things they will bidding out...For more info on how to deal with government offices go to Firstgov.gov and start your research there. Good luck to you...
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