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Sales Representative(SR)

Definition: The SR is a person, or a company that has person(s) who have undergone TWB sales training and is/are able to position TWB solutions in the market. Essentially, the SR can be called the TWB’s face to the probable client in that local area.

Expectation: The SR should be able to work with the TWB marketing team, to segment the market depending on TWB’s solutions, participate in marketing activities including lead generation, lead qualification and closing the deal.

Responsibilities: The SR is a representative of TWB and therefore will position the services as originating from TWB. In effect the SR will act as a TWB sales and marketing representative and thereafter as an Account Manager.

Reward: 8% -10% of the invoice value per invoice for the sales generated, till such time that the SR executes its responsibility of managing the customer’s expectation as a TWB Account Manager.

(For Illustrative purposes only)
Profile:
SR has sales experience with IT, Pharmacy and training companies in Mumbai.

Situation:
TWB identified a Technical Writing market in Mumbai. However, due to logistical reasons a fully functional sales office in Mumbai was not feasible. So, TWB was looking for an SR who could gain necessary expertise in the TWB sales process and act as a sales front end in Mumbai. This SR needs to have complete knowledge of the TWB offerings, segment the market depending on TWB solutions and approach to potential customers. Furthermore, the SR should be able to initiate the sales process, roll in requirements, maintain contact with TWB office (Bangalore), manage the account and close the deal.

Solution:
TWB hired a sales representative in Mumbai. During the first month of operations, the SR acquired and successfully managed two training accounts and one contracting account for TWB worth Rs 1.5 Lakhs.

Benefits: SR gets 10% (Rs 15000) of the total business. TWB enters a new geography and offers the best technical writing services in that geography.

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The Writers Block(TWB) is Asia’s leading technical communication and publishing services provider and caters to the needs of technology and process driven industries. TWB provides world-class technical communication outsourcing, corporate training and publishing services to companies globally. TWB's expertise spans industries that include IT technology Products & Outsourcing, ITES, Financial, Aerospace, Defense, Ship Building, Discrete & Process Manufacturing Industries. TWB offers a complete suite of services that allows its customers to effectively publish the technical knowledge and caters to over 60 large clients globally, including Cisco, NEC, Infosys, Accenture, Samsung, MindTree, Siemens, AOL, Titan, Intel, Wipro, CGN, BearingPoint, Tata Power, HAL, Uniliver, DRDO and several others. TWB offers training under the TWB Technical Writing Certification Programs and has a portfolio of over two dozen certifications available as training offerings. Over 200 companies including SAP Labs, Lucent Technologies, IBM, Wipro, TCS, Sun Microsystems hire TWB certified professionals through the TWB OnCampus program. TWB's expertise can be leveraged across functions which include Engineering, Software Development & Support knowledge through user manuals, quick reference guides and instruction guides, product overviews, Illustration/3D drawings; Marketing & Sales knowledge through whitepapers, case studies, newsletters, flyers, brochures, websites, blogs & forums and web based flash demos; Training, Implementation and Support knowledge through e-learning, demo’s, troubleshooting guides, course materials, installation guides, IETM generated documents and Process Documentation knowledge through ISO & CMMi documentation, policy manuals, process work flow documents.