Job Description for a Cutlery Salesman
The term cutlery refers to knives, forks, spoons and other eating utensils, although the word may also refer to knives used for other household tasks. A cutlery salesman helps consumers choose the best utensils for their needs, from newlyweds outfitting their dream kitchen to a school cafeteria supervisor who needs to replace worn out flatware.
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Types of Cutlery
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A cutlery salesman may sell only kitchen knives and other instruments used for food preparation, or Swiss Army knives, scissors and other cutting implements. He may also sell flatware and eating utensils for home or business use, including a wide range of forks, spoons and knives (commonly called silverware or flatware). Cutlery varies in quality, from inexpensive stainless-steel flatware to mid-range silver-plated utensils and fine sterling silver sets sold by upscale department stores and silversmiths. Flatware and silverware also vary by the patterns (or lack thereof) on the handles and shape and size of the forks, spoons and knives. A good salesperson should differentiate between these patterns. Most flatware is available in sets that serve a particular number of people, usually four, eight or 12.
Daily Activities
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A cutlery salesperson should offer customers information about the price or quality of items and make sure stock is up to date and displayed properly in the showroom or store. After closing a sale, the representative prepares all related paperwork, receives payment and arranges shipping of the items. He also follows up on recurring payments and refers delinquent accounts to a collection agency or internal bookkeeper. In addition, he writes sales letters, updates client lists and writes sales reports as needed. If he works in a retail establishment he may be responsible for opening and closing the store.
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Gathering Leads
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Cutlery salespeople are also expected to solicit leads through cold calling and print and Internet ads, as well as following up with existing or former customers. A cutlery salesperson who works for a manufacturer may have pre-qualified leads from retailers, restaurants, schools and hospitals that buy cutlery in large quantities. A good sales rep will whittle down the realistic prospects from unlikely ones after the initial correspondence.
Sales Presentation
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A salesperson reads business journals and attends trade shows to stay current on new products and trends. He travels to service the accounts in his territory, informing clients and prospective customers of in-stock items and available discounts. He may also take flatware or knife samples to the customer's home or place of business. Representatives with access to a showroom or retail space can enhance their presentation by demonstrating and comparing different knives for the customer's benefit.
Other Responsibilties
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Depending on the size of the sales staff and his seniority, a cutlery salesman may train new employees. Sales reps who bring in a considerable amount of money may supervise a sales assistant who makes follow-up calls, types correspondence letters and performs other miscellaneous duties. A salesman may also sell accessories, such as cutlery cases, sharpening services and knife blocks to clients.
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References
Resources
- Photo Credit cutlery image by Andrzej Solnica from Fotolia.com
