Sales Winter Job Programme at Cummins 2018

Our Winter Internship programme offers you the chance to discover the world of the corporation of complementary business units that design, manufacture, distribute and service diesel and natural gas engines and related technologies.
Cummins South Africa is headquartered in Johannesburg, with branches in Longmeadow, Bloemfontein, Cape Town, Durban and Port Elizabeth – with more than 1,400 employees and almost 70 years’ experience, it serves customers within the mining and power generation sectors as its primary leading market segments.

Responsibilities

• A rotational assignment that may include direct sales and sales support of Cummins products and/or services.
• Perform an Inside Sales role.
• Support and/or perform a Field Sales Representative role.
• Support and/or perform a Key Account Representative role.

Minimum Requirements

• Education
• University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience.

Skills

Communication Skills – Verbal communication and presentation skills utilizing telephone and web technologies. Possesses listening and written communication skills. May not have sufficient opportunities to demonstrate all skills. Moderate support is required to apply the skills effectively in typical work situations.

Focus on Customer Needs – Familiar with key Cummins customers. Knowledge would include business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation. Anticipates and takes action to meet customer needs. Continually searches for ways to increase customer satisfaction. Knowledgeable of vital customer information required to make informed business decisions. Able to leverage customer contact to both attain customer-specific information and educate the customer to provide a match between Customer needs and Cummins offerings to maximize sales opportunities. Consistently demonstrates the ability to establish rapport, meet commitments, and develop effective working relationships with customers.

Sales Negotiation – Basic understanding of negotiating tactics and can recognize the balance of power within a negotiation.

Manage Customer Disagreements – Manages customer conflicts and disagreements through collaborative resolution.

Account Planning – Basic understanding of the purpose of an account plan. Some knowledge of how to establish goals and define action items to achieve the goals. Has seen account plans that were developed by others.

Product Knowledge – Knowledge of products/services and product/service lines. With guidance able to represent the features and benefits to sell the products and services. Able to collect customer needs and suggest product applications to solve problems and create benefits for the customer.

Service Knowledge – Knowledge of the organizational structure of the Regional Distribution Organizations (RDOs). Familiarity with the services offered by the distribution channel. This includes whole good sales, part sales and distribution, maintenance and repair services, dealer support, and other areas of revenue generation. Aware of the functional objectives and organizational structure of the DBU. Aware of the Distributor Scorecard elements for North American and International Distributors, as well as the dealer network and how it operates.

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