Only very special sales people hold this outstanding position in a high-powered business world. Therefore, the basic requirements for such a job applicant must be accordingly. The following pre-conditions will save you time-consuming research as I take you right to the necessary essentials for a quick understanding of them with the opportunity of a subsequent self- appraisal. . Pre-condition must be your excellent product knowledge of what you have to offer,  plus sales training and physical fitness as you will be have to be physically active all day.  Of paramount importance are your self-confidence and sales skill to succeed in this very competitive field. Eagerness to serve your client and identify or secure  an advantage for the company are one of the pre-requisites; your organization needs to be represented as if it was your own! An architectural representative may, for example, play golf with architects, with fun  being had by all, yet, when the time comes and material or products are being specified for building projects, ‘somehow’ the right products will be selected. To have a service mentality is a great asset and the old adage that service is that little bit of extra the client did not expect comes to the fore. This, coupled with politeness and the aforementioned eagerness to please, will make you almost indispensible for your client. . You must be able to think ‘abstract’ as this job necessitates a clear perception of an  opportunity, and have the energy to act on it. No product is changing hands, no contract is being signed, yet a business is clearly established and will eventually percolate to the order department!Such a representative is alert to the stages a building project is momentarily in and reserve the approximate  quantities at the right time to have it available when the project reaches the ordering-stage. This is particularly important when your company is handling imported goods and material. Good manners are imperative as is a winning friendliness as part of his social skills.  Plus  a kind of endearing honesty that shows in your follow-up of important sales conversations. Promptly forward samples that were discussed to the decision makers, together with all relevant information. It is not important to know everything but to know where to obtain them is a ‘must’. . Maintaining good client relations by reporting back to an architect about the stage of his project, substantiated with photos and other documentations, this client will soon become accustomed to you, and even dependant, with the result that future projects will have the right products included. A good architectural representative will be contactable day and night – easily achieved with a cell phone. He will dress business-like but not ostentatiously, rather blending-in with his clients. He will converse in the same terminology as the clients, plus be able to explain production-technical features and have an intimate knowledge of the relevant industrial standards of the country. He must, more than any other sales person, see his clients’ point of view and represent them. The outwards manifestation of this is a stream of ideas and good advice from his vast reservoir of product knowledge and experience. All these aforementioned attributes can be acquired with discipline and training, securing you a successful career in a prosperous and prestigious industry! PETER FREDERICKwww. peterfrederick. orgpeter-frederick@hotmail. com