Selling Positions, Types

Selling Positions refer to the varied roles a salesperson may undertake based on the approach and context of the sale. These positions are defined by the balance between the seller’s need to persuade and the customer’s need for a solution.

Types of Selling Positions:

1. Order Taker

This position is characterized by passivity and routine. The salesperson primarily processes transactions initiated by the customer, with minimal effort to persuade or create new demand. The role focuses on efficiency, accuracy, and service in handling pre-existing demand, such as at a retail counter or for repeat business. It requires strong product knowledge for queries but little creative selling. Success is measured by order accuracy and speed, not sales growth. This role is foundational but offers limited opportunity for proactive influence, often serving as an entry point into sales careers.

2. Order Getter/Creator

This is a proactive and persuasive position central to business growth. The salesperson actively identifies prospects, stimulates demand, and creates new business through convincing communication and negotiation. It requires high resilience, initiative, and advanced selling skills to overcome resistance. Compensation is often heavily commission-based, directly linking reward to performance. The role is dynamic and competitive, focusing on closing new accounts and expanding market share. It is the driving force in industries like insurance, real estate, and B2B capital goods.

3. Missionary Seller (or Detailer)

This role is defined by indirect selling and relationship-building. The missionary salesperson does not directly close sales but builds goodwill, educates influencers, and promotes products to stimulate demand for the primary seller. Common in industries like pharmaceuticals (medical representatives) or FMCG (distributor support), they provide information, samples, and support to retailers or professionals. Success is measured by increased brand preference and shelf space, not immediate orders. It requires exceptional communication, persistence, and the ability to work without the instant gratification of a direct sale.

4. Consultative Seller (Problem Solver)

This is the most strategic and customer-centric position. The salesperson acts as a trusted advisor, deeply analyzing the client’s business to identify hidden problems and needs. The focus shifts from selling a product to providing tailored solutions. It requires high expertise, analytical skills, and a long-term relationship orientation. The sales cycle is longer and involves custom proposals. Success is measured by customer value creation, retention, and account growth. This position is prevalent in complex B2B sectors like IT solutions, industrial equipment, and professional services.

5. Trade Seller (or Account Manager)

A Trade Seller focuses on managing and growing relationships with existing key accounts, such as distributors, wholesalers, or large retailers. The role is a blend of servicing, supporting, and strategic selling. Key responsibilities include ensuring optimal stock levels, planning promotional activities, and training the retailer’s staff. The goal is to maximize sales through the channel partner. Common in FMCG and consumer durable industries, this position requires strong negotiation, logistics understanding, and the ability to work as a partner to the account to achieve mutual growth objectives.

6. Technical Seller (or Sales Engineer)

A Technical Seller bridges the gap between complex product capabilities and customer applications. This role is essential in selling high-tech, industrial, or engineering products (e.g., industrial machinery, enterprise software, cloud solutions). The sales engineer provides technical expertise, product demonstrations, and specifications to prove feasibility and value. They work in tandem with a core salesperson (the Order Getter) to handle the technical dialogue, build credibility, and design custom solutions. Success requires deep product/technical knowledge and the ability to translate it into business benefits for the client.

7. Inside Seller

An Inside Seller conducts all sales activities remotely via phone, email, or video conferencing, without face-to-face meetings. This role is characterized by high volume, efficiency, and a defined sales process. It includes positions like telemarketers (generating leads), inside sales representatives (closing deals remotely), and customer service reps who cross-sell. It requires excellent communication skills, resilience to rejection, and the ability to build rapport virtually. With the rise of digital tools, this position is growing rapidly across industries, especially in SaaS, B2B services, and e-commerce support.

8. Key Account Manager (Strategic)

A Key Account Manager (KAM) handles a company’s most important and strategic clients. This is an advanced, senior-level consultative role focused on long-term partnership and deep integration. The KAM acts as the client’s representative within the selling company, orchestrating resources to serve the account’s unique needs, often with customized solutions and contracts. The focus is on retention, growth of share-of-wallet, and strategic alliance. It involves high-level negotiation, business acumen, and cross-functional leadership, moving far beyond traditional sales into strategic business management.