Made for Sales - 10 Questions for Field Sales Representatives

About the job

Mr Dodaj, how was your first appointment this morning?

My morning went very positively. The first appointment was to introduce SIBIR to a significant property owner. It was a pleasant meeting where I managed to spark the owner’s interest in SIBIR and enthuse him about our offer.

What role do you have as Regional Sales Manager at SIBIR?

In my role as Regional Sales Manager, I am responsible for the comprehensive care and support of business and private customers in the Zurich and Central Switzerland regions. My area of responsibility extends not only to maintaining existing customer relationships but also to the crucial task of acquiring new customers within my jurisdiction. This dual role requires a holistic approach to ensure that both existing and potential customers receive the best possible care and advice.

Which departments do you work particularly closely with?

In my daily work, I maintain especially close cooperation with the service dispatch and internal sales departments. Regular communication with these departments is essential to ensure smooth processing. Both dispatch and internal sales are staffed by experienced and professional colleagues who work together to provide optimal care for our customers and to meet their specific requirements as best as possible. This close cooperation enables efficient coordination of processes and ensures that we can respond flexibly to our customers’ needs.

What trends do you observe with SIBIR products?

The trends clearly emphasised in SIBIR products are Swissness, elegance, as well as simple and understated design. These elements represent a quality promise. The focus on simplicity and understatement not only emphasises the user-friendliness of the products but also reflects timeless design. These trends are intended to ensure that SIBIR products are not only functional but also aesthetically appealing and in harmony with the high standards of Swiss manufacturing tradition.

And in the area of all-brand services?

Clear trends can be seen in the current development of all-brand services. There is a growing customer desire to receive all services bundled and from a single source. The need to have only one point of contact for various needs is steadily gaining importance. It is noticeable that price is often no longer the absolute focus. Instead, customers increasingly value professional and efficient handling of their concerns, which is regarded as higher quality. This illustrates a shift from pure cost considerations towards a stronger focus on comprehensive service quality and hassle-free processing.

How do you experience your customers, both administrations and private individuals?

My experiences with my customers, whether dealing with administrations or private individuals, are consistently positive. It gives me great pleasure to say that I am able to maintain very pleasant relationships with our customers at SIBIR. The collaboration with administrations and private individuals alike is positive, and I appreciate the opportunity to contribute to their satisfaction. I look forward to continuing to support our customers with full enthusiasm and to gather further positive experiences in our cooperation.

That certainly requires individual sales measures. Do you develop these alone?

We have very experienced managers who support us at a high level. However, when developing sales measures, it is important to note that every customer has different needs. Therefore, it is essential to be flexible and to apply the appropriate sales measures at the right time. This requires sensitivity and flexibility from every single team member.

Regarding sustainability: How could more CO2 be saved?

Especially in the context of household appliances, I would like to highlight the following points: Extending the lifespan of devices: The spare parts guarantee from SIBIR is already taking a very positive path together with our customers. An impressive 70% of all devices are repaired rather than replaced. By promoting a longer lifespan and ensuring spare parts availability, we actively contribute to reducing the ecological footprint and minimising CO2 emissions. These sustainable approaches are not only in line with environmental goals but also demonstrate our shared commitment to a resource-conserving future.

Does repairing broken machines have a higher value today?

Definitely. This development is personally noticeable to me and is perceived positively. A clear trend is evident in our customers’ preference to opt for repairs rather than immediately purchasing a new device. This not only emphasises increased environmental awareness but also reflects growing appreciation for sustainable practices. The higher value placed on repairing broken machines is thus reflected not only in my personal perception but is also clearly underlined by our customers’ preferences.

What was your dream job as a child?

As a child, my dream job was to be a police officer. However, over time I developed a strong interest in a career in sales. I was ultimately able to realise this dream at SIBIR.