The work of an IT sales professional falls into three main areas of pre-sales, sales and post-sale support of hardware and software.
The first area involves supporting pre-sales activities by giving detailed information about technical specifications and the ways in which they could meet a customer's needs. This often includes demonstrating those features before a sale. In some cases it also involves responding to a PQQ (pre-qualification questionnaire) and then, if short listed, replying to a more detailed ITT (information to tender) document.
The actual sale involves negotiating a commercial agreement to the benefit of both the customer and supplier.
Technical support, which follows the sale, may include solving faults and problems, or maximising the use of software features, as well as advising on appropriate user training.