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Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products

Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products

Overview
Job Zone Four: Considerable Preparation Needed
Experience

A considerable amount of work-related skill, knowledge, or experience is needed for these occupations. For example, an accountant must complete four years of college and work for several years in accounting to be considered qualified.

Education

Most of these occupations require a four-year bachelor's degree, but some do not.

Job Training

Employees in these occupations usually need several years of work-related experience, on-the-job training, and/or vocational training.

Examples

Many of these occupations involve coordinating, supervising, managing, or training others. Examples include real estate brokers, sales managers, database administrators, graphic designers, chemists, art directors, and cost estimators.

Sell goods for wholesalers or manufacturers where technical or scientific knowledge is required in such areas as biology, engineering, chemistry, and electronics, normally obtained from at least 2 years of postsecondary education.

Salary Salary

Salary at 10th Percentile: $42K
Salary at 25th Percentile: $59K
Median Salary: $86K
Salary at 75th Percentile: $127K
Salary at 90th Percentile: $171K

Demand
Career Demand by State Career Demand by State Legend
Core Tasks

Negotiate prices or terms of sales or service agreements.

Prepare and submit sales contracts for orders.

Sell service contracts for technical or scientific products.

Visit establishments to evaluate needs or to promote product or service sales.

Maintain customer records, using automated systems.

Answer customers' questions about products, prices, availability, or credit terms.

Contact new or existing customers to discuss how specific products or services can meet their needs.

Quote prices, credit terms, or other bid specifications.

Emphasize product features, based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.

Compute customer's installation or production costs and estimate savings from new services, products, or equipment.

Demonstrate the operation or use of technical or scientific products.

Prepare sales presentations or proposals to explain product specifications or applications.

Provide feedback to product design teams so that products can be tailored to clients' needs.

Select or assist customers in selecting products based on customer needs, product specifications, and applicable regulations.

Complete expense reports, sales reports, or other paperwork.

Verify that delivery schedules meet project deadlines.

Arrange for installation and testing of products or machinery.

Identify prospective customers, using business directories, leads from existing clients, participation in organizations, or trade show or conference attendance.

Inform customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products.

Collaborate with colleagues to exchange information, such as selling strategies or marketing information.

Initiate sales campaigns to meet sales and production expectations.

Provide customers with ongoing technical support.

Advise customers on product usage to improve production.

Obtain building blueprints or specifications for use by engineering departments in bid preparations.

Verify accuracy of materials lists.

Appraise equipment to determine contract terms or trade-in values.

Verify customer credit ratings.

Consult with engineers regarding technical problems with products.

Sell technical and scientific products that are environmentally sound or designed for environmental remediation.

Stock or distribute resources, such as samples or promotional or educational materials.

Study documentation or other information for new scientific or technical products.

Attend sales or trade meetings or read related publications to obtain information about market conditions, business trends, environmental regulations, or industry developments.

Visit establishments, such as pharmacies, to determine product sales.

Present information to customers about the energy efficiency or environmental impact of scientific or technical products.

Inform customers about issues related to responsible use and disposal of products, such as waste reduction or product or byproduct recycling or disposal.

Research and convey information to customers about tax benefits or government rebates associated with energy-efficient scientific or technical products, such as solar panels.

Technology Skills
Technology
Example
Hot Technology
Access software
Citrix
Accounting software
Intuit QuickBooks
Analytical or scientific software
SAS
Business intelligence and data analysis software
MicroStrategy
Calendar and scheduling software
Scheduling software
Customer relationship management CRM software
Salesforce software
Data base management system software
Apache Hadoop
Data base user interface and query software
Data entry software
Data mining software
Google Analytics
Desktop publishing software
Microsoft Publisher
Electronic mail software
Microsoft Exchange
Enterprise application integration software
IBM InfoSphere DataStage
Enterprise resource planning ERP software
NetSuite ERP
Information retrieval or search software
LexisNexis
Internet browser software
Web browser software
Internet protocol IP multimedia subsystem software
Voice over internet protocol VoiP system software
Network conferencing software
LogMeIn GoToWebinar
Network security and virtual private network VPN equipment software
Virtual private networking VPN software
Object or component oriented development software
R
Office suite software
Microsoft Office
Operating system software
Linux
Presentation software
Microsoft PowerPoint
Project management software
Microsoft Project
Sales and marketing software
HubSpot software
Spreadsheet software
Microsoft Excel
Transaction security and virus protection software
Symantec
Video conferencing software
LogMeIn GoToMeeting
Video creation and editing software
YouTube
Web page creation and editing software
LinkedIn
Word processing software
Microsoft Word
Tools Used
Tool
Example
Computer Equipment and Accessories
Personal computers
Top 10 Knowledge Required
Customer and Personal Service
89%
Importance

Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

Sales and Marketing
87%
Importance

Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.

English Language
74%
Importance

Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.

Administration and Management
64%
Importance

Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.

Mathematics
64%
Importance

Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.

Production and Processing
62%
Importance

Knowledge of raw materials, production processes, quality control, costs, and other techniques for maximizing the effective manufacture and distribution of goods.

Computers and Electronics
61%
Importance

Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.

Clerical
57%
Importance

Knowledge of administrative and clerical procedures and systems such as word processing, managing files and records, stenography and transcription, designing forms, and other office procedures and terminology.

Engineering and Technology
53%
Importance

Knowledge of the practical application of engineering science and technology. This includes applying principles, techniques, procedures, and equipment to the design and production of various goods and services.

Education and Training
52%
Importance

Knowledge of principles and methods for curriculum and training design, teaching and instruction for individuals and groups, and the measurement of training effects.

Top 10 Skills
Persuasion
85%
Importance

Persuading others to change their minds or behavior.

Speaking
85%
Importance

Talking to others to convey information effectively.

Active Listening
83%
Importance

Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.

Negotiation
80%
Importance

Bringing others together and trying to reconcile differences.

Social Perceptiveness
78%
Importance

Being aware of others' reactions and understanding why they react as they do.

Reading Comprehension
75%
Importance

Understanding written sentences and paragraphs in work related documents.

Service Orientation
75%
Importance

Actively looking for ways to help people.

Coordination
73%
Importance

Adjusting actions in relation to others' actions.

Active Learning
70%
Importance

Understanding the implications of new information for both current and future problem-solving and decision-making.

Complex Problem Solving
68%
Importance

Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.

Top 10 Abilities
Oral Expression
90%
Importance

The ability to communicate information and ideas in speaking so others will understand.

Oral Comprehension
80%
Importance

The ability to listen to and understand information and ideas presented through spoken words and sentences.

Speech Clarity
80%
Importance

The ability to speak clearly so others can understand you.

Speech Recognition
80%
Importance

The ability to identify and understand the speech of another person.

Written Comprehension
78%
Importance

The ability to read and understand information and ideas presented in writing.

Written Expression
75%
Importance

The ability to communicate information and ideas in writing so others will understand.

Deductive Reasoning
70%
Importance

The ability to apply general rules to specific problems to produce answers that make sense.

Near Vision
65%
Importance

The ability to see details at close range (within a few feet of the observer).

Fluency of Ideas
63%
Importance

The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).

Problem Sensitivity
63%
Importance

The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.

Top 10 Work Activities
Establishing and Maintaining Interpersonal Relationships
89%
Importance

Developing constructive and cooperative working relationships with others, and maintaining them over time.

Getting Information
74%
Importance

Observing, receiving, and otherwise obtaining information from all relevant sources.

Communicating with Supervisors, Peers, or Subordinates
71%
Importance

Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.

Organizing, Planning, and Prioritizing Work
71%
Importance

Developing specific goals and plans to prioritize, organize, and accomplish your work.

Communicating with Persons Outside Organization
69%
Importance

Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.

Selling or Influencing Others
68%
Importance

Convincing others to buy merchandise/goods or to otherwise change their minds or actions.

Resolving Conflicts and Negotiating with Others
66%
Importance

Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.

Interacting With Computers
61%
Importance

Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.

Making Decisions and Solving Problems
61%
Importance

Analyzing information and evaluating results to choose the best solution and solve problems.

Developing Objectives and Strategies
59%
Importance

Establishing long-range objectives and specifying the strategies and actions to achieve them.

Detailed Work Activities

Negotiate prices or other sales terms.

Prepare sales or other contracts.

Process sales or other transactions.

Gather customer or product information to determine customer needs.

Contact current or potential customers to promote products or services.

Maintain records of customer accounts.

Answer customer questions about goods or services.

Estimate costs or terms of sales.

Explain technical product or service information to customers.

Recommend products or services to customers.

Develop content for sales presentations or other materials.

Prepare financial documents, reports, or budgets.

Maintain records of sales or other business transactions.

Arrange delivery of goods or services.

Identify potential customers.

Share sales-related or market information with colleagues.

Advise customers on the use of products or services.

Study product information to acquire professional knowledge.

Stock products or parts.

Distribute promotional literature or samples to customers.

Monitor market conditions or trends.

Attend events to develop professional knowledge.

Sell products or services.

Demonstrate products to consumers.

Discuss design or technical features of products or services with technical personnel.

Coordinate sales campaigns.

Verify accuracy of records.

Verify customer credit information.

Appraise property values.

Monitor sales activities.

Deliver promotional presentations to current or prospective customers.

Explain financial information to customers.

Work Context
Electronic Mail

How often do you use electronic mail in this job?

Telephone

How often do you have telephone conversations in this job?

Frequency of Decision Making

How frequently is the worker required to make decisions that affect other people, the financial resources, and/or the image and reputation of the organization?

Face-to-Face Discussions

How often do you have to have face-to-face discussions with individuals or teams in this job?

Structured versus Unstructured Work

To what extent is this job structured for the worker, rather than allowing the worker to determine tasks, priorities, and goals?

Deal With External Customers

How important is it to work with external customers or the public in this job?

Freedom to Make Decisions

How much decision making freedom, without supervision, does the job offer?

Contact With Others

How much does this job require the worker to be in contact with others (face-to-face, by telephone, or otherwise) in order to perform it?

Indoors, Environmentally Controlled

How often does this job require working indoors in environmentally controlled conditions?

Importance of Being Exact or Accurate

How important is being very exact or highly accurate in performing this job?

Education
Majors
Major
General Sales, Merchandising and Related Marketing Operations
Interests
Enterprising
100%
Importance

Enterprising occupations frequently involve starting up and carrying out projects. These occupations can involve leading people and making many decisions. Sometimes they require risk taking and often deal with business.

Conventional
77%
Importance

Conventional occupations frequently involve following set procedures and routines. These occupations can include working with data and details more than with ideas. Usually there is a clear line of authority to follow.

Investigative
48%
Importance

Investigative occupations frequently involve working with ideas, and require an extensive amount of thinking. These occupations can involve searching for facts and figuring out problems mentally.

Realistic
48%
Importance

Realistic occupations frequently involve work activities that include practical, hands-on problems and solutions. They often deal with plants, animals, and real-world materials like wood, tools, and machinery. Many of the occupations require working outside, and do not involve a lot of paperwork or working closely with others.

Social
39%
Importance

Social occupations frequently involve working with, communicating with, and teaching people. These occupations often involve helping or providing service to others.

Artistic
24%
Importance

Artistic occupations frequently involve working with forms, designs and patterns. They often require self-expression and the work can be done without following a clear set of rules.

Top 10 Work Styles
Integrity
93%
Importance

Job requires being honest and ethical.

Initiative
88%
Importance

Job requires a willingness to take on responsibilities and challenges.

Cooperation
86%
Importance

Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.

Dependability
86%
Importance

Job requires being reliable, responsible, and dependable, and fulfilling obligations.

Persistence
86%
Importance

Job requires persistence in the face of obstacles.

Stress Tolerance
85%
Importance

Job requires accepting criticism and dealing calmly and effectively with high stress situations.

Achievement/Effort
84%
Importance

Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.

Self Control
82%
Importance

Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.

Adaptability/Flexibility
80%
Importance

Job requires being open to change (positive or negative) and to considerable variety in the workplace.

Independence
80%
Importance

Job requires developing one's own ways of doing things, guiding oneself with little or no supervision, and depending on oneself to get things done.

Work Values
Independence
72%
Importance

Occupations that satisfy this work value allow employees to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy.

Achievement
67%
Importance

Occupations that satisfy this work value are results oriented and allow employees to use their strongest abilities, giving them a feeling of accomplishment. Corresponding needs are Ability Utilization and Achievement.

Working Conditions
67%
Importance

Occupations that satisfy this work value offer job security and good working conditions. Corresponding needs are Activity, Compensation, Independence, Security, Variety and Working Conditions.

Relationships
62%
Importance

Occupations that satisfy this work value allow employees to provide service to others and work with co-workers in a friendly non-competitive environment. Corresponding needs are Co-workers, Moral Values and Social Service.

Recognition
58%
Importance

Occupations that satisfy this work value offer advancement, potential for leadership, and are often considered prestigious. Corresponding needs are Advancement, Authority, Recognition and Social Status.

Support
53%
Importance

Occupations that satisfy this work value offer supportive management that stands behind employees. Corresponding needs are Company Policies, Supervision: Human Relations and Supervision: Technical.