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Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products
Overview
Salary
Demand
Core Tasks
Technology Skills
Tools Used
Top 10 Knowledge Required
Top 10 Skills
Top 10 Abilities
Top 10 Work Activities
Detailed Work Activities
Work Context
Education
Majors
Interests
Top 10 Work Styles
Work Values
Related Careers
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 to businesses or groups of individuals. Work requires substantial knowledge of items sold.
Salary Salary
Salary at 10th Percentile: $31K
Salary at 25th Percentile: $43K
Median Salary: $62K
Salary at 75th Percentile: $89K
Salary at 90th Percentile: $129K
Demand
Core Tasks
Negotiate with retail merchants to improve product exposure, such as shelf positioning and advertising.
Answer customers' questions about products, prices, availability, product uses, and credit terms.
Check stock levels and reorder merchandise as necessary.
Plan, assemble, and stock product displays in retail stores, or make recommendations to retailers regarding product displays, promotional programs, and advertising.
Estimate or quote prices, credit or contract terms, warranties, and delivery dates.
Recommend products to customers, based on customers' needs and interests.
Consult with clients after sales or contract signings to resolve problems and to provide ongoing support.
Negotiate details of contracts and payments.
Prepare sales contracts and order forms.
Provide customers with product samples and catalogs.
Monitor market conditions, product innovations, and competitors' products, prices, and sales.
Perform administrative duties, such as preparing sales budgets and reports, keeping sales records, and filing expense account reports.
Prepare drawings, estimates, and bids that meet specific customer needs.
Contact regular and prospective customers to demonstrate products, explain product features, and solicit orders.
Obtain credit information about prospective customers.
Forward orders to manufacturers.
Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
Arrange and direct delivery and installation of products and equipment.
Buy products from manufacturers or brokerage firms and distribute them to wholesale and retail clients.
Technology Skills
Technology
Example
Hot Technology
Tools Used
Tool
Example
Top 10 Knowledge Required
Sales and Marketing
99%
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.
Customer and Personal Service
97%
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.
English Language
88%
Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
Mathematics
79%
Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
Transportation
74%
Knowledge of principles and methods for moving people or goods by air, rail, sea, or road, including the relative costs and benefits.
Computers and Electronics
64%
Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
Administration and Management
59%
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.
Communications and Media
56%
Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
Telecommunications
53%
Knowledge of transmission, broadcasting, switching, control, and operation of telecommunications systems.
Psychology
52%
Knowledge of human behavior and performance; individual differences in ability, personality, and interests; learning and motivation; psychological research methods; and the assessment and treatment of behavioral and affective disorders.
Top 10 Skills
Active Listening
80%
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.
Speaking
80%
Talking to others to convey information effectively.
Negotiation
75%
Bringing others together and trying to reconcile differences.
Persuasion
75%
Persuading others to change their minds or behavior.
Social Perceptiveness
75%
Being aware of others' reactions and understanding why they react as they do.
Critical Thinking
70%
Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
Reading Comprehension
68%
Understanding written sentences and paragraphs in work related documents.
Writing
65%
Communicating effectively in writing as appropriate for the needs of the audience.
Active Learning
63%
Understanding the implications of new information for both current and future problem-solving and decision-making.
Complex Problem Solving
63%
Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
Top 10 Abilities
Oral Expression
80%
The ability to communicate information and ideas in speaking so others will understand.
Oral Comprehension
78%
The ability to listen to and understand information and ideas presented through spoken words and sentences.
Speech Clarity
78%
The ability to speak clearly so others can understand you.
Speech Recognition
75%
The ability to identify and understand the speech of another person.
Written Comprehension
75%
The ability to read and understand information and ideas presented in writing.
Written Expression
73%
The ability to communicate information and ideas in writing so others will understand.
Category Flexibility
63%
The ability to generate or use different sets of rules for combining or grouping things in different ways.
Deductive Reasoning
63%
The ability to apply general rules to specific problems to produce answers that make sense.
Fluency of Ideas
63%
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).
Information Ordering
63%
The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations).
Top 10 Work Activities
Selling or Influencing Others
98%
Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
Getting Information
90%
Observing, receiving, and otherwise obtaining information from all relevant sources.
Making Decisions and Solving Problems
89%
Analyzing information and evaluating results to choose the best solution and solve problems.
Updating and Using Relevant Knowledge
88%
Keeping up-to-date technically and applying new knowledge to your job.
Establishing and Maintaining Interpersonal Relationships
86%
Developing constructive and cooperative working relationships with others, and maintaining them over time.
Communicating with Supervisors, Peers, or Subordinates
85%
Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
Identifying Objects, Actions, and Events
84%
Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events.
Interacting With Computers
82%
Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
Monitor Processes, Materials, or Surroundings
81%
Monitoring and reviewing information from materials, events, or the environment, to detect or assess problems.
Operating Vehicles, Mechanized Devices, or Equipment
80%
Running, maneuvering, navigating, or driving vehicles or mechanized equipment, such as forklifts, passenger vehicles, aircraft, or water craft.
Detailed Work Activities
Answer customer questions about goods or services.
Recommend products or services to customers.
Estimate costs or terms of sales.
Explain technical product or service information to customers.
Advise customers on the use of products or services.
Prepare sales or other contracts.
Distribute promotional literature or samples to customers.
Monitor market conditions or trends.
Study product information to acquire professional knowledge.
Prepare financial documents, reports, or budgets.
Maintain records of sales or other business transactions.
Demonstrate products to consumers.
Contact current or potential customers to promote products or services.
Identify potential customers.
Negotiate prices or other sales terms.
Purchase stocks of merchandise or supplies.
Monitor inventories of products or materials.
Set up merchandise displays.
Stock products or parts.
Coordinate sales campaigns.
Prepare drawings or diagrams of products or services.
Develop proposals for current or prospective customers.
Verify customer credit information.
Send information, materials or documentation.
Order materials, supplies, or equipment.
Arrange delivery of goods or services.
Work Context
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?
Telephone
How often do you have telephone conversations in this job?
Deal With External Customers
How important is it to work with external customers or the public in this job?
Work With Work Group or Team
How important is it to work with others in a group or team 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?
Electronic Mail
How often do you use electronic mail in this job?
Indoors, Environmentally Controlled
How often does this job require working indoors in environmentally controlled conditions?
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?
Coordinate or Lead Others
How important is it to coordinate or lead others in accomplishing work activities in this job?
Education
Majors
Major
Interests
Conventional
91%
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.
Enterprising
86%
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.
Realistic
53%
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
43%
Social occupations frequently involve working with, communicating with, and teaching people. These occupations often involve helping or providing service to others.
Investigative
29%
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.
Artistic
15%
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
Analytical Thinking
87%
Job requires analyzing information and using logic to address work-related issues and problems.
Initiative
87%
Job requires a willingness to take on responsibilities and challenges.
Adaptability/Flexibility
86%
Job requires being open to change (positive or negative) and to considerable variety in the workplace.
Dependability
86%
Job requires being reliable, responsible, and dependable, and fulfilling obligations.
Stress Tolerance
86%
Job requires accepting criticism and dealing calmly and effectively with high stress situations.
Attention to Detail
85%
Job requires being careful about detail and thorough in completing work tasks.
Innovation
85%
Job requires creativity and alternative thinking to develop new ideas for and answers to work-related problems.
Integrity
85%
Job requires being honest and ethical.
Achievement/Effort
84%
Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
Self Control
84%
Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
Work Values
Relationships
72%
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.
Achievement
67%
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.
Independence
67%
Occupations that satisfy this work value allow employees to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy.
Working Conditions
67%
Occupations that satisfy this work value offer job security and good working conditions. Corresponding needs are Activity, Compensation, Independence, Security, Variety and Working Conditions.
Recognition
53%
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%
Occupations that satisfy this work value offer supportive management that stands behind employees. Corresponding needs are Company Policies, Supervision: Human Relations and Supervision: Technical.
