Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products

Description

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 post-secondary education.

Tasks

  • Contact new and existing customers to discuss their needs, and to explain how these needs could be met by specific products and services.
  • Answer customers' questions about products, prices, availability, or credit terms.
  • 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.
  • Negotiate prices or terms of sales or service agreements.
  • Maintain customer records, using automated systems.
  • Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
  • Prepare sales contracts for orders obtained, and submit orders for processing.
  • Select the correct products or assist customers in making product selections, based on customers' needs, product specifications, and applicable regulations.
  • Collaborate with colleagues to exchange information, such as selling strategies or marketing information.
  • Prepare sales presentations or proposals to explain product specifications or applications.
  • Demonstrate and explain the operation and use of products.
  • Provide customers with ongoing technical support.
  • Inform customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products.
  • Attend sales and trade meetings, and read related publications in order to obtain information about market conditions, business trends, and industry developments.
  • Visit establishments to evaluate needs or to promote product or service sales.
  • Complete expense reports, sales reports, or other paperwork.
  • Initiate sales campaigns and follow marketing plan guidelines in order to meet sales and production expectations.
  • Recommend ways for customers to alter product usage in order to improve production.
  • Complete product and development training as required.
  • Provide feedback to product design teams so that products can be tailored to clients' needs.
  • Arrange for installation and testing of products or machinery.
  • Verify that materials lists are accurate and that delivery schedules meet project deadlines.
  • Sell service contracts for products.
  • Study information about new products so that equipment and supplies can be accurately depicted and proper recommendations made.
  • Compute customer's installation or production costs and estimate savings from new services, products, or equipment.
  • Consult with engineers regarding technical problems with products.
  • Verify customers' credit ratings, and appraise equipment in order to determine contract terms and trade-in values.
  • Advise customers regarding office layouts, legal and insurance regulations, cost analyses, and collection methods.
  • Stock or distribute resources, such as samples or promotional or educational materials.
  • Obtain building blueprints or specifications for use by engineering departments in bid preparations.
  • Visit establishments, such as pharmacies, to determine product sales.
  • Train establishment personnel in equipment use.
  • Review existing machinery/equipment placement, and create diagrams to illustrate efficient space utilization, using standard measuring devices and templates.
  • Inform customers about issues related to responsible use and disposal of products, such as waste reduction or product or byproduct recycling or disposal.
  • Present information to customers about the energy efficiency or environmental impact of scientific or technical products.
  • Research and convey information to customers about tax benefits or government rebates associated with energy-efficient scientific or technical products, such as solar panels.
  • Sell technical and scientific products that are environmentally sound or designed for environmental remediation.

Skills

Equipment Selection
Determining the kind of tools and equipment needed to do a job.
Troubleshooting
Determining causes of operating errors and deciding what to do about it.
Installation
Installing equipment, machines, wiring, or programs to meet specifications.
Equipment Maintenance
Performing routine maintenance on equipment and determining when and what kind of maintenance is needed.
Repairing
Repairing machines or systems using the needed tools.

Abilities

Gross Body Coordination
The ability to coordinate the movement of your arms, legs, and torso together when the whole body is in motion.
Arm-Hand Steadiness
The ability to keep your hand and arm steady while moving your arm or while holding your arm and hand in one position.
Manual Dexterity
The ability to quickly move your hand, your hand together with your arm, or your two hands to grasp, manipulate, or assemble objects.
Wrist-Finger Speed
The ability to make fast, simple, repeated movements of the fingers, hands, and wrists.
Reaction Time
The ability to quickly respond (with the hand, finger, or foot) to a signal (sound, light, picture) when it appears.
Response Orientation
The ability to choose quickly between two or more movements in response to two or more different signals (lights, sounds, pictures). It includes the speed with which the correct response is started with the hand, foot, or other body part.
Dynamic Strength
The ability to exert muscle force repeatedly or continuously over time. This involves muscular endurance and resistance to muscle fatigue.
Sound Localization
The ability to tell the direction from which a sound originated.
Speed of Limb Movement
The ability to quickly move the arms and legs.
Static Strength
The ability to exert maximum muscle force to lift, push, pull, or carry objects.

Work Activities

Handling and Moving Objects
Using hands and arms in handling, installing, positioning, and moving materials, and manipulating things.

Interests

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

Work Style

Initiative
Job requires a willingness to take on responsibilities and challenges.
Independence
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.
Persistence
Job requires persistence in the face of obstacles.
Achievement/Effort
Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
Dependability
Job requires being reliable, responsible, and dependable, and fulfilling obligations.
Attention to Detail
Job requires being careful about detail and thorough in completing work tasks.
Integrity
Job requires being honest and ethical.
Stress Tolerance
Job requires accepting criticism and dealing calmly and effectively with high stress situations.
Adaptability/Flexibility
Job requires being open to change (positive or negative) and to considerable variety in the workplace.
Self Control
Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.

Work Values

Independence
Occupations that satisfy this work value allow employees to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy.
Achievement
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
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
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
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
Occupations that satisfy this work value offer supportive management that stands behind employees. Corresponding needs are Company Policies, Supervision: Human Relations and Supervision: Technical.

Lay Titles

Abrasives Sales Representative
Account Development Manager
Account Executive
Account Leader
Account Manager
Accounts Executive
Agricultural Sales Representative
Aircraft Equipment and Parts Sales Representative
Aircraft Sales Representative
Animal Feed Products Sales Representative
Building Equipment and Supplies Sales Representative
Business Account Leader
Channel Sales Director
Chemical and Pharmaceutical Sales Representative
Chemicals and Drugs Sales Representative
Communication Equipment Sales Representative
Computers and EDP Systems Sales Representative
Construction Machinery Sales Representative
Contracts Specialist
Dairy Supplies Sales Representative
Dental and Medical Equipment and Supplies Sales Representative
Dental Detail Representative
Detailer
Distribution Sales Manager
Electrical/Electronic Sales Representative
Electronics Parts Sales Representative
Electroplating Sales Representative
Elevators, Escalators, and Dumbwaiters Sales Representative
Enterprise Sales Person
Farm and Garden Equipment and Supplies Sales Representative
Field Marketing Representative
Field Service Representative
Foundry and Machine Shop Products Sales Representative
Industrial Machinery Sales Representative
Inside Channel Account Manager
Inside Sales Representative
Instruments Sales Representative
Lubricating Equipment Sales Representative
Marketing Representative
Material Handling Equipment Sales Representative
Mechanical Equipment Sales Representative
Medical Detail Representative
Medical Detailist
Medical Field Representative
Medical Sales Representative
Medical Service Representative
Metals Sales Representative
Milking Machines Sales Service Representative
Oil Field Supplies and Equipment Sales Representative
Original Equipment Manufacturer Sales Manager (OEM Sales Manager)
Outside Sales Manager
Outside Sales Representative
Pharmaceutical Detailer
Pharmaceutical Representative
Pharmaceutical Salesperson
Pharmaceutical Service Representative
Pharmacy Sales Representative
Poultry Equipment and Supplies Sales Representative
Precision Instruments Sales Representative
Radiographic Inspection Equipment and Services Sales Representative
Railroad Equipment and Supplies Sales Representative
Retail Merchandiser
Sales Director
Sales Manager
Sales Representative
Sales Specialist
Surgical Appliances Salesperson
Systems Engineer
Technical Service Representative
Textile Machinery Sales Representative
Ultrasonic Equipment Sales Representative
Veterinarian Supplies Sales Representative
Water Treatment Chemicals Sales Representative
Weighing and Force Measurement Instruments Sales Representative
Welding Equipment Sales Representative

National Wages and Employment Info

Median Wages (2008):
$36.04 hourly, $74,970 annual.
Employment (2008):
364,830 employees