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Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products
SOC Code: 41-4011.00

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.

Sample of reported job titles: Account Development Manager, Account Executive, Account Manager, Channel Sales Director, Distribution Sales Manager, Inside Sales Representative, Marketing Representative, Sales Director, Sales Manager, Sales Representative

Tasks

  • Negotiate prices or terms of sales or service agreements.
  • Prepare and submit sales contracts for orders.
  • 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.
  • Quote prices, credit terms, or other bid specifications.
  • Contact new or existing customers to discuss how specific products or services can meet their needs.
  • 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.
  • Select or assist customers in selecting products based on customer needs, product specifications, and applicable regulations.
  • Prepare sales presentations or proposals to explain product specifications or applications.
  • Complete expense reports, sales reports, or other paperwork.
  • Verify that delivery schedules meet project deadlines.
  • 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.
  • Provide customers with ongoing technical support.
  • Advise customers on product usage to improve production.
  • Study documentation or other information for new scientific or technical products.
  • Stock or distribute resources, such as samples or promotional or educational materials.
  • Attend sales or trade meetings or read related publications to obtain information about market conditions, business trends, environmental regulations, or industry developments.
  • Sell service contracts for technical or scientific products.
  • Demonstrate the operation or use of technical or scientific products.
  • Provide feedback to product design teams so that products can be tailored to clients' needs.
  • Arrange for installation and testing of products or machinery.
  • Initiate sales campaigns to meet sales and production expectations.
  • Obtain building blueprints or specifications for use by engineering departments in bid preparations.
  • Verify accuracy of materials lists.
  • Verify customer credit ratings.
  • Appraise equipment to determine contract terms or trade-in values.
  • Consult with engineers regarding technical problems with products.
  • Sell technical and scientific products that are environmentally sound or designed for environmental remediation.
  • Visit establishments, such as pharmacies, to determine product sales.

Technology Skills

  • Access software - Citrix
  • Accounting software - Intuit QuickBooks ; Tax software
  • Analytical or scientific software - IBM SPSS Statistics ; SAS ; StataCorp Stata
  • Business intelligence and data analysis software - MicroStrategy
  • Calendar and scheduling software - Scheduling software
  • Customer relationship management CRM software - ActionWare; NetSuite NetCRM; Salesforce software ; Sybase iAnywhere Sales Anywhere (see all 12 examples)
  • Data base management system software - Apache Hadoop ; Teradata Database
  • Data base user interface and query software - Data entry software ; FileMaker Pro; Microsoft Access ; Oracle DBMS
  • Data mining software - Google Analytics
  • Desktop publishing software - Microsoft Publisher
  • Electronic mail software - IBM Notes ; Microsoft Exchange; Microsoft Outlook
  • Enterprise application integration software - IBM InfoSphere DataStage
  • Enterprise resource planning ERP software - Microsoft Dynamics ; NetSuite ERP ; Oracle PeopleSoft ; SAP (see all 7 examples)
  • Information retrieval or search software - LexisNexis
  • Internet browser software - Web browser software
  • 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 - Khameleon; Microsoft SharePoint
  • Sales and marketing software - Google AdWords
  • Spreadsheet software - Microsoft Excel
  • Transaction security and virus protection software - McAfee ; Symantec
  • Video creation and editing software - YouTube
  • Word processing software - Microsoft Word

Tools Used

  • Notebook computers - Laptop computers
  • Personal computers
  • Personal digital assistant PDAs or organizers - Personal digital assistants PDA
  • Tablet computers

Knowledge

  • Customer and Personal Service - 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 - 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 - 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 - 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 - Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
  • Production and Processing - Knowledge of raw materials, production processes, quality control, costs, and other techniques for maximizing the effective manufacture and distribution of goods.
  • Computers and Electronics - Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.

Skills

  • Persuasion - Persuading others to change their minds or behavior.
  • Speaking - Talking to others to convey information effectively.
  • Active Listening - 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 - Bringing others together and trying to reconcile differences.
  • Social Perceptiveness - Being aware of others' reactions and understanding why they react as they do.
  • Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
  • Service Orientation - Actively looking for ways to help people.
  • Coordination - Adjusting actions in relation to others' actions.
  • Active Learning - Understanding the implications of new information for both current and future problem-solving and decision-making.
  • Complex Problem Solving - Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
  • Critical Thinking - Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
  • Writing - Communicating effectively in writing as appropriate for the needs of the audience.
  • Judgment and Decision Making - Considering the relative costs and benefits of potential actions to choose the most appropriate one.
  • Monitoring - Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
  • Time Management - Managing one's own time and the time of others.

Abilities

  • Oral Expression - The ability to communicate information and ideas in speaking so others will understand.
  • Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.
  • Speech Clarity - The ability to speak clearly so others can understand you.
  • Speech Recognition - The ability to identify and understand the speech of another person.
  • Written Comprehension - The ability to read and understand information and ideas presented in writing.
  • Written Expression - The ability to communicate information and ideas in writing so others will understand.
  • Deductive Reasoning - The ability to apply general rules to specific problems to produce answers that make sense.
  • Near Vision - The ability to see details at close range (within a few feet of the observer).
  • Fluency of Ideas - 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 - 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.
  • Category Flexibility - The ability to generate or use different sets of rules for combining or grouping things in different ways.
  • Inductive Reasoning - The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
  • Information Ordering - 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).
  • Memorization - The ability to remember information such as words, numbers, pictures, and procedures.
  • Originality - The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem.

Interests

  • Interest code: EC
    • 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.

Work Context

  • Electronic Mail - 100% responded “Every day.”
  • Telephone - 100% responded “Every day.”
  • Structured versus Unstructured Work - 73% responded “A lot of freedom.”
  • Frequency of Decision Making - 83% responded “Every day.”
  • Duration of Typical Work Week - 79% responded “More than 40 hours.”
  • Contact With Others - 57% responded “Constant contact with others.”
  • Face-to-Face Discussions - 76% responded “Every day.”
  • Importance of Being Exact or Accurate - 49% responded “Extremely important.”
  • Freedom to Make Decisions - 61% responded “A lot of freedom.”
  • Work With Work Group or Team - 48% responded “Very important.”
  • Impact of Decisions on Co-workers or Company Results - 50% responded “Important results.”
  • Time Pressure - 49% responded “Once a week or more but not every day.”
  • Coordinate or Lead Others - 40% responded “Important.”
  • Deal With External Customers - 64% responded “Extremely important.”
  • Indoors, Environmentally Controlled - 52% responded “Every day.”
  • Level of Competition - 44% responded “Extremely competitive.”
  • Letters and Memos - 42% responded “Every day.”
  • In an Enclosed Vehicle or Equipment - 40% responded “Every day.”
  • Frequency of Conflict Situations - 42% responded “Once a week or more but not every day.”
  • Deal With Unpleasant or Angry People - 45% responded “Once a week or more but not every day.”
  • Spend Time Sitting - 59% responded “More than half the time.”

Education

Percentage of RespondentsEducation Level Required
39%Bachelor's degree
30%Some college, no degree
14%High school diploma or equivalent

Work Styles

  • Integrity - Job requires being honest and ethical.
  • Initiative - Job requires a willingness to take on responsibilities and challenges.
  • Cooperation - Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.
  • Dependability - Job requires being reliable, responsible, and dependable, and fulfilling obligations.
  • Persistence - Job requires persistence in the face of obstacles.
  • Stress Tolerance - Job requires accepting criticism and dealing calmly and effectively with high stress situations.
  • Achievement/Effort - Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
  • Self Control - Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
  • Adaptability/Flexibility - Job requires being open to change (positive or negative) and to considerable variety in the workplace.
  • 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.
  • Attention to Detail - Job requires being careful about detail and thorough in completing work tasks.
  • Innovation - Job requires creativity and alternative thinking to develop new ideas for and answers to work-related problems.
  • Leadership - Job requires a willingness to lead, take charge, and offer opinions and direction.
  • Analytical Thinking - Job requires analyzing information and using logic to address work-related issues and problems.
  • Concern for Others - Job requires being sensitive to others' needs and feelings and being understanding and helpful on the job.
  • Social Orientation - Job requires preferring to work with others rather than alone, and being personally connected with others on the job.

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.

Wages & Trends

  • Median wages (2017)
    • $37.90 hourly, $78,830 annual
  • Employment (2016)
    • 344,000 employees
  • Projected growth (2016-2026)
    • Average (5% to 9%)
  • Projected job openings (2016-2026)
    • 37,000

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