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Details for 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

  • Maintain customer records, using automated systems.
  • Review existing machinery/equipment placement, and create diagrams to illustrate efficient space utilization, using standard measuring devices and templates.
  • Attend medical procedures in order to provide medical personnel with product assistance.
  • Select surgical appliances from stock, and fit and sell appliances to customers.
  • Provide customers with ongoing technical support.
  • Provide feedback to company's product design team so that products can be tailored to clients' needs.
  • Train establishment personnel in equipment use.
  • 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.
  • Design and fabricate custom-made medical appliances.
  • Inspect, test, and observe chemical changes in water system equipment, using test kits, reference manuals, and knowledge of chemical treatments.
  • Obtain building blueprints and specifications for use by engineering departments in bid preparations.
  • Visit establishments such as pharmacies in order to check product sales.
  • Write specifications to order custom-made surgical appliances, using customers' measurements and physicians' prescriptions.
  • Answer customers' questions about products, prices, availability, product uses, and credit terms.
  • Arrange for installation and test-operation of machinery.
  • Attend sales and trade meetings, and read related publications in order to obtain information about market conditions, business trends, and industry developments.
  • Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
  • Compute customer's installation or production costs, and estimate savings from new services, products, or equipment.
  • Contact new and existing customers to discuss their needs, and to explain how these needs could be met by specific products and services.
  • Demonstrate and explain the operation and use of products.
  • Emphasize product features based on analyses of customers' needs, and on technical knowledge of product capabilities and limitations.
  • Inform customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products.
  • Initiate sales campaigns and follow marketing plan guidelines in order to meet sales and production expectations.
  • Negotiate prices and terms of sales and service agreements.
  • Prepare sales contracts for orders obtained, and submit orders for processing.
  • Prepare sales presentations and proposals that explain product specifications and applications.
  • Quote prices, credit terms and other bid specifications.
  • Recommend ways for customers to alter product usage in order to improve production.
  • Select the correct products or assist customers in making product selections, based on customers' needs, product specifications, and applicable regulations.
  • Sell service contracts for products.
  • Stock and distribute resources such as samples and promotional and educational materials.
  • Study information about new products so that equipment and supplies can be accurately depicted and proper recommendations made.
  • Verify that materials lists are accurate and that delivery schedules meet project deadlines.
  • Visit establishments to evaluate needs and to promote product or service sales.
  • Collaborate with colleagues to exchange information such as selling strategies and marketing information.
  • Complete expense reports, sales reports, and other paperwork.
  • Complete product and development training as required.
  • Consult with engineers regarding technical problems.

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.

Education, Training, Experience

  • Education - Most of these occupations require a four-year bachelor's degree, but some do not.
  • Training - Employees in these occupations usually need several years of work-related experience, on-the-job training, and/or vocational training.
  • 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.

Knowledge

  • 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.
  • English Language - Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
  • Mathematics - Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
  • 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.

Skills

  • Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
  • 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.
  • Writing - Communicating effectively in writing as appropriate for the needs of the audience.
  • Speaking - Talking to others to convey information effectively.
  • Critical Thinking - Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
  • Active Learning - Understanding the implications of new information for both current and future problem-solving and decision-making.
  • Social Perceptiveness - Being aware of others' reactions and understanding why they react as they do.
  • Persuasion - Persuading others to change their minds or behavior.
  • Negotiation - Bringing others together and trying to reconcile differences.

Related Careers

  • Advertising Sales Agents
  • Demonstrators and Product Promoters
  • Insurance Sales Agents
  • Parts Salespersons
  • Real Estate Sales Agents
  • Retail Salespersons
  • Sales Agents, Financial Services
  • Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products
Wages for this career
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