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Details for Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products


Description

Sell goods for wholesalers or manufacturers to businesses or groups of individuals. Work requires substantial knowledge of items sold.

Tasks

  • Answer customers' questions about products, prices, availability, product uses, and credit terms.
  • Recommend products to customers, based on customers' needs and interests.
  • Contact regular and prospective customers to demonstrate products, explain product features, and solicit orders.
  • Estimate or quote prices, credit or contract terms, warranties, and delivery dates.
  • Consult with clients after sales or contract signings in order to resolve problems and to provide ongoing support.
  • Prepare drawings, estimates, and bids that meet specific customer needs.
  • Provide customers with product samples and catalogs.
  • 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.
  • Monitor market conditions, product innovations, and competitors' products, prices, and sales.
  • Negotiate details of contracts and payments, and prepare sales contracts and order forms.
  • Perform administrative duties, such as preparing sales budgets and reports, keeping sales records, and filing expense account reports.
  • Obtain credit information about prospective customers.
  • Forward orders to manufacturers.
  • 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.
  • Negotiate with retail merchants to improve product exposure such as shelf positioning and advertising.
  • Train customers' employees to operate and maintain new equipment.
  • Buy products from manufacturers or brokerage firms, and distribute them to wholesale and retail clients.

Interests

  • 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.
  • 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

  • Computers and Electronics - Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
  • Mathematics - Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
  • Clerical - 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.
  • 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.
  • 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.

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.
  • 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.
  • Persuasion - Persuading others to change their minds or behavior.
  • Negotiation - Bringing others together and trying to reconcile differences.

Related Careers

  • Demonstrators and Product Promoters
  • Public Relations Specialists
  • Retail Salespersons
  • Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products
  • Wholesale and Retail Buyers, Except Farm Products
Wages for this career
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