Tech Sales Reps for Wholesale and Manufacturing

Also called: Abrasives Sales Representative, Agricultural Sales Representative, Aircraft Equipment and Parts Sales Representative, Aircraft Sales Representative, Animal Feed Products Sales Representative

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jobs advertised

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courses available

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estimated salary

Sales representatives for wholesale and manufacturing, technical and scientific products 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 postsecondary education.

  • 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.
  • Present information to customers about the energy efficiency or environmental impact of scientific or technical products.
  • Inform customers about issues related to responsible use and disposal of products, such as waste reduction or product or byproduct recycling or disposal.
  • Research and convey information to customers about tax benefits or government rebates associated with energy-efficient scientific or technical products, such as solar panels.
Work Context
  • Telephone — 100% responded "Every day".
  • Electronic Mail — 100% responded "Every day".
  • Structured versus Unstructured Work — 74% responded "A lot of freedom".
  • Frequency of Decision Making — 83% responded "Every day".
  • 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".
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Work Activities
  • Establishing and Maintaining Interpersonal Relationships — Developing constructive and cooperative working relationships with others, and maintaining them over time.
  • Getting Information — Observing, receiving, and otherwise obtaining information from all relevant sources.
  • Communicating with Supervisors, Peers, or Subordinates — Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
  • Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish your work.
  • Communicating with Persons Outside Organization — Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.
  • Selling or Influencing Others — Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
  • Resolving Conflicts and Negotiating with Others — Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.
  • Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems.
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Detailed Work Activities
  • Answer customer questions about goods or services.
  • Estimate costs or terms of sales.
  • Explain technical product or service information to customers.
  • Negotiate prices or other sales terms.
  • Maintain records of customer accounts.
  • Share sales-related or market information with colleagues.
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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.
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Skills

Speaking
  • Talking to others to convey information effectively.
Persuasion
  • Persuading others to change their minds or behavior.
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.
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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 Recognition
  • The ability to identify and understand the speech of another person.
Speech Clarity
  • The ability to speak clearly so others can understand you.
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Personality

People interested in this work like activities that include ideas, thinking, and figuring things out.
They do well at jobs that need:
  • Achievement/Effort
  • Persistence
  • Initiative
  • Leadership
  • Cooperation
  • Concern for Others
  • Social Orientation
  • Self Control
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Technology

You might use software like this on the job:

Customer relationship management CRM software
  • Salesforce software Hot Technology
  • Salesforce.com Salesforce CRM
  • Sybase iAnywhere Pharma Anywhere
  • Sybase iAnywhere Sales Anywhere
  • Sage ACT!
  • AMG Teleran SalesInSync
  • Cegedim Target Software Target SFA Pharmaceutical Suite
  • HEAT Software GoldMine
  • ActionWare
  • InsideSales.com
  • NetSuite NetCRM
  • AdTrack Customer Acquisition Management CAM
Electronic mail software
  • Microsoft Outlook Hot Technology
  • IBM Notes Hot Technology
  • Microsoft Exchange Hot Technology
Office suite software
  • Microsoft Office Hot Technology
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Education

Get started on your career:

Job Outlook

New job opportunities are less likely in the future.
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