Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products
Sell goods for wholesalers or manufacturers to businesses or groups of individuals. Work requires substantial knowledge of items sold.
Sample of reported job titles:
Account Representative, Customer Account Technician, Inside Salesperson, Outside Sales Representative, Route Sales Representative, Sales Consultant, Sales Professional, Sales Representative (Sales Rep), Salesman, Salesperson
Occupation-Specific Information
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 to resolve problems and to provide ongoing support.
Technology Skills
- Access software:Citrix cloud computing software
- Accounting software:Fund accounting software,Intuit QuickBooks,Sage 50 Accounting,Tax software
- Analytical or scientific software:IBM SPSS Statistics,SAS statistical software
- Application server software:Oracle WebLogic Server
- Business intelligence and data analysis software:IBM Cognos Impromptu,MicroStrategy,Oracle Business Intelligence Enterprise Edition,Qlik Tech QlikView,Tableau
Occupational Requirements
Work Activities
- Selling or Influencing Others:Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
- Getting Information:Observing, receiving, and otherwise obtaining information from all relevant sources.
- Making Decisions and Solving Problems:Analyzing information and evaluating results to choose the best solution and solve problems.
- Updating and Using Relevant Knowledge:Keeping up-to-date technically and applying new knowledge to your job.
- Establishing and Maintaining Interpersonal Relationships:Developing constructive and cooperative working relationships with others, and maintaining them over time.
Detailed Work Activities
- Advise customers on the use of products or services.
- Answer customer questions about goods or services.
- Arrange delivery of goods or services.
- Contact current or potential customers to promote products or services.
- Coordinate sales campaigns.
Work Context
- Telephone:100% responded"Every day"
- Contact With Others:100% responded"Constant contact with others"
- Work With Work Group or Team:92% responded"Extremely important"
- Deal With External Customers:92% responded"Extremely important"
- Frequency of Decision Making:89% responded"Every day"
Worker Requirements
Skills
- 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.
- Negotiation:Bringing others together and trying to reconcile differences.
- Persuasion:Persuading others to change their minds or behavior.
- Social Perceptiveness:Being aware of others' reactions and understanding why they react as they do.
Knowledge
- 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.
- 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.
- 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.
- Transportation:Knowledge of principles and methods for moving people or goods by air, rail, sea, or road, including the relative costs and benefits.
Education
How much education does a new hire need to perform a job in this occupation? Respondents said:
- 14%Some College Courses
Worker Characteristics
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.
Interests
- 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.
- 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.
Work Values
- 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.
- 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.
- Independence:Occupations that satisfy this work value allow employees to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy.
Work Styles
- Analytical Thinking:Job requires analyzing information and using logic to address work-related issues and problems.
- Initiative:Job requires a willingness to take on responsibilities and challenges.
- Dependability:Job requires being reliable, responsible, and dependable, and fulfilling obligations.
- Adaptability/Flexibility:Job requires being open to change (positive or negative) and to considerable variety in the workplace.
- Stress Tolerance:Job requires accepting criticism and dealing calmly and effectively with high-stress situations.
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