Sales Representatives, 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.
Sample of reported job titles:
Inside Sales Representative, Marketing Representative, Sales Representative
Occupation-Specific Information
Tasks
- Answer customers' questions about products, prices, availability, or credit terms.
- Quote prices, credit terms, or other bid specifications.
- Emphasize product features, based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.
- Negotiate prices or terms of sales or service agreements.
- Maintain customer records, using automated systems.
Technology Skills
- Access software:Citrix cloud computing software
- Accounting software:Intuit QuickBooks,Tax software
- Analytical or scientific software:IBM SPSS Statistics,SAS statistical software,StataCorp Stata
- Business intelligence and data analysis software:MicroStrategy
- Calendar and scheduling software:Scheduling software
Occupational Requirements
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 People Outside the 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.
Detailed Work Activities
- Advise customers on the use of products or services.
- Answer customer questions about goods or services.
- Appraise property values.
- Arrange delivery of goods or services.
- Attend events to develop professional knowledge.
Work Context
- Telephone:100% responded"Every day"
- Electronic Mail:100% responded"Every day"
- Frequency of Decision Making:83% responded"Every day"
- Face-to-Face Discussions:76% responded"Every day"
- Structured versus Unstructured Work:73% responded"A lot of freedom"
Worker Requirements
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.
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.
Education
How much education does a new hire need to perform a job in this occupation? Respondents said:
- 39%Bachelor's Degree
- 30%Some College Courses
- 14%High School Diploma - or the equivalent (for example, GED)
- 14%Post-Secondary Certificate - awarded for training completed after high school (for example, in agriculture or natural resources, computer services, personal or culinary services, engineering technologies, healthcare, construction trades, mechanic and repair technologies, or precision production)
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
- 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 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.
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.
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