- Employment opportunities will be best
for those with a college degree, the appropriate
knowledge or technical expertise, and the
personal traits necessary for successful
selling.
- Job prospects for wholesale sales
representatives will be better than those
for manufacturing sales representatives,
particularly in small firms.
- Earnings of
sales representatives usually are based
on a combination of salary and commissions.
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- Regardless of the type of product they
sell, their primary duties are to interest
wholesale and retail buyers and purchasing
agents in their merchandise and to address
clients' questions and concerns.
- Sales representatives demonstrate their
products and advise clients on how using
these products can reduce costs and increase
sales. They market their company’s
products to manufacturers, wholesale and
retail establishments, construction contractors,
government agencies, and other institutions.
- Depending on where they work, sales representatives
have different job titles. Those employed
directly by a manufacturer or wholesaler
often are called sales representatives.
Manufacturers’ agents or manufacturers’ representatives
are self-employed sales workers or independent
firms who contract their services to all
types of manufacturing companies. Many
of these titles, however, are used interchangeably.
- Sales representatives spend much of their
time traveling to and visiting with prospective
buyers and current clients.
- Obtaining new accounts is an important
part of the job. Sales representatives
follow leads from other clients, track
advertisements in trade journals, participate
in trade shows and conferences, and may
visit potential clients unannounced. In
addition, they may spend time meeting with
and entertaining prospective clients during
evenings and weekends.
- Sales representatives have several duties
beyond selling products. They analyze sales
statistics; prepare reports; and handle
administrative duties, such as filing expense
account reports, scheduling appointments,
and making travel plans. They read about
new and existing products and monitor the
sales, prices, and products of their competitors.
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- Employment of sales representatives,
wholesale and manufacturing, is expected
to grow about as fast as average for all
occupations through the year 2014, primarily
because of continued growth in the variety
and number of goods to be sold. Also, many
job openings will result from the need
to replace workers who transfer to other
occupations or leave the labor force.
- Prospective
customers require sales workers to demonstrate
or illustrate the particulars of a good
or service. Computer technology makes sales
representatives more effective and productive,
for example, by allowing them to provide
accurate and current information to customers
during sales presentations.
- Job prospects
for sales representatives, wholesale and
manufacturing, will be best for persons
with the appropriate knowledge or technical
expertise as well as the personal traits
necessary for successful selling.
- Opportunities
will be better for wholesale sales representatives
than for manufacturing sales representatives
because manufacturers are expected to continue
contracting out sales duties to independent
agents rather than using in-house or direct
selling personnel.
- Employment opportunities and earnings
may fluctuate from year to year because
sales are affected by changing economic
conditions, legislative issues, and consumer
preferences.
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- A wide range of educational backgrounds
is suitable for entry sales positions,
but many employers prefer those with experience
in related occupations.
- The background needed for sales jobs
varies by product line and market. Many
employers hire individuals with previous
sales experience who lack a college degree,
but they increasingly prefer or require
a bachelor’s degree because job requirements
have become more technical and analytical.
- In general, companies are looking for
the best and brightest individuals who
have the personality and desire to sell.
Sales representatives need to be familiar
with computer technology as computers are
increasingly used in the workplace to place
and track orders and to monitor inventory
levels.
- Those who want to become sales representatives
should be goal oriented, persuasive, and
able to work well both independently and
as part of a team. A pleasant personality
and appearance, the ability to communicate
well with people, and problem-solving skills
are highly valued. Patience and perseverance
also are key to completing a sale, which
can take several months.
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