Median annual earnings of sales representatives, wholesale and manufacturing, technical and scientific products, were $55,740, including commission, in 2002. The middle 50 percent earned between $39,480 and $79,380 a year. The lowest 10 percent earned less than $28,770, and the highest 10 percent earned more than $108,010 a year. Median annual earnings in the industries employing the largest numbers of sales representatives, technical and scientific products, in 2002 were as follows:
| Wholesale electronic markets and agents and brokers | $64,070 |
| Professional and commercial equipment and supplies merchant wholesalers | 60,890 |
| Drugs and druggists' sundries merchant wholesalers | 57,890 |
| Machinery, equipment, and supplies merchant wholesalers | 53,140 |
| Electrical and electronic goods merchant wholesalers | 50,550 |
Median annual earnings of sales representatives, wholesale and manufacturing, except technical and scientific products, were $42,730, including commission, in 2002. The middle 50 percent earned between $30,660 and $60,970 a year. The lowest 10 percent earned less than $22,610, and the highest 10 percent earned more than $88,990 a year. Median annual earnings in the industries employing the largest numbers of sales representatives, except technical and scientific products, in 2002 were as follows:
| Wholesale electronic markets and agents and brokers | $48,320 |
| Machinery, equipment, and supplies merchant wholesalers | 44,030 |
| Professional and commercial equipment and supplies merchant wholesalers | 43,880 |
| Grocery and related product wholesalers | 41,840 |
| Miscellaneous nondurable goods merchant whoelsalers | 37,940 |
In addition to their earnings, sales representatives usually are reimbursed for expenses such as transportation costs, meals, hotels, and entertaining customers. They often receive benefits such as health and life insurance, pension plan, vacation and sick leave, personal use of a company car, and frequent flyer mileage. Some companies offer incentives such as free vacation trips or gifts for outstanding sales workers.
Unlike those working directly for a manufacturer or wholesaler, manufacturers’ agents are paid strictly on commission and usually are not reimbursed for expenses. Depending on the type of product or products they are selling, their experience in the field, and the number of clients, their earnings can be significantly higher or lower than those working in direct sales.
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. However, many of these titles are used interchangeably.
Sales representatives spend much of their time traveling to and visiting with prospective buyers and current clients. During a sales call, they discuss the client’s needs and suggest how their merchandise or services can meet those needs. They may show samples or catalogs that describe items their company stocks and inform customers about prices, availability, and ways in which their products can save money and improve productivity. Because a vast number of manufacturers and wholesalers sell similar products, sales representatives must emphasize any unique qualities of their products and services. Manufacturers’ agents or manufacturers’ representatives might sell several complimentary products made by different manufacturers and, thus, take a broad approach to their customers’ business. Sales representatives may help install new equipment and train employees. They also take orders and resolve any problems with or complaints about the merchandise.
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.
In a process that can take several months, sales representatives present their product and negotiate the sale. Aided by a laptop computer connected to the Internet, they often can answer technical and nontechnical questions immediately.
Frequently, sales representatives who lack technical expertise work as a team with a technical expert. In this arrangement, the technical expert—sometimes a sales engineer—will attend the sales presentation to explain the product and answer questions or concerns. The sales representative makes the preliminary contact with customers, introduces the company’s product, and closes the sale. The representative is then able to spend more time maintaining and soliciting accounts and less time acquiring technical knowledge. After the sale, representatives may make followup visits to ensure that the equipment is functioning properly and may even help train customers’ employees to operate and maintain new equipment. Those selling consumer goods often suggest how and where merchandise should be displayed. Working with retailers, they may help arrange promotional programs, store displays, and advertising.
Sales representatives have several duties beyond selling products. They also analyze sales statistics; prepare reports; and handle administrative duties, such as filing their expense account reports, scheduling appointments, and making travel plans. They study literature about new and existing products and monitor the sales, prices, and products of their competitors.
Manufacturers’ agents who operate a sales agency must also manage their business. This requires organizational and general business skills, as well as knowledge of accounting, marketing, and administration.
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Prospective customers will still require sales workers to demonstrate or illustrate the particulars of a good or service. However, 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 wholesale sales representatives will be better than those 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. Agents are paid only if they sell, which reduces the overhead cost to their clients. Also, by using an agent who usually contracts his or her services to more than one company, companies can share costs with the other companies involved with that agent. As their customers and manufacturers continue to merge with other companies, independent agents and other wholesale trade firms will, in response, also merge with each other to better serve their clients. Although the demand for independent sales agents will increase over the 2002-12 projection period, the supply is expected to remain stable or decline because of the difficulties associated with self-employment. This factor could lead to many opportunities for sales representatives to start their own independent sales agencies.
Those interested in this occupation should keep in mind that direct selling opportunities in manufacturing are likely to be best for products for which there is strong demand. Furthermore, jobs will be most plentiful in small wholesale and manufacturing firms because a growing number of these companies will rely on agents to market their products as a way to control their costs and expand their customer base.
Employment opportunities and earnings may fluctuate from year to year because sales are affected by changing economic conditions, legislative issues, and consumer preferences. Job prospects will be best for persons with the appropriate knowledge or technical expertise as well as the personal traits necessary for successful selling.
Many companies have formal training programs for beginning sales representatives lasting up to 2 years. However, most businesses are accelerating these programs to reduce costs and expedite the returns from training. In some programs, trainees rotate among jobs in plants and offices to learn all phases of production, installation, and distribution of the product. In others, trainees take formal classroom instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.
New workers may get training by accompanying experienced workers on their sales calls. As they gain familiarity with the firm’s products and clients, these workers are given increasing responsibility until they are eventually assigned their own territory. As businesses experience greater competition, increased pressure is placed upon sales representatives to produce sales.
Sales representatives stay abreast of new products and the changing needs of their customers in a variety of ways. They attend trade shows at which new products and technologies are showcased. They also attend conferences and conventions to meet other sales representatives and clients and discuss new product developments. In addition, the entire sales force may participate in company-sponsored meetings to review sales performance, product development, sales goals, and profitability.
Those who want to become sales representatives should be goal-oriented and persuasive, and 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. Furthermore, completing a sale can take several months and thus requires patience and perseverance.
Frequently, promotion takes the form of an assignment to a larger account or territory where commissions are likely to be greater. Experienced sales representatives may move into jobs as sales trainers, who instruct new employees on selling techniques and company policies and procedures. Those who have good sales records and leadership ability may advance to higher-level positions such as sales supervisor, district manager, or vice president of sales. In addition to advancement opportunities within a firm, some manufacturers’ agents go into business for themselves. Others find opportunities in purchasing, advertising, or marketing research.
Information on careers for manufacturers’ representatives and agents is available from:
Securities sales representatives often are called stock brokers, registered representatives, or account executives. When an investor wishes to buy or sell securities, sales representatives may relay the order through their firms' offices to the floor of a securities exchange, such as the New York Stock Exchange. Securities sales representatives also provide many related services for their customers. Most securities sales representatives serve individual investors, but others specialize in institutional investors. In institutional investing, most sales representatives concentrate on a specific financial product such as stocks, bonds, options, annuities, or commodity futures.
Summary of: http://www2.jobtrak.com/help_manuals/outlook/ocos122.html
Manufacturers' and wholesale sales representatives are an important part of the sales process. They market their company's products to manufacturers, wholesale and retail establishments, government agencies, and other institutions. Many of those working directly for manufacturers are referred to as manufacturers' representatives and those employed by wholesalers generally are called sales representatives. Those selling technical products, for both manufacturers and wholesalers, are usually called industrial sales workers or sales engineers. In addition to those employed directly by firms, manufacturers' agents are self-employed sales workers who contract their services to all types of companies.
Summary of: http://www2.jobtrak.com/help_manuals/outlook/ocos119.html
Nature of the Work Services sales representatives sell a wide variety of services. Other representatives sell automotive leasing, public utility, burial, shipping, protective, and management consulting services. Outside sales representatives call on clients and prospects at their homes or offices. Inside sales representatives work on their employer's premises, assisting individuals interested in the company's services. After closing a sale, services sales representatives generally follow up to see that the purchase meets the customer's needs, and to determine if additional services can be sold.
Summary of: http://www.pueblo.gsa.gov/cic_text/employ/sales-occ/ocos123.htm
Their main duty is to interest buyers in their company's products. Sales representatives work directly for a manufacturer or wholesaler. They contract with one or more manufacturers to sell goods. Those who sell technical products are often called sales engineers. They like to see the results of their work and to use their strongest abilities.
Summary of: http://www.iseek.org/sv/13000.jsp?id=100188
This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction. For example, a drywall installer might benefit from experience installing drywall, but an inexperienced person could still learn to be an installer with little difficulty. Job Training Employees in these occupations need anywhere from a few months to one year of working with experienced employees. Job Zone Examples These occupations often involve using your knowledge and skills to help others.
Summary of: http://online.onetcenter.org/link/summary/41-4011.03
Projected employment growth stems from the increasing number and technical nature of products to be sold. More job opportunities are expected in independent agencies. Sales engineers, using their engineering skills, help customers determine which products or services provided by the sales engineer’s employer best suit their needs. Often, there may not be a directly competitive product. Most sales engineers have a bachelor’s degree in engineering and some have previous work experience in an engineering specialty.
Summary of: http://www.bls.gov/oco/ocos123.htm
These sales people sell mainly to other wholesale and retail businesses and factories. MANUFACTURERS' SALES REPRESENTATIVES call on prospective customers to describe and demonstrate their products and determine the customer needs. Some Sales Representatives, especially in the aviation industry, may represent more than one manufacturer. They may also conduct training for customers and develop advertising and promotional packages for new products. Some firms call this incentive pay; some call it a bonus.
Summary of: http://www.calmis.cahwnet.gov/file/occguide/MANUSALE.HTM
For example, an electrician must have completed three or four years of apprenticeship or several years of vocational training, and often must have passed a licensing exam, in order to perform the job. Job Training Employees in these occupations usually need one or two years of training involving both on-the-job experience and informal training with experienced workers. Job Zone Examples These occupations usually involve using communication and organizational skills to coordinate, supervise, manage, or train others to accomplish goals. Some may require a bachelor's degree. Many of the occupations require working outside, and do not involve a lot of paperwork or working closely with others.
Summary of: http://online.onetcenter.org/link/summary/41-4011.05
Many individuals with previous sales experience enter the occupation without a college degree; however, a bachelor’s degree increasingly is required. Prospects will be best for those with the appropriate knowledge or technical expertise, and the personal traits necessary for successful selling. Sales representatives represent one or several manufacturers or wholesale distributors by selling one product or a complimentary line of products. Sales representatives also advise clients on methods to reduce costs, use their products, and increase sales. Those employed directly by a manufacturer or wholesaler often are called sales representatives.
Summary of: http://www.bls.gov/oco/ocos119.htm
For example, services sales representatives for computer and data processing firms sell complex services such as inventory control, payroll processing, sales analysis, and financial reporting systems. Those in the motion picture industry sell the rights for movie theaters to show their films. If they fail to make a sale on the first visit, they may follow up with more visits, letters, or phone calls. Sometimes a sales rep may periodically contact a potential customer for years before they make a sale. The middle 50 percent earned between $24,700 and $49,030 a year.
Summary of: http://www.umsl.edu/services/govdocs/ooh20002001/291.htm