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Summary Report for:
41-4011.00 - 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 post-secondary education.

Sample of reported job titles: Account Development Manager, Account Executive, Account Manager, Channel Sales Director, Distribution Sales Manager, Inside Sales Representative, Marketing Representative, Sales Director, Sales Manager, Sales Representative

Also see: Solar Sales Representatives and Assessors

View report: Summary  Details  Custom

Tasks  |  Tools & Technology  |  Knowledge  |  Skills  |  Abilities  |  Work Activities  |  Detailed Work Activities  |  Work Context  |  Job Zone  |  Education  |  Credentials  |  Interests  |  Work Styles  |  Work Values  |  Related Occupations  |  Wages & Employment  |  Job Openings  |  Additional Information

Tasks

  • Negotiate prices or terms of sales or service agreements. See more occupations related to this task.
  • Prepare and submit sales contracts for orders. See more occupations related to this task.
  • Visit establishments to evaluate needs or to promote product or service sales. See more occupations related to this task.
  • Maintain customer records, using automated systems. See more occupations related to this task.
  • Answer customers' questions about products, prices, availability, or credit terms. See more occupations related to this task.
  • Quote prices, credit terms, or other bid specifications. See more occupations related to this task.
  • Contact new or existing customers to discuss how specific products or services can meet their needs. See more occupations related to this task.
  • Emphasize product features based on analyses of customers' needs and on technical knowledge of product capabilities and limitations. See more occupations related to this task.
  • Compute customer's installation or production costs and estimate savings from new services, products, or equipment. See more occupations related to this task.
  • Select or assist customers in selecting products based on customer needs, product specifications, and applicable regulations. See more occupations related to this task.
  • Prepare sales presentations or proposals to explain product specifications or applications. See more occupations related to this task.
  • Complete expense reports, sales reports, or other paperwork. See more occupations related to this task.
  • Verify that delivery schedules meet project deadlines. See more occupations related to this task.
  • Identify prospective customers using business directories, leads from existing clients, participation in organizations, or trade show or conference attendance. See more occupations related to this task.
  • Inform customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products. See more occupations related to this task.
  • Collaborate with colleagues to exchange information, such as selling strategies or marketing information. See more occupations related to this task.
  • Provide customers with ongoing technical support. See more occupations related to this task.
  • Advise customers on product usage to improve production. See more occupations related to this task.
  • Study documentation or other information for new scientific or technical products. See more occupations related to this task.
  • Stock or distribute resources, such as samples or promotional or educational materials. See more occupations related to this task.
  • Attend sales or trade meetings or read related publications to obtain information about market conditions, business trends, environmental regulations, or industry developments. Green Task Statement See more occupations related to this task.
  • Sell service contracts for technical or scientific products. See more occupations related to this task.
  • Demonstrate the operation or use of technical or scientific products. See more occupations related to this task.
  • Provide feedback to product design teams so that products can be tailored to clients' needs. See more occupations related to this task.
  • Arrange for installation and testing of products or machinery. See more occupations related to this task.
  • Initiate sales campaigns to meet sales and production expectations. See more occupations related to this task.
  • Obtain building blueprints or specifications for use by engineering departments in bid preparations. See more occupations related to this task.
  • Verify accuracy of materials lists. See more occupations related to this task.
  • Verify customer credit ratings. See more occupations related to this task.
  • Appraise equipment to determine contract terms or trade-in values. See more occupations related to this task.
  • Consult with engineers regarding technical problems with products. See more occupations related to this task.
  • Sell technical and scientific products that are environmentally sound or designed for environmental remediation. Green Task Statement See more occupations related to this task.
  • Visit establishments, such as pharmacies, to determine product sales. See more occupations related to this task.

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Tools & Technology

Tools used in this occupation:

  • Notebook computers — Laptop computers See more occupations related to this tool.
  • Personal computers See more occupations related to this tool.
  • Personal digital assistant PDAs or organizers — Personal digital assistants PDA See more occupations related to this tool.
  • Tablet computers See more occupations related to this tool.

Technology used in this occupation:

  • Accounting software — Intuit QuickBooks software See more occupations related to this technology.
  • Calendar and scheduling software — Scheduling software See more occupations related to this technology.
  • Customer relationship management CRM software — ActionWare; NetSuite NetCRM; Sage ACT!; Sybase iAnywhere Sales Anywhere (see all 11 examples) See more occupations related to this technology.
  • Data base user interface and query software — Data entry software; Microsoft Access; Oracle DBMS See more occupations related to this technology.
  • Electronic mail software — IBM Lotus Notes; Microsoft Exchange; Microsoft Outlook See more occupations related to this technology.
  • Enterprise resource planning ERP software — Infor ERP SyteLine See more occupations related to this technology.
  • Internet browser software — Web browser software See more occupations related to this technology.
  • Office suite software — Microsoft Office software See more occupations related to this technology.
  • Presentation software — Microsoft PowerPoint See more occupations related to this technology.
  • Project management software — Khameleon Software Project Management Software See more occupations related to this technology.
  • Spreadsheet software — Microsoft Excel See more occupations related to this technology.
  • Word processing software — Microsoft Word See more occupations related to this technology.

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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. See more occupations related to this 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. See more occupations related to this knowledge.
  • English Language — Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar. See more occupations related to this knowledge.
  • 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. See more occupations related to this knowledge.
  • Mathematics — Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications. See more occupations related to this knowledge.
  • Production and Processing — Knowledge of raw materials, production processes, quality control, costs, and other techniques for maximizing the effective manufacture and distribution of goods. See more occupations related to this knowledge.
  • Computers and Electronics — Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming. See more occupations related to this knowledge.

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Skills

  • Persuasion — Persuading others to change their minds or behavior. See more occupations related to this skill.
  • Speaking — Talking to others to convey information effectively. See more occupations related to this skill.
  • 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. See more occupations related to this skill.
  • Negotiation — Bringing others together and trying to reconcile differences. See more occupations related to this skill.
  • Social Perceptiveness — Being aware of others' reactions and understanding why they react as they do. See more occupations related to this skill.
  • Reading Comprehension — Understanding written sentences and paragraphs in work related documents. See more occupations related to this skill.
  • Service Orientation — Actively looking for ways to help people. See more occupations related to this skill.
  • Coordination — Adjusting actions in relation to others' actions. See more occupations related to this skill.
  • Active Learning — Understanding the implications of new information for both current and future problem-solving and decision-making. See more occupations related to this skill.
  • Complex Problem Solving — Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions. See more occupations related to this skill.
  • Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems. See more occupations related to this skill.
  • Writing — Communicating effectively in writing as appropriate for the needs of the audience. See more occupations related to this skill.
  • Judgment and Decision Making — Considering the relative costs and benefits of potential actions to choose the most appropriate one. See more occupations related to this skill.
  • Monitoring — Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action. See more occupations related to this skill.
  • Time Management — Managing one's own time and the time of others. See more occupations related to this skill.

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Abilities

  • Oral Expression — The ability to communicate information and ideas in speaking so others will understand. See more occupations related to this ability.
  • Oral Comprehension — The ability to listen to and understand information and ideas presented through spoken words and sentences. See more occupations related to this ability.
  • Speech Clarity — The ability to speak clearly so others can understand you. See more occupations related to this ability.
  • Speech Recognition — The ability to identify and understand the speech of another person. See more occupations related to this ability.
  • Written Comprehension — The ability to read and understand information and ideas presented in writing. See more occupations related to this ability.
  • Written Expression — The ability to communicate information and ideas in writing so others will understand. See more occupations related to this ability.
  • Deductive Reasoning — The ability to apply general rules to specific problems to produce answers that make sense. See more occupations related to this ability.
  • Near Vision — The ability to see details at close range (within a few feet of the observer). See more occupations related to this ability.
  • Fluency of Ideas — The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity). See more occupations related to this ability.
  • Problem Sensitivity — The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem. See more occupations related to this ability.
  • Category Flexibility — The ability to generate or use different sets of rules for combining or grouping things in different ways. See more occupations related to this ability.
  • Inductive Reasoning — The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events). See more occupations related to this ability.
  • Information Ordering — The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations). See more occupations related to this ability.
  • Memorization — The ability to remember information such as words, numbers, pictures, and procedures. See more occupations related to this ability.
  • Originality — The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem. See more occupations related to this ability.

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Work Activities

  • Establishing and Maintaining Interpersonal Relationships — Developing constructive and cooperative working relationships with others, and maintaining them over time. See more occupations related to this activity.
  • Getting Information — Observing, receiving, and otherwise obtaining information from all relevant sources. See more occupations related to this activity.
  • Communicating with Supervisors, Peers, or Subordinates — Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person. See more occupations related to this activity.
  • Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish your work. See more occupations related to this activity.
  • 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. See more occupations related to this activity.
  • Selling or Influencing Others — Convincing others to buy merchandise/goods or to otherwise change their minds or actions. See more occupations related to this activity.
  • Resolving Conflicts and Negotiating with Others — Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others. See more occupations related to this activity.
  • Interacting With Computers — Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information. See more occupations related to this activity.
  • Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems. See more occupations related to this activity.

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Detailed Work Activities

  • Negotiate prices or other sales terms. See more occupations related to this activity.
  • Gather customer or product information to determine customer needs. See more occupations related to this activity.
  • Process sales or other transactions. See more occupations related to this activity.
  • Identify potential customers. See more occupations related to this activity.
  • Maintain records of sales or other business transactions. See more occupations related to this activity.
  • Develop content for sales presentations or other materials. See more occupations related to this activity.
  • Prepare sales or other contracts. See more occupations related to this activity.
  • Explain technical product or service information to customers. See more occupations related to this activity.
  • Answer customer questions about goods or services. See more occupations related to this activity.
  • Advise customers on the use of products or services. See more occupations related to this activity.
  • Prepare financial documents, reports, or budgets. See more occupations related to this activity.
  • Contact current or potential customers to promote products or services. See more occupations related to this activity.
  • Sell products or services. See more occupations related to this activity.
  • Deliver promotional presentations to current or prospective customers. See more occupations related to this activity.
  • Recommend products or services to customers. See more occupations related to this activity.
  • Maintain records of customer accounts. See more occupations related to this activity.
  • Arrange delivery of goods or services. See more occupations related to this activity.
  • Estimate costs or terms of sales. See more occupations related to this activity.
  • Demonstrate products to consumers. See more occupations related to this activity.
  • Distribute promotional literature or samples to customers. See more occupations related to this activity.
  • Explain financial information to customers. See more occupations related to this activity.
  • Verify customer credit information. See more occupations related to this activity.
  • Monitor market conditions or trends. See more occupations related to this activity.
  • Coordinate sales campaigns. See more occupations related to this activity.
  • Share sales-related or market information with colleagues. See more occupations related to this activity.
  • Monitor sales activities. See more occupations related to this activity.
  • Attend events to develop professional knowledge. See more occupations related to this activity.
  • Discuss design or technical features of products or services with technical personnel. See more occupations related to this activity.
  • Study product information to acquire professional knowledge. See more occupations related to this activity.
  • Stock products or parts. See more occupations related to this activity.

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Work Context

  • Electronic Mail — 100% responded “Every day.” See more occupations related to this work context.
  • Telephone — 100% responded “Every day.” See more occupations related to this work context.
  • Structured versus Unstructured Work — 73% responded “A lot of freedom.” See more occupations related to this work context.
  • Frequency of Decision Making — 83% responded “Every day.” See more occupations related to this work context.
  • Duration of Typical Work Week — 79% responded “More than 40 hours.” See more occupations related to this work context.
  • Contact With Others — 57% responded “Constant contact with others.” See more occupations related to this work context.
  • Face-to-Face Discussions — 76% responded “Every day.” See more occupations related to this work context.
  • Importance of Being Exact or Accurate — 49% responded “Extremely important.” See more occupations related to this work context.
  • Freedom to Make Decisions — 61% responded “A lot of freedom.” See more occupations related to this work context.
  • Work With Work Group or Team — 48% responded “Very important.” See more occupations related to this work context.
  • Impact of Decisions on Co-workers or Company Results — 50% responded “Important results.” See more occupations related to this work context.
  • Time Pressure — 49% responded “Once a week or more but not every day.” See more occupations related to this work context.
  • Coordinate or Lead Others — 40% responded “Important.” See more occupations related to this work context.
  • Deal With External Customers — 64% responded “Extremely important.” See more occupations related to this work context.
  • Indoors, Environmentally Controlled — 52% responded “Every day.” See more occupations related to this work context.
  • Level of Competition — 44% responded “Extremely competitive.” See more occupations related to this work context.
  • Letters and Memos — 42% responded “Every day.” See more occupations related to this work context.
  • In an Enclosed Vehicle or Equipment — 40% responded “Every day.” See more occupations related to this work context.
  • Frequency of Conflict Situations — 42% responded “Once a week or more but not every day.” See more occupations related to this work context.
  • Deal With Unpleasant or Angry People — 45% responded “Once a week or more but not every day.” See more occupations related to this work context.
  • Spend Time Sitting — 59% responded “More than half the time.” See more occupations related to this work context.

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Job Zone

Title Job Zone Four: Considerable Preparation Needed
Education Most of these occupations require a four-year bachelor's degree, but some do not.
Related Experience A considerable amount of work-related skill, knowledge, or experience is needed for these occupations. For example, an accountant must complete four years of college and work for several years in accounting to be considered qualified.
Job Training Employees in these occupations usually need several years of work-related experience, on-the-job training, and/or vocational training.
Job Zone Examples Many of these occupations involve coordinating, supervising, managing, or training others. Examples include accountants, sales managers, database administrators, teachers, chemists, art directors, and cost estimators.
SVP Range (7.0 to < 8.0)

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Education


Percentage of Respondents
Education Level Required
39   Bachelor's degree
30   Some college, no degree
14   High school diploma or equivalent Help

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Credentials

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Interests

Interest code: EC

  • 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. See more occupations related to this interest.
  • 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. See more occupations related to this interest.

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Work Styles

  • Integrity — Job requires being honest and ethical. See more occupations related to this work style.
  • Initiative — Job requires a willingness to take on responsibilities and challenges. See more occupations related to this work style.
  • Cooperation — Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude. See more occupations related to this work style.
  • Dependability — Job requires being reliable, responsible, and dependable, and fulfilling obligations. See more occupations related to this work style.
  • Persistence — Job requires persistence in the face of obstacles. See more occupations related to this work style.
  • Stress Tolerance — Job requires accepting criticism and dealing calmly and effectively with high stress situations. See more occupations related to this work style.
  • Achievement/Effort — Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks. See more occupations related to this work style.
  • Self Control — Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations. See more occupations related to this work style.
  • Adaptability/Flexibility — Job requires being open to change (positive or negative) and to considerable variety in the workplace. See more occupations related to this work style.
  • Independence — Job requires developing one's own ways of doing things, guiding oneself with little or no supervision, and depending on oneself to get things done. See more occupations related to this work style.
  • Attention to Detail — Job requires being careful about detail and thorough in completing work tasks. See more occupations related to this work style.
  • Innovation — Job requires creativity and alternative thinking to develop new ideas for and answers to work-related problems. See more occupations related to this work style.
  • Leadership — Job requires a willingness to lead, take charge, and offer opinions and direction. See more occupations related to this work style.
  • Analytical Thinking — Job requires analyzing information and using logic to address work-related issues and problems. See more occupations related to this work style.
  • Concern for Others — Job requires being sensitive to others' needs and feelings and being understanding and helpful on the job. See more occupations related to this work style.
  • Social Orientation — Job requires preferring to work with others rather than alone, and being personally connected with others on the job. See more occupations related to this work style.

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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. See more occupations related to this work value.
  • 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. See more occupations related to this work value.
  • 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. See more occupations related to this work value.

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Related Occupations

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Wages & Employment Trends

Median wages (2014) $36.13 hourly, $75,140 annual
State wages Local Salary Info
 
Employment (2012) 382,000 employees
Projected growth (2012-2022) Average (8% to 14%) Average (8% to 14%)
Projected job openings (2012-2022) 111,800
State trends Employment Trends
 
Top industries (2012)

Source: Bureau of Labor Statistics 2014 wage data external site and 2012-2022 employment projections external site. "Projected growth" represents the estimated change in total employment over the projections period (2012-2022). "Projected job openings" represent openings due to growth and replacement.

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Job Openings on the Web

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Sources of Additional Information

Disclaimer: Sources are listed to provide additional information on related jobs, specialties, and/or industries. Links to non-DOL Internet sites are provided for your convenience and do not constitute an endorsement.

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