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
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Tasks
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Answer customers' questions about products, prices, availability, product uses, and credit terms.
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Recommend products to customers, based on customers' needs and interests.
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Estimate or quote prices, credit or contract terms, warranties, and delivery dates.
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Consult with clients after sales or contract signings to resolve problems and to provide ongoing support.
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Prepare sales contracts and order forms.
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Provide customers with product samples and catalogs.
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Monitor market conditions, product innovations, and competitors' products, prices, and sales.
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Perform administrative duties, such as preparing sales budgets and reports, keeping sales records, and filing expense account reports.
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Contact regular and prospective customers to demonstrate products, explain product features, and solicit orders.
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Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
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Negotiate with retail merchants to improve product exposure, such as shelf positioning and advertising.
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Check stock levels and reorder merchandise as necessary.
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Plan, assemble, and stock product displays in retail stores, or make recommendations to retailers regarding product displays, promotional programs, and advertising.
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Negotiate details of contracts and payments.
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Prepare drawings, estimates, and bids that meet specific customer needs.
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Obtain credit information about prospective customers.
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Forward orders to manufacturers.
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Arrange and direct delivery and installation of products and equipment.
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Technology Skills
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Access software — Citrix cloud computing software
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Accounting software — Fund accounting software; Intuit QuickBooks

; Sage 50 Accounting; Tax software
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Analytical or scientific software — IBM SPSS Statistics

; SAS
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Application server software — Oracle WebLogic Server
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Business intelligence and data analysis software — IBM Cognos Impromptu; Oracle Business Intelligence Enterprise Edition; Qlik Tech QlikView; Tableau
; 1 more
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Calendar and scheduling software — Computerized call calendars; Computerized time management systems
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Cloud-based data access and sharing software — Dropbox; Google Drive; Microsoft SharePoint

; Slack
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Computer aided design CAD software — Autodesk AutoCAD
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Customer relationship management CRM software — HEAT Software GoldMine; Oracle Eloqua; Sage SalesLogix; Salesforce software
; 21 more
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Data base management system software — Relational database management software
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Data base reporting software — SalesInSync
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Data base user interface and query software — Airtable; Blackboard software; Oracle Database

; Yardi software
; 4 more
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Data mining software — Google Analytics
-
Desktop communications software — Eko; Skype
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Desktop publishing software — Adobe InDesign

; Contract Central; Microsoft Publisher
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Development environment software — Eclipse IDE

; Microsoft Visual Basic
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Document management software — Adobe Acrobat
-
Electronic mail software — IBM Notes; Microsoft Exchange; Microsoft Outlook

; Mozilla Thunderbird
-
Enterprise application integration software — Extensible markup language XML
-
Enterprise resource planning ERP software — Microsoft Dynamics

; Oracle JD Edwards EnterpriseOne; Oracle PeopleSoft

; SAP software
; 6 more
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Enterprise system management software — IBM Power Systems software
-
Expert system software — MASterMind
-
Financial analysis software — Delphi Technology; Oracle E-Business Suite Financials
-
Geographic information system — ESRI ArcGIS software

; Geographic information system GIS software
-
Graphics or photo imaging software — Adobe Creative Cloud software

; Adobe Illustrator

; Adobe Photoshop

; SmugMug Flickr
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Information retrieval or search software — LexisNexis
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Instant messaging software — Blink; GroupMe
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Internet browser software — Microsoft Internet Explorer; Mozilla Firefox; SeaMonkey
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Internet protocol IP multimedia subsystem software — Voice over internet protocol VoIP system software
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Medical software — Epic Systems

; Healthcare common procedure coding system HCPCS; Medical condition coding software
-
Network conferencing software — LogMeIn GoToWebinar
-
Network security and virtual private network VPN equipment software — Virtual private networking VPN software
-
Object or component oriented development software — Apache Groovy
-
Office suite software — Microsoft Office software
-
Operating system software — Apple macOS

; Handheld computer device software; Microsoft Windows

; UNIX
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Presentation software — Apple Keynote; Google Slides; Microsoft PowerPoint
-
Process mapping and design software — Microsoft Visio
-
Project management software — Google Classroom; Microsoft Project

; Microsoft Teams

; Oracle Primavera Enterprise Project Portfolio Management
-
Sales and marketing software — Google Ads; HubSpot software

; Marketo Marketing Automation
-
Spreadsheet software — Microsoft Excel
-
Transaction security and virus protection software — McAfee; NortonLifeLock cybersecurity software
-
Video conferencing software — Cisco Webex

; Google Meet; LogMeIn GoToMeeting; Zoom
; 1 more
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Video creation and editing software — Screencastify; YouTube
-
Web page creation and editing software — Adobe Dreamweaver; Facebook

; LinkedIn; Social media sites
-
Web platform development software — Hypertext markup language HTML
-
Word processing software — 3M Post-it App; Google Docs

; Microsoft OneNote; Microsoft Word
; 1 more
Hot Technologies are requirements most frequently included across all employer job postings.
In Demand skills are frequently included in employer job postings for this occupation.
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Work Activities
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Selling or Influencing Others — Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
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Getting Information — Observing, receiving, and otherwise obtaining information from all relevant sources.
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Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems.
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Updating and Using Relevant Knowledge — Keeping up-to-date technically and applying new knowledge to your job.
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Establishing and Maintaining Interpersonal Relationships — Developing constructive and cooperative working relationships with others, and maintaining them over time.
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Communicating with Supervisors, Peers, or Subordinates — Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
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Identifying Objects, Actions, and Events — Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events.
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Working with Computers — Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
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Monitoring Processes, Materials, or Surroundings — Monitoring and reviewing information from materials, events, or the environment, to detect or assess problems.
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Operating Vehicles, Mechanized Devices, or Equipment — Running, maneuvering, navigating, or driving vehicles or mechanized equipment, such as forklifts, passenger vehicles, aircraft, or watercraft.
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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.
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Documenting/Recording Information — Entering, transcribing, recording, storing, or maintaining information in written or electronic/magnetic form.
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Thinking Creatively — Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.
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Performing for or Working Directly with the Public — Performing for people or dealing directly with the public. This includes serving customers in restaurants and stores, and receiving clients or guests.
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Processing Information — Compiling, coding, categorizing, calculating, tabulating, auditing, or verifying information or data.
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Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish your work.
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Resolving Conflicts and Negotiating with Others — Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.
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Performing General Physical Activities — Performing physical activities that require considerable use of your arms and legs and moving your whole body, such as climbing, lifting, balancing, walking, stooping, and handling materials.
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Performing Administrative Activities — Performing day-to-day administrative tasks such as maintaining information files and processing paperwork.
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Handling and Moving Objects — Using hands and arms in handling, installing, positioning, and moving materials, and manipulating things.
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Judging the Qualities of Objects, Services, or People — Assessing the value, importance, or quality of things or people.
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Scheduling Work and Activities — Scheduling events, programs, and activities, as well as the work of others.
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Evaluating Information to Determine Compliance with Standards — Using relevant information and individual judgment to determine whether events or processes comply with laws, regulations, or standards.
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Estimating the Quantifiable Characteristics of Products, Events, or Information — Estimating sizes, distances, and quantities; or determining time, costs, resources, or materials needed to perform a work activity.
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Detailed Work Activities
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Negotiate prices or other sales terms.
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Coordinate sales campaigns.
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Monitor inventories of products or materials.
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Purchase stocks of merchandise or supplies.
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Set up merchandise displays.
-
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Answer customer questions about goods or services.
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Estimate costs or terms of sales.
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Explain technical product or service information to customers.
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Recommend products or services to customers.
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Advise customers on the use of products or services.
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Distribute promotional literature or samples to customers.
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Prepare sales or other contracts.
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Monitor market conditions or trends.
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Study product information to acquire professional knowledge.
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Maintain records of sales or other business transactions.
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Prepare financial documents, reports, or budgets.
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Develop proposals for current or prospective customers.
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Prepare drawings or diagrams of products or services.
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Contact current or potential customers to promote products or services.
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Demonstrate products to consumers.
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Verify customer credit information.
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Order materials, supplies, or equipment.
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Send information, materials or documentation.
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Identify potential customers.
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Arrange delivery of goods or services.
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Work Context
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Contact With Others — 100% responded “Constant contact with others.”
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Telephone — 100% responded “Every day.”
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Deal With External Customers — 92% responded “Extremely important.”
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Work With Work Group or Team — 92% responded “Extremely important.”
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Electronic Mail — 80% responded “Every day.”
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Frequency of Decision Making — 89% responded “Every day.”
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Face-to-Face Discussions — 71% responded “Every day.”
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Indoors, Environmentally Controlled — 72% responded “Every day.”
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Structured versus Unstructured Work — 67% responded “A lot of freedom.”
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Freedom to Make Decisions
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Coordinate or Lead Others — 65% responded “Extremely important.”
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Duration of Typical Work Week — 66% responded “More than 40 hours.”
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Impact of Decisions on Co-workers or Company Results — 44% responded “Very important results.”
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In an Enclosed Vehicle or Equipment — 61% responded “Every day.”
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Level of Competition — 43% responded “Highly competitive.”
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Time Pressure — 45% responded “Once a week or more but not every day.”
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Importance of Being Exact or Accurate — 54% responded “Very important.”
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Deal With Unpleasant or Angry People — 45% responded “Once a month or more but not every week.”
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Importance of Repeating Same Tasks — 39% responded “Extremely important.”
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Letters and Memos — 64% responded “Once a week or more but not every day.”
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Spend Time Sitting — 39% responded “Less than half the time.”
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Frequency of Conflict Situations — 31% responded “Once a month or more but not every week.”
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Responsibility for Outcomes and Results — 36% responded “Limited responsibility.”
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Physical Proximity — 61% responded “Slightly close (e.g., shared office).”
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Exposed to Contaminants — 30% responded “Never.”
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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 real estate brokers, sales managers, database administrators, graphic designers, conservation scientists, art directors, and cost estimators.
- SVP Range
- (7.0 to < 8.0)
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Training & Credentials
- State training
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- Local training
-
- Certifications
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- State licenses
-
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Apprenticeship Opportunities
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Skills
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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.
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Speaking — Talking to others to convey information effectively.
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Negotiation — Bringing others together and trying to reconcile differences.
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Persuasion — Persuading others to change their minds or behavior.
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Social Perceptiveness — Being aware of others' reactions and understanding why they react as they do.
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Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.
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Reading Comprehension — Understanding written sentences and paragraphs in work-related documents.
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Writing — Communicating effectively in writing as appropriate for the needs of the audience.
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Active Learning — Understanding the implications of new information for both current and future problem-solving and decision-making.
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Complex Problem Solving — Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
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Coordination — Adjusting actions in relation to others' actions.
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Judgment and Decision Making — Considering the relative costs and benefits of potential actions to choose the most appropriate one.
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Monitoring — Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
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Service Orientation — Actively looking for ways to help people.
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Time Management — Managing one's own time and the time of others.
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Knowledge
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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.
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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.
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English Language — Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
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Mathematics — Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
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Transportation — Knowledge of principles and methods for moving people or goods by air, rail, sea, or road, including the relative costs and benefits.
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Computers and Electronics — Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
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Education
How much education does a new hire need to perform a job in this occupation? Respondents said:
- High school diploma or equivalent required for some jobsmore info
- Bachelor’s degree required for some jobs
- Some college, no degree required for some jobsmore info
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Abilities
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Oral Expression — The ability to communicate information and ideas in speaking so others will understand.
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Oral Comprehension — The ability to listen to and understand information and ideas presented through spoken words and sentences.
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Speech Clarity — The ability to speak clearly so others can understand you.
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Speech Recognition — The ability to identify and understand the speech of another person.
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Written Comprehension — The ability to read and understand information and ideas presented in writing.
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Written Expression — The ability to communicate information and ideas in writing so others will understand.
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Category Flexibility — The ability to generate or use different sets of rules for combining or grouping things in different ways.
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Deductive Reasoning — The ability to apply general rules to specific problems to produce answers that make sense.
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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).
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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).
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Near Vision — The ability to see details at close range (within a few feet of the observer).
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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 that there is a problem.
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Inductive Reasoning — The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
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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.
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Interests
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Enterprising — Work involves managing, negotiating, marketing, or selling, typically in a business setting, or leading or advising people in political and legal situations. Enterprising occupations are often associated with business initiatives, sales, marketing/advertising, finance, management/administration, professional advising, public speaking, politics, or law.
-
Conventional — Work involves following procedures and regulations to organize information or data, typically in a business setting. Conventional occupations are often associated with office work, accounting, mathematics/statistics, information technology, finance, or human resources.
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Work Values
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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.
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Independence — Occupations that satisfy this work value allow employees to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy.
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Work Styles
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Analytical Thinking — Job requires analyzing information and using logic to address work-related issues and problems.
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Dependability — Job requires being reliable, responsible, and dependable, and fulfilling obligations.
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Initiative — Job requires a willingness to take on responsibilities and challenges.
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Adaptability/Flexibility — Job requires being open to change (positive or negative) and to considerable variety in the workplace.
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Stress Tolerance — Job requires accepting criticism and dealing calmly and effectively with high-stress situations.
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Attention to Detail — Job requires being careful about detail and thorough in completing work tasks.
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Innovation — Job requires creativity and alternative thinking to develop new ideas for and answers to work-related problems.
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Integrity — Job requires being honest and ethical.
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Achievement/Effort — Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
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Self-Control — Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
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Cooperation — Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.
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Persistence — Job requires persistence in the face of obstacles.
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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.
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Leadership — Job requires a willingness to lead, take charge, and offer opinions and direction.
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Social Orientation — Job requires preferring to work with others rather than alone, and being personally connected with others on the job.
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Concern for Others — Job requires being sensitive to others' needs and feelings and being understanding and helpful on the job.
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Wages & Employment Trends
- Median wages (2023)
- $31.56 hourly, $65,630 annual
- State wages
-
- Local wages
-
- Employment (2023)
- 1,356,100 employees
- Projected growth (2023-2033)
-
Slower than average (1% to 2%)
- Projected job openings (2023-2033)
- 120,000
- State trends
-
- Top industries (2023)
-
Source: Bureau of Labor Statistics 2023 wage data
external site and 2023-2033 employment projections
external site.
“Projected growth” represents the estimated change in total employment over the projections period (2023-2033). “Projected job openings” represent openings due to growth and replacement.
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Job Openings on the Web
- State job openings
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- Local job openings
-
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Professional Associations
Disclaimer:
Sources are listed to provide additional information on related jobs, specialties, and/or industries.
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Actively assisted with the O*NET data collection, helping to identify occupational experts who can be surveyed about their work in the occupation.
View the list of Allies
National Associations
Accreditation, Certification, & Unions
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