Sales Representatives, Wholesale and Manufacturing

Industry Basics: 

Sales representatives are part of the selling activity required in a wholesale or retail organization. Sales representatives may work for one or several wholesalers or manufacturers. They are instrumental in convincing a client, demonstrating the use of the product and discussing a cost benefit solution with the customers. They also hold the responsibility with regard to: projecting the image of the company, dealing with customers queries and responding to customer complaints.

Industry Outlook:

Jobs for sales representatives are expected to grow as fast the average for all industries till the year 2014. The growth in the number of jobs is largely due to the rise in number of products to be sold. Replacements and retirements will also contribute to the need of sales representatives. Sales representatives can also grow by starting their own independent agencies. Independent sales agencies undertake the selling activity for one or various manufacturers and they are paid according to sales generated.

Designation and Roles:

The designation could change from Sales representative to manufacturer’s agent or manufacturer’s representative. The roles and responsibilities include:

• Making  sales presentations
• Negotiating sales
• Demonstrating use
• Installing and training incase of technical products
• Meeting prospective clients
• Achieving sales objectives and targets
• Preparing reports
• Tracking competition

Skill or Education Required:

Experience is given a much priority in this field followed by achievement of sales targets. These are the true measures of the ability of a sales representative. Entry level jobs may or may not require a college degree but experience is given importance. Technical degree is required incase of technical products. Some other factors that are given importance in a job of a sales representative are: communication skills, presentation, personality and command over product related subjects.

On the job training is provided to familiarize with the product and the manufacturer of wholesaler. Sales representative can opt for training programs which are general or specific in nature.  Some known certified courses in this field are: Certified Professional Manufacturers’ Representative, the Certified Sales Professional, and the Certified National Pharmaceutical Representative.

Remuneration:

The average (median value) annual earnings of sales representatives, wholesale and manufacturing, without including technical and scientific products, was estimated to be: $45,400 including commission as of May 2004.

Conclusion:

• Sales representatives are part of the selling activity required in a wholesale or retail organization.
• Jobs for sales representatives are expected to grow as fast the average for all industries till the year 2014
• Experience is given a much priority in this field followed by achievement of sales targets.
• The average (median value) annual earnings of sales representatives was estimated to be: $45,400 including commission.