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Educational requirements vary, depending on the type of product sold. If the products are not scientific or technical, a high school diploma is generally enough for entry into the occupation. If the products are scientific or technical, sales representatives typically need at least a bachelor's degree.Education
A high school diploma is sufficient for many positions, primarily for selling nontechnical or scientific products. However, those selling scientific and technical products typically must have a bachelor's degree. Scientific and technical products include pharmaceuticals, medical instruments, and industrial equipment. A degree in a field related to the product sold, such as chemistry, biology, or engineering, is often required.
Many sales representatives attend seminars in sales techniques or take courses in marketing, economics, communication, or even a foreign language to improve their ability to make sales.Training
Many companies have formal training programs for beginning wholesale and manufacturing sales representatives that last up to 1 year. In some programs, trainees rotate among jobs in plants and offices to learn all phases of producing, installing, and distributing the product. In others, trainees receive formal technical instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.
New employees may be trained by going along with experienced workers on their sales calls. As they gain familiarity with the firm's products and clients, the new workers gain more responsibility until they eventually get their own territory.Licenses, Certifications, and Registrations
Many in this occupation have either the Certified Professional Manufacturers' Representative (CPMR) certification or the Certified Sales Professional (CSP) certification, both offered by the Manufacturers' Representatives Educational Research Foundation (MRERF). Certification typically involves completing formal technical training and passing an exam. In addition, the CPMR requires 10 hours of continuing education every year in order to maintain certification.Other Experience
Although not required, sales experience can be helpful, particularly for nontechnical positions.Advancement
Frequently, promotion takes the form of an assignment to a larger account or territory, where commissions are likely to be greater. 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. For more information on these positions, see the profile on sales managers.Important Qualities
Customer-service skills. Sales representatives must be able to listen to the customer’s needs and concerns before and after the sale.
Interpersonal skills. Sales representatives must be able to work well with many types of people. They must be able to build good relationships with clients and with other members of the sales team.
Self-confidence. Sales representatives must be confident and persuasive when making sales presentations. In addition, making a call to a potential customer who is not expecting to be contacted, or “cold calling,” requires confidence and composure.
Stamina. Sales representatives are often on their feet for long periods of time and may carry heavy sample products.
Average Length of Employment
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Hispanic or Latino10.5%
Black or African American0.6%
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University of Phoenix17.0%
Michigan State University7.7%
Arizona State University5.1%
West Virginia University4.9%
Florida State University4.9%
University of Alabama4.3%
Pennsylvania State University4.3%
University of Texas at Austin4.2%
New York University4.2%
University of Georgia4.2%
University of Kansas4.1%
Western Michigan University4.1%
University of Arizona3.9%
University of Iowa3.7%
University of Florida3.7%
Ball State University3.6%
San Diego State University3.6%
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|Job Title||Company||Location||Start Date||Salary|
|Account Executive||SG Americas Securities, LLC||New York, NY||Jan 26, 2015||$250,000|
|Account Executive||SG Americas Securities, LLC||New York, NY||Mar 29, 2016||$250,000|
|Account Executive-Reinsurance, Latin America & Caribbean||JLT Re (North America), Inc.||Miami, FL||Oct 01, 2015||$237,000|
|Account Executive (General Business-Strategic Accounts)||Salesforce.Com||San Francisco, CA||Feb 13, 2015||$225,000|
|Account Executive (General Business-Strategic Accounts)||Salesforce.Com, Inc.||Wake Forest, NC||Aug 15, 2015||$225,000|
|Account Executive (General Business-Strategic Accounts)||Salesforce.Com||San Francisco, CA||Sep 11, 2015||$225,000|
|Application Services Sales Executive||Accenture LLP||San Jose, CA||Jun 03, 2015||$215,000|
|Sales Director & Account Executive-BW and Standard Products||Comau LLC||Southfield, MI||Jun 16, 2016||$200,000 -
|Account Executive||Accenture LLP||Boston, MA||Dec 29, 2015||$175,000|
|Account Executive||Accenture LLP||Pittsburgh, PA||Dec 29, 2015||$175,000|
|Account Executive||Microsoft Corporation||San Francisco, CA||Apr 21, 2015||$170,200|
|Account Executive||Microsoft Corporation||San Francisco, CA||Apr 15, 2015||$170,200|
|Application Services Account Executive||Accenture LLP||Florham Park, NJ||Jan 12, 2015||$170,000|
|Account Executive||ESPN Sales & Marketing, Inc.||New York, NY||Sep 22, 2016||$168,100|
|Sales Executive||WC Food Lines, Inc.||Baltimore, MD||Sep 02, 2015||$85,010|
|Account Executive, Sales Planning||Ralph Lauren Corporation||New York, NY||Mar 09, 2016||$85,000|
|Sales Executive||Say Media, Inc.||New York, NY||Apr 17, 2015||$85,000 -
|Account Executive||Adroll, Inc.||New York, NY||Dec 09, 2016||$85,000|
|Account Executive||Burberry Limited||New York, NY||Aug 15, 2016||$85,000|
|Account Executive||Ulink Technology, Inc.||Santa Clara, CA||Mar 03, 2016||$84,573|
|Account Executive||Microsoft Corporation||Tampa, FL||Dec 29, 2015||$83,500|
|Account Executive (Operational Risk Analyst)||Atlas Insurance Management, LLC||Charlotte, NC||Sep 28, 2016||$83,200|
|Account Executive||Aptean, Inc.||Santa Monica, CA||Jan 10, 2016||$54,974 -
|Account Executive||Alison Mazzola Communications Inc.||New York, NY||Jan 05, 2016||$54,954|
|Bilingual Account Executive||Beauty Plus Trading Co., Inc.||Moonachie, NJ||May 13, 2016||$54,954|
|Financial Account Executive||New York Water Management Inc.||New York, NY||Sep 01, 2015||$54,763|
|Sales Executive||Hypertech Computers||Overland Park, KS||Sep 18, 2015||$54,683|
|Bilingual Account Executive||Beshe LLC.||Moonachie, NJ||Sep 24, 2015||$54,642|
|Account Executive||Oxeon LLC||New York, NY||Aug 23, 2015||$54,000|
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