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Become A Channel Sales Representative

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Working As A Channel Sales Representative

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • $55,730

    Average Salary

Example Of What A Channel Sales Representative does

  • Developed indirect sales channels: VARs, dealers, OEMs, system Integrators, and distributors.
  • Developed Annual Sales Forecast for Eastern Region.
  • Trained both distribution and reseller sales reps on strategic selling which aided in market share growth over 55%.
  • Managed multi-state territory of OR, WA, AK, ID, MT and Western Canada.
  • Enter data into a CRM while making 65+ calls per day.
  • Participate in territory planning and assist with the execution of business plans for key accounts.
  • Managed Western Canadian distribution partners Ingram Micro, Tech Data and Bell Micro.
  • Partner with both Netapp and partner reps in terms of creating future business opportunities.
  • Handle training and specialmarketing events like Pentium II Launch and PC WeekendMadness.
  • Created strategies that drove expansive revenue growth Key highlights.
  • Obtained new accounts target goal.
  • Designed and executed aggressive, individual reseller business development and marketing plans to increase HP supply sales.
  • Initiated and closed new $2M per year OEM server appliance contract.
  • Voted on by customers -Partner Program Award - Outstanding Customer Service - 2002.
  • Conduct product training sessions for in-store staff.
  • Provide sales support for channel sales.
  • Managed VAR Accounts and assisted in Trade-show presentations.
  • Account management for Intel product resellers over the southwest regions of the United States.
  • Covered bay area renewals with an annual quota of 1M.
  • Identified, recruited, and trained new VAR/reseller partners.

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How To Become A Channel Sales Representative

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.

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Channel Sales Representative jobs

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Channel Sales Representative Demographics

Gender

  • Male

    64.1%
  • Female

    34.6%
  • Unknown

    1.4%

Ethnicity

  • White

    81.1%
  • Hispanic or Latino

    8.8%
  • Asian

    6.6%
  • Unknown

    2.9%
  • Black or African American

    0.6%
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Languages Spoken

  • Spanish

    75.0%
  • Arabic

    12.5%
  • French

    12.5%

Channel Sales Representative

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Channel Sales Representative Education

Channel Sales Representative

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Top Skills for A Channel Sales Representative

ResellerPartnersBusinessRelationshipsMulti-StateTerritoryAnnualQuotaChannelSalesChannelPartnersVAROEMCustomerServiceMarketShareGrowthRepsDistributionPartnersAnnualSalesProductTrainingBusinessPlansBusinessDevelopmentAccountManagementCustomerSatisfactionIntegratorsPC

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Top Channel Sales Representative Skills

  1. Reseller Partners
  2. Business Relationships
  3. Multi-State Territory
You can check out examples of real life uses of top skills on resumes here:
  • Identified, recruited, and trained new VAR/reseller partners.
  • Managed multi-state territory of OR, WA, AK, ID, MT and Western Canada.
  • Covered bay area renewals with an annual quota of 1M.
  • Provide sales support for channel sales.
  • Trained Channel partners to successfully sell Compaq's solution.

Top Channel Sales Representative Employers

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