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Become A Commercial Sales Associate

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Working As A Commercial Sales Associate

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • $63,000

    Average Salary

What Does A Commercial Sales Associate Do

Wholesale and manufacturing sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies, and other organizations. They contact customers, explain product features, answer any questions that their customers may have, and negotiate prices.

Duties

Wholesale and manufacturing sales representatives typically do the following:

  • Identify prospective customers by using business directories, following leads from existing clients, and attending trade shows and conferences
  • Contact new and existing customers to discuss their needs and explain how specific products and services can meet these needs
  • Help customers select products to meet customers' needs, product specifications, and regulations
  • Emphasize product features that will meet customers' needs and exhibit product capabilities and limitations
  • Answer customers' questions about prices, availability, and product uses
  • Negotiate prices and terms of sale and service agreements
  • Prepare sales contracts and submit orders for processing
  • Collaborate with colleagues to exchange information, such as selling strategies and marketing information
  • Follow up with customers to make sure they are satisfied with their purchases and to answer any questions or concerns

Wholesale and manufacturing sales representatives—sometimes called manufacturers’ representatives or manufacturers’ agents—generally work for manufacturers or wholesalers. Some work for a single organization, while others represent several companies and sell a range of products.

Rather than selling goods directly to consumers, wholesale and manufacturing sales representatives deal with businesses, government agencies, and other organizations. For more information about people who sell directly to consumers, see the profile on retail sales workers.

Some wholesale and manufacturing sales representatives deal with nonscientific products such as food, office supplies, and clothing. Other representatives specialize in technical and scientific products, ranging from agricultural and mechanical equipment to computer and pharmaceutical goods. For more information about people who specialize in sales of technical products and services, see the profile on sales engineers.

Wholesale and manufacturing sales representatives who lack expertise about a given product frequently team with a technical expert. In this arrangement, the technical expert—sometimes a sales engineer—attends the sales presentation to explain the product and answer questions or concerns. The sales representative makes the initial contact with customers, introduces the company's product, and obtains final agreement from the potential buyer.

By working with a technical expert, the representative is able to spend more time maintaining and soliciting accounts and less time needing to gain technical knowledge.

After the sale, representatives may make follow-up visits to ensure that equipment is functioning properly and may even help train customers' employees to operate and maintain new equipment.

Those selling consumer goods often suggest how and where merchandise should be displayed. When working with retailers, they may help arrange promotional programs, store displays, and advertising.

In addition to selling products, wholesale and manufacturing sales representatives analyze sales statistics, prepare reports, and handle administrative duties such as filing expense accounts, scheduling appointments, and making travel plans.

Staying up-to-date on new products and the changing needs of customers is important. Sales representatives accomplish this in a variety of ways, including attending trade shows at which new products and technologies are showcased. They attend conferences and conventions to meet other sales representatives and clients and to discuss new product developments. They also read about new and existing products and monitor the sales, prices, and products of their competitors.

The following are examples of types of wholesale and manufacturing sales representatives:

Inside sales representatives work mostly in offices while making sales. Frequently, they are responsible for getting new clients by “cold calling” various organizations, which means they call potential customers who are not expecting to be contacted in order to establish an initial contact. They also take incoming calls from customers who are interested in their product, and process paperwork to complete the sale.

Outside sales representatives spend much of their time traveling to and visiting with current clients and prospective buyers. During a sales call, they discuss the client's needs and suggest how they can meet those needs with merchandise or services. They may show samples or catalogs that describe items their company provides, and they may inform customers about prices, availability, and ways in which their products can save money and boost productivity. Because many sales representatives sell several complementary products made by different manufacturers, they may take a broad approach to their customers' businesses. For example, sales representatives may help install new equipment and train employees in its use.

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How To Become A Commercial Sales Associate

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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Commercial Sales Associate Career Paths

Commercial Sales Associate
Sales Consultant Account Executive Account Manager
Director, Inside Sales
6 Yearsyrs
Sales Consultant Account Executive
Manager, Account Executive
5 Yearsyrs
Sales Consultant Account Executive Regional Sales Manager
National Sales Director
11 Yearsyrs
Driver Consultant Account Manager
Major Account Manager
7 Yearsyrs
Driver Consultant Sales Manager
Branch Sales Manager
6 Yearsyrs
Driver Field Service Technician Account Manager
Territory Account Manager
7 Yearsyrs
Sales Specialist Store Manager District Sales Manager
Regional Business Manager
10 Yearsyrs
Sales Specialist Manager District Sales Manager
Market Development Manager
8 Yearsyrs
Sales Specialist Store Manager Territory Manager
Territory Business Manager
7 Yearsyrs
Outside Sales Business Developer Territory Manager
Sales Development Manager
8 Yearsyrs
Outside Sales Business Developer National Account Manager
Enterprise Account Manager
9 Yearsyrs
Outside Sales Sales Engineer Regional Accounts Manager
Corporate Account Manager
5 Yearsyrs
Technician Shop Foreman Parts Manager
Commercial Sales Manager
7 Yearsyrs
Estimator Customer Service Manager Inside Sales Manager
Inside Sales Account Manager
6 Yearsyrs
Estimator Sales Manager Sales Account Manager
Business Development Account Manager
7 Yearsyrs
Estimator General Manager Territory Sales Manager
Commercial Account Manager
8 Yearsyrs
Inside Sales Representative Territory Sales Representative Key Account Manager
Account Development Manager
6 Yearsyrs
Inside Sales Representative Product Specialist Solution Specialist
Business Account Manager
6 Yearsyrs
Inside Sales Representative Business Development Specialist Inside Sales Manager
Outside Sales Manager
6 Yearsyrs
Service Technician Equipment Operator Field Specialist
Lead Generator
5 Yearsyrs
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Do you work as a Commercial Sales Associate?

Help others decide if this is a good career for them

Average Length of Employment
Sales Professional 2.7 years
Sales Specialist 2.5 years
Hourly Sales Staff 2.1 years
Sales Trainee 1.1 years
Sales Internship 0.5 years
Top Careers Before Commercial Sales Associate
Cashier 6.8%
Associate 5.1%
Manager 4.8%
Owner 4.6%
Internship 4.0%
Law Clerk 3.6%
Top Careers After Commercial Sales Associate
Owner 6.7%
Cashier 5.7%
Manager 4.9%
Associate 4.2%
Driver 3.1%

Do you work as a Commercial Sales Associate?

Average Yearly Salary
$63,000
View Detailed Salary Report
$36,000
Min 10%
$63,000
Median 50%
$63,000
Median 50%
$63,000
Median 50%
$63,000
Median 50%
$63,000
Median 50%
$63,000
Median 50%
$63,000
Median 50%
$107,000
Max 90%
Best Paying Company
McCarter & English
Highest Paying City
Sacramento, CA
Highest Paying State
Rhode Island
Avg Experience Level
2.9 years
How much does a Commercial Sales Associate make at top companies?
The national average salary for a Commercial Sales Associate in the United States is $63,175 per year or $30 per hour. Those in the bottom 10 percent make under $37,000 a year, and the top 10 percent make over $107,000.

How Would You Rate The Salary Of a Commercial Sales Associate?

Have you worked as a Commercial Sales Associate? Help other job seekers by rating your experience as a Commercial Sales Associate.

Top Skills for A Commercial Sales Associate

  1. Customer Service
  2. Contract Disputes
  3. Financial Statements
You can check out examples of real life uses of top skills on resumes here:
  • Recognized for high-quality work, supreme organizational strengths, exceptional customer service delivery, and exceptional problem solving abilities.
  • Conducted advisory research for high-profile city sanitation contract disputes.
  • Analyze financial statements and tax returns, be involved in lease negotiations, and be primary contact for designated customers.
  • Certificate in commercial and investment real estate
  • Recruited new accounts and developed working relationships with both national and local businesses.

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Average Salary:

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Top 10 Best States for Commercial Sales Associates

  1. Rhode Island
  2. South Dakota
  3. Michigan
  4. North Dakota
  5. New Jersey
  6. Pennsylvania
  7. New Hampshire
  8. Massachusetts
  9. Connecticut
  10. Washington
  • (272 jobs)
  • (262 jobs)
  • (1,955 jobs)
  • (294 jobs)
  • (2,392 jobs)
  • (3,404 jobs)
  • (538 jobs)
  • (1,947 jobs)
  • (895 jobs)
  • (2,532 jobs)

Commercial Sales Associate Resume Examples And Tips

The average resume reviewer spends between 5 to 7 seconds looking at a single resume, which leaves the average job applier with roughly six seconds to make a killer first impression. Thanks to this, a single typo or error on your resume can disqualify you right out of the gate. At Zippia, we went through over 2,789 Commercial Sales Associate resumes and compiled some information about how best to optimize them. Here are some suggestions based on what we found, divided by the individual sections of the resume itself.

Learn How To Create A Top Notch Commercial Sales Associate Resume

View Resume Examples

Commercial Sales Associate Demographics

Gender

Male

64.6%

Female

27.3%

Unknown

8.1%
Ethnicity

White

62.6%

Hispanic or Latino

15.0%

Black or African American

12.0%

Asian

7.0%

Unknown

3.4%
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Foreign Languages Spoken

Spanish

60.8%

Russian

7.6%

French

6.3%

German

3.8%

Portuguese

2.5%

Chinese

2.5%

Mandarin

2.5%

Ukrainian

1.3%

Czech

1.3%

Romanian

1.3%

Japanese

1.3%

Lakota

1.3%

Carrier

1.3%

Hindi

1.3%

Cantonese

1.3%

Urdu

1.3%

Korean

1.3%

Italian

1.3%
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Commercial Sales Associate Education

Schools

University of Phoenix

14.1%

Case Western Reserve University

7.9%

Arizona State University

5.8%

New York Law School

5.2%

New York University

4.7%

Temple University

4.7%

Texas State University

4.7%

University of Houston

4.7%

Villanova University

4.2%

Universal Technical Institute

4.2%

University of Pennsylvania

4.2%

Fordham University

4.2%

Florida International University

4.2%

Purdue University

4.2%

Liberty University

4.2%

University of Arizona

4.2%

Auburn University

3.7%

Georgetown University

3.7%

University of Florida

3.7%

University of Washington

3.7%
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Majors

Business

30.5%

Law

11.3%

Finance

6.7%

Criminal Justice

5.2%

Marketing

5.2%

Accounting

4.2%

General Studies

3.6%

Communication

3.6%

Management

3.5%

Education

3.3%

Real Estate

3.2%

Automotive Technology

3.1%

Economics

2.7%

Psychology

2.5%

Political Science

2.5%

Health Care Administration

2.2%

Computer Science

1.9%

Legal Research And Advanced Professional Studies

1.8%

Kinesiology

1.5%

Liberal Arts

1.5%
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Degrees

Bachelors

34.6%

Other

26.8%

Associate

12.0%

Masters

11.9%

Doctorate

8.4%

Certificate

4.3%

Diploma

1.1%

License

0.9%
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