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$50,939
Average Salary
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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.
EducationA 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.
TrainingMany 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 RegistrationsMany 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 ExperienceAlthough not required, sales experience can be helpful, particularly for nontechnical positions.
AdvancementFrequently, 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 QualitiesCustomer-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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Average Length of Employment
Top Careers Before Merchandising Representative
Top Careers After Merchandising Representative
Gender
Female
53.2%Male
45.2%Unknown
1.6%Ethnicity
White
79.2%Hispanic or Latino
11.8%Asian
6.8%Unknown
1.7%Black or African American
0.5%Languages Spoken
Spanish
49.0%French
10.2%Russian
8.2%Portuguese
4.1%Gujarati
4.1%Urdu
4.1%Hindi
4.1%Swedish
2.0%Belarusian
2.0%Chinese
2.0%German
2.0%Georgian
2.0%Ukrainian
2.0%Polish
2.0%Italian
2.0%Merchandising Representative
Unfortunately we don’t have enough data for this section.
Schools
University of Phoenix
13.3%University of Pittsburgh -
7.6%Ball State University
7.6%University of Florida
5.7%University of North Carolina at Greensboro
4.8%Northern Illinois University
4.8%University of Massachusetts Amherst
4.8%Kaplan University
4.8%Texas A&M University
4.8%Ohio University -
3.8%University of South Florida
3.8%Ferris State University
3.8%Southeastern Louisiana University
3.8%Ohio State University
3.8%University of Central Oklahoma
3.8%Nassau Community College
3.8%Florida State University
3.8%Georgia Perimeter College
3.8%Southern New Hampshire University
3.8%Washington State University
3.8%Majors
Degrees
Bachelors
40.5%Other
29.5%Associate
15.2%Masters
7.9%Certificate
4.7%Diploma
1.3%Doctorate
0.5%License
0.4%Merchandising Representative
Unfortunately we don’t have enough data for this section.
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US Merchandising Opportunities at Kellogg Company
Merchandiser Job Description
UK & Ireland - A Day in the Life of a Sales Executive