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Become An Outside Sales

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Working As An Outside Sales

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • $60,820

    Average Salary

What Does An Outside Sales 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 An Outside Sales

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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Outside Sales jobs

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Outside Sales Career Paths

Outside Sales
Account Executive Territory Manager
Account Manager
5 Yearsyrs
Sales Manager Regional Sales Manager
Director Of Sales
10 Yearsyrs
Project Manager Product Manager Director Of Sales
Director Of Sales & Business Development
13 Yearsyrs
Sales Manager Operations Manager
General Manager
7 Yearsyrs
Outside Sales Representative Sales Manager
General Sales Manager
8 Yearsyrs
Territory Manager Sales Specialist Account Manager
Key Account Manager
7 Yearsyrs
Project Manager General Manager Account Manager
Major Account Manager
7 Yearsyrs
General Manager Account Manager
National Account Manager
8 Yearsyrs
Operations Manager Sales Consultant Regional Sales Manager
National Accounts Sales Manager
9 Yearsyrs
Account Executive Regional Sales Manager
National Sales Manager
10 Yearsyrs
Office Manager Operations Manager Outside Sales Representative
Outside Sales Manager
6 Yearsyrs
Sales Consultant Territory Manager District Sales Manager
Regional Business Manager
10 Yearsyrs
Territory Manager District Sales Manager Regional Sales Manager
Regional Sales Director
10 Yearsyrs
Account Manager Sales Manager
Regional Sales Manager
9 Yearsyrs
Account Manager Account Executive
Sales Manager
5 Yearsyrs
Branch Manager General Manager Account Executive
Senior Sales Executive
9 Yearsyrs
General Manager Sales Consultant Sales Manager
Senior Sales Manager
7 Yearsyrs
Operations Manager Branch Manager Account Manager
Territory Account Manager
8 Yearsyrs
Outside Sales Representative Account Executive
Territory Manager
7 Yearsyrs
Branch Manager Account Manager Sales Manager
Territory Sales Manager
7 Yearsyrs
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Average Length of Employment
Outside Sales 4.0 years
Sales Engineer 3.8 years
Advertising Sales 3.1 years
Sales Officer 3.0 years
Account Executive 2.9 years
Sales Contractor 2.8 years
Sales Professional 2.8 years
Sales Specialist 2.5 years
Sales Consultant 2.2 years
Hourly Sales Staff 2.2 years
Sales Agent 2.0 years
Sales Assistant 2.0 years
Sales Associate 1.6 years
Sales Trainee 1.0 years
Sales Internship 0.5 years
Top Employers Before
Owner 5.0%
Manager 4.7%
Top Employers After
Owner 6.3%
Manager 3.7%

Outside Sales Demographics

Gender

Male

74.5%

Female

24.1%

Unknown

1.4%
Ethnicity

White

83.8%

Hispanic or Latino

8.8%

Asian

5.6%

Unknown

1.3%

Black or African American

0.5%
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Languages Spoken

Spanish

65.7%

German

6.1%

French

5.6%

Japanese

4.5%

Italian

3.0%

Portuguese

2.5%

Dakota

1.5%

Carrier

1.5%

Polish

1.5%

Chinese

1.0%

Mandarin

1.0%

Greek

1.0%

Russian

1.0%

Thai

1.0%

Hebrew

0.5%

Icelandic

0.5%

Ukrainian

0.5%

Bosnian

0.5%

Cantonese

0.5%

Korean

0.5%
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Outside Sales Education

Schools

University of Phoenix

18.4%

University of Houston

5.7%

Auburn University

5.4%

University of Alabama

5.3%

Texas A&M University

4.8%

Sam Houston State University

4.6%

Texas Tech University

4.6%

Oklahoma State University

4.3%

Michigan State University

4.3%

Lamar University

4.2%

Ball State University

4.2%

University of Kansas

4.2%

University of Oregon

4.0%

Stephen F Austin State University

3.9%

University of Louisiana at Lafayette

3.9%

Purdue University

3.9%

Western Michigan University

3.7%

Weber State University

3.6%

Southeastern Louisiana University

3.6%

University of Utah

3.4%
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Majors

Business

38.7%

Marketing

9.1%

Management

6.1%

Communication

5.7%

Psychology

4.1%

Criminal Justice

3.7%

General Studies

3.5%

Education

3.4%

Accounting

3.2%

General Sales

3.1%

Political Science

2.6%

Finance

2.4%

General Education, Specific Areas

2.2%

Liberal Arts

2.1%

Electrical Engineering

2.0%

History

1.8%

English

1.8%

Computer Science

1.7%

Kinesiology

1.5%

Public Relations

1.5%
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Degrees

Bachelors

43.2%

Other

34.0%

Associate

11.0%

Masters

6.9%

Certificate

3.0%

Diploma

0.8%

License

0.6%

Doctorate

0.4%
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Top Skills for An Outside Sales

ProductKnowledgeLocalTerritoryCustomerServiceNewAccountsGeneralContractorsDeliveryColdCallsNewCustomerBasePartsSalesGoalsCustomerRelationsTradeShowsSafetyProductLinesCustomerSatisfactionDoorSalesPotentialCustomersNewSalesMonthlySalesNewClients

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Top Outside Sales Skills

  1. Product Knowledge
  2. Local Territory
  3. Customer Service
You can check out examples of real life uses of top skills on resumes here:
  • Shared product knowledge with customers while making personal recommendations.
  • Represent a local territory (15 mile radius) selling industrial and construction supplies business to business.
  • Provide exemplary customer service, territory management, client relations and credit qualifying practices.
  • Produced 4 new accounts in the top 10 of company sales, with one as the top customer for the company.
  • Worked closely with subcontractors, general contractors and architects in negotiating and selling materials quoted.

Top Outside Sales Employers

Outside Sales Videos

Lessons from the Road of Outside Sales

Day In The Life - Outside Sales Professional

Ideal Traits for Outside Sales Rep

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