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Become A Sales Professional

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Working As A Sales Professional

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • $100,326

    Average Salary

What Does A Sales Professional 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 Sales Professional

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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Sales Professional Jobs

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Sales Professional Career Paths

Sales Professional
Account Manager Operations Manager Branch Manager
Branch Sales Manager
6 Yearsyrs
Internet Sales Manager Sales Manager Territory Sales Manager
Commercial Account Manager
8 Yearsyrs
Account Manager Account Executive Sales Manager
Corporate Sales Manager
6 Yearsyrs
Regional Sales Manager National Account Manager
Enterprise Account Manager
9 Yearsyrs
Specialist Customer Care Representative Inside Sales Representative
Inside Sales Account Manager
6 Yearsyrs
Specialist Service Manager Outside Sales Representative
Inside Sales Manager
7 Yearsyrs
District Sales Manager General Manager Account Manager
Major Account Manager
7 Yearsyrs
Senior Sales Representative Account Manager Product Manager
Market Development Manager
8 Yearsyrs
Sales Specialist Operations Manager Outside Sales Representative
Outside Sales Manager
6 Yearsyrs
Sales Specialist District Sales Manager
Regional Business Manager
10 Yearsyrs
Senior Sales Representative Account Executive Regional Sales Manager
Regional Sales And Marketing Manager
8 Yearsyrs
Territory Sales Manager Sales Account Manager Territory Manager
Sales Development Manager
8 Yearsyrs
District Manager Loan Officer Outside Sales Representative
Sales Representative And Account Manager
5 Yearsyrs
Service Advisor Production Manager Processing Manager
Sales Support Manager
6 Yearsyrs
Sales Manager General Manager Account Executive
Senior Sales Executive
8 Yearsyrs
Account Executive Sales Manager
Senior Sales Manager
7 Yearsyrs
Sales Manager Branch Manager Territory Manager
Senior Territory Manager
8 Yearsyrs
Account Executive Territory Manager Account Manager
Strategic Accounts Manager
9 Yearsyrs
District Sales Manager Sales And Operations Manager Account Manager
Territory Account Manager
8 Yearsyrs
Regional Sales Manager Manufacturer's Representative Territory Manager
Territory Business Manager
7 Yearsyrs
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Do you work as a Sales Professional?

Help others decide if this is a good career for them

Average Length of Employment
Sales Professional 3.0 years
Sales Contractor 2.9 years
Sales Specialist 2.5 years
Sales Consultant 2.2 years
Sales Trainee 1.0 years
Sales Internship 0.5 years
Top Employers Before
Manager 4.2%
Cashier 3.6%
Internship 3.4%
Owner 2.6%
Server 2.5%
Top Employers After
Manager 3.9%
Owner 3.1%
Specialist 2.6%

Do you work as a Sales Professional?

Sales Professional Demographics

Gender

Male

61.2%

Female

37.0%

Unknown

1.7%
Ethnicity

White

62.4%

Hispanic or Latino

15.7%

Black or African American

11.4%

Asian

6.8%

Unknown

3.8%
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Foreign Languages Spoken

Spanish

58.5%

French

8.1%

Portuguese

5.3%

Italian

3.8%

Arabic

3.6%

German

3.3%

Chinese

3.1%

Mandarin

2.3%

Korean

1.8%

Cantonese

1.8%

Russian

1.3%

Japanese

1.3%

Polish

1.3%

Hindi

0.8%

Vietnamese

0.8%

Carrier

0.8%

Hebrew

0.8%

Turkish

0.5%

Hungarian

0.5%

Ukrainian

0.5%
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Sales Professional Education

Schools

University of Phoenix

19.6%

Fashion Institute of Technology

6.1%

University of Central Florida

5.2%

Texas Tech University

5.2%

University of Alabama

5.0%

Michigan State University

4.5%

Texas A&M University

4.5%

West Virginia University

4.5%

Florida State University

4.4%

Pennsylvania State University

4.2%

Florida International University

4.1%

University of Arizona

3.9%

Liberty University

3.8%

University of Texas at Austin

3.8%

University of Georgia

3.6%

Texas State University

3.6%

Georgia State University

3.6%

University of Florida

3.4%

Southern New Hampshire University

3.4%

Arizona State University

3.4%
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Majors

Business

33.7%

Marketing

10.2%

Communication

6.9%

Management

6.0%

Psychology

5.6%

Criminal Justice

4.0%

Finance

3.6%

General Studies

2.9%

Political Science

2.9%

Accounting

2.7%

Biology

2.6%

Education

2.5%

Kinesiology

2.4%

General Sales

2.2%

Public Relations

2.1%

Graphic Design

2.1%

Liberal Arts

2.0%

Specialized Sales And Merchandising

1.9%

Nursing

1.9%

English

1.8%
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Degrees

Bachelors

48.5%

Other

25.6%

Masters

10.9%

Associate

10.0%

Certificate

2.9%

Diploma

0.7%

License

0.7%

Doctorate

0.7%
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Part Time
Internship
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Real Sales Professional Salaries

Job Title Company Location Start Date Salary
Solution Sales Professional, Pdw-Epg Core Account Coverage or Other Microsoft Corporation Iselin, NJ Mar 02, 2016 $130,000 -
$150,000
PDW Solution Sales Professional Microsoft Corporation Reston, VA Jan 20, 2014 $130,000
Solution Sales Professional Microsoft Corporation San Francisco, CA Aug 13, 2015 $120,000
Solution Sales Professional Digital Marketing Plat Microsoft Corporation New York, NY Jan 17, 2011 $119,520
Scientific Support & Technical Sales Professional Select-Arc, Inc. Fort Loramie, OH Sep 22, 2011 $108,000
Solution Sales Professional Microsoft Corporation Edina, MN Aug 19, 2015 $107,000
Solution Sales Professional Microsoft Corporation Irvine, CA Aug 24, 2015 $107,000
Solution Sales Professional Microsoft Corporation Chicago, IL Aug 06, 2015 $107,000
Solution Sales Professional Microsoft Corporation Bellevue, WA Aug 16, 2015 $107,000
Solution Sales Professional Microsoft Corporation Edina, MN Aug 05, 2015 $107,000
Solution Sales Professional Microsoft Corporation Chicago, IL Jul 24, 2013 $105,000
Solution Sales Professional Microsoft Corporation Chicago, IL Aug 01, 2013 $105,000
Solution Sales Professional Microsoft Corporation Redmond, WA Jul 08, 2013 $105,000
Solution Sales Professional Microsoft Corporation Overland Park, KS Aug 05, 2015 $100,000
Solution Sales Professional Microsoft Corporation Charlotte, NC Aug 05, 2014 $100,000
Solution Sales Professional Microsoft Corporation Houston, TX Jun 29, 2016 $100,000
Technical Sales Professional IBM Corporation Coppell, TX Aug 14, 2015 $99,564 -
$154,546
MS Online Solution Sales Professional Microsoft Corporation Alpharetta, GA Dec 18, 2009 $90,003
Sales Professional Igate Technologies, Inc. Bridgewater, NJ Apr 22, 2016 $88,504
Sales Professional Igate Technologies, Inc. Bridgewater, NJ Apr 27, 2016 $88,504
Sales Professional Igate Technologies, Inc. Bridgewater, NJ Nov 25, 2015 $87,922
Sales Professional Igate Technologies, Inc. Bridgewater, NJ Feb 12, 2015 $87,922
Sales Professional Igate Technologies, Inc. Bridgewater, NJ Jul 12, 2015 $87,922
Sales Professional Igate Technologies, Inc. Bridgewater, NJ Aug 12, 2015 $87,922
Sales Professional Igate Technologies, Inc. Bridgewater, NJ Oct 12, 2015 $87,922
Sales Professional Igate Technologies, Inc. Bridgewater, NJ Dec 16, 2015 $87,922
Sales Professional Igate Technologies, Inc. Bridgewater, NJ Dec 17, 2015 $87,922
Sales Professional Igate Technologies, Inc. Bridgewater, NJ Nov 02, 2016 $87,922

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Top Skills for A Sales Professional

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  1. Product Knowledge
  2. Customer Service
  3. Territory
You can check out examples of real life uses of top skills on resumes here:
  • Shared product knowledge with customers while making personal recommendations.
  • Provided superior customer service to persons with a variety of cultural, educational and occupational and economic backgrounds.
  • Developed relationships with key opinion leaders within territory to utilize their knowledge at educational programs.
  • Promoted to an Aesthetic Sales Consultant as a result of consistently achieving sales goals and demonstrating core competencies.
  • Provided in-depth analysis and constructed customized compliance programs for new clients.

How Would You Rate Working As a Sales Professional?

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Average Salary:

Top 10 Best States for Sales Professionals

  1. Rhode Island
  2. South Dakota
  3. Minnesota
  4. New Hampshire
  5. Michigan
  6. New Jersey
  7. North Dakota
  8. Colorado
  9. Pennsylvania
  10. Massachusetts
  • (440 jobs)
  • (428 jobs)
  • (2,589 jobs)
  • (754 jobs)
  • (2,768 jobs)
  • (3,335 jobs)
  • (483 jobs)
  • (2,526 jobs)
  • (4,648 jobs)
  • (2,767 jobs)

Top Sales Professional Employers

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