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Become A Sales Support Representative

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Working As A Sales Support 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

What Does A Sales Support Representative 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 Support 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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Sales Support Representative jobs

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Sales Support Representative Career Paths

Sales Support Representative
Account Executive Territory Manager
Account Manager
5 Yearsyrs
Account Manager Account Executive Sales Manager
Director Of Sales
10 Yearsyrs
Sales Manager Director Of Sales
Director, Strategic Accounts
13 Yearsyrs
Inside Sales Representative Account Manager Account Executive
District Sales Manager
7 Yearsyrs
Finance Representative Branch Manager Regional Sales Manager
Eastern Regional Sales Manager
10 Yearsyrs
Retail Sales Consultant Sales Manager
General Manager
7 Yearsyrs
Specialist Recruiter Inside Sales Representative
Inside Account Manager
5 Yearsyrs
Sales Manager Service Representative Inside Sales Representative
Inside Sales Manager
7 Yearsyrs
Technical Support Representative Account Manager Regional Sales Manager
National Accounts Sales Manager
9 Yearsyrs
Account Manager Sales Manager Regional Sales Manager
National Sales Manager
10 Yearsyrs
Technical Support Representative Operations Manager Outside Sales Representative
Outside Sales Manager
6 Yearsyrs
Specialist Sales Specialist District Sales Manager
Regional Sales And Marketing Manager
8 Yearsyrs
Sales Consultant Territory Manager Regional Sales Manager
Regional Sales Director
10 Yearsyrs
Retail Sales Consultant Account Executive
Sales Manager
5 Yearsyrs
Account Executive Office Manager Account Manager
Senior Account Manager
7 Yearsyrs
Inside Sales Representative Outside Sales Representative Account Executive
Senior Sales Executive
9 Yearsyrs
Sales Consultant Senior Sales Representative Sales Manager
Senior Sales Manager
7 Yearsyrs
Project Manager Product Manager District Sales Manager
Senior Territory Manager
9 Yearsyrs
Project Manager General Manager Account Manager
Strategic Accounts Manager
9 Yearsyrs
Finance Representative Finance Advisor Account Manager
Territory Account Manager
8 Yearsyrs
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Average Length of Employment
Sales Coordinator 2.5 years
Sales Consultant 2.2 years
Representative 2.1 years
Sales Assistant 2.0 years
Sales Associate 1.6 years
Sales Internship 0.5 years
Top Employers Before
Cashier 6.7%
Internship 3.6%
Teller 2.4%
Manager 2.1%
Top Employers After
Specialist 2.6%
Manager 2.3%

Sales Support Representative Demographics

Gender

Female

62.7%

Male

35.4%

Unknown

1.9%
Ethnicity

White

77.5%

Hispanic or Latino

14.0%

Asian

6.5%

Unknown

1.4%

Black or African American

0.5%
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Languages Spoken

Spanish

66.7%

French

9.8%

Mandarin

2.9%

German

2.9%

Japanese

2.9%

Chinese

2.5%

Portuguese

2.0%

Italian

1.5%

Carrier

1.5%

Hindi

1.0%

Korean

1.0%

Tagalog

1.0%

Arabic

1.0%

Vietnamese

0.5%

Marathi

0.5%

Hungarian

0.5%

Ukrainian

0.5%

Turkish

0.5%

Filipino

0.5%

Cantonese

0.5%
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Sales Support Representative Education

Schools

University of Phoenix

23.7%

Strayer University

7.9%

University of South Florida

5.4%

Liberty University

5.4%

Southern New Hampshire University

5.0%

Brigham Young University

4.1%

Monroe Community College

4.1%

Utah Valley University

4.1%

Middle Tennessee State University

3.8%

Miami Dade College

3.8%

Ashford University

3.5%

Florida International University

3.5%

Anne Arundel Community College

3.5%

Saint Petersburg College

3.5%

University of Alabama

3.2%

Rochester Institute of Technology

3.2%

University of Central Florida

3.2%

Northern Illinois University

3.2%

Towson University

3.2%

Greenville Technical College

3.2%
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Majors

Business

35.3%

Marketing

8.3%

Communication

7.0%

Psychology

5.7%

Management

4.8%

Criminal Justice

3.8%

Accounting

3.8%

Liberal Arts

3.4%

General Studies

3.3%

English

3.2%

Finance

2.6%

Computer Information Systems

2.5%

Nursing

2.4%

Health Care Administration

2.3%

Political Science

2.2%

Human Resources Management

2.2%

Computer Science

2.0%

Information Technology

1.9%

Public Relations

1.7%

Education

1.6%
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Degrees

Bachelors

44.3%

Other

27.0%

Associate

13.4%

Masters

8.5%

Certificate

4.4%

Diploma

1.6%

License

0.5%

Doctorate

0.4%
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Part Time
Internship
Temporary

Real Sales Support Representative Salaries

Job Title Company Location Start Date Salary
Sales Support Representative-Engineering (Latin AM Flowserve U.S. Inc. Sulphur Springs, TX Sep 01, 2013 $86,139
Sales Support Representative-Engineering (Latin AM Flowserve U.S. Inc. Sulphur Springs, TX Sep 01, 2010 $69,290
Sales Support Representative II Apple Inc. Cupertino, CA Sep 20, 2010 $66,000
Service and Technical Sales Support Representative New York Imaging Service, Inc. Newburgh, NY Jan 01, 2011 $53,560
Technical Sales & Support Representative, Int'l SA Niels Jorgensen Company, Inc. Burgaw, NC Sep 03, 2013 $52,000
International Sales Support Representative Spudnik Equipment Company LLC Blackfoot, ID Jun 10, 2010 $44,000
Sales and Sales Support Representative Sekisui Voltek, LLC Coldwater, MI Apr 19, 2010 $43,500
Sales and Sales Support Representative Sekisui Voltek, LLC Coldwater, MI Apr 25, 2010 $43,500

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Top Skills for A Sales Support Representative

SalesSupportTAssistsSalesRepresentativesMonthlyInventoryAuditsInboundCallsInventoryManagementEnsureCustomerSatisfactionTechnicalSupportSalesFloorBankDepositsDataEntryBillPaymentsCustomerAccountsOrderEntrySalesGoalsInternalDepartmentsCustomerInquiriesProductKnowledgeCustomerServiceIssuesPhoneCalls

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Top Sales Support Representative Skills

  1. Sales Support
  2. T
  3. Assists Sales Representatives
You can check out examples of real life uses of top skills on resumes here:
  • Direct Sales Support to Account Executives for an assigned Sales Territory.
  • Greet customers and determine the reason for their visit placing them in queue for the sales staff.
  • Answered inbound calls and assists sales representatives.
  • Perform monthly inventory audits and reconcile discrepancies.
  • Received inbound calls from indirect dealers/retail agents.

Top Sales Support Representative Employers

Sales Support Representative Videos

Sample Call Tech Support

A Look Inside: Retail Careers | AT&T

Paylocity National Sales Support

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