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Become A Senior Sales Representative

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Working As A Senior Sales Representative

  • 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 A Senior Sales Representative Do

A Senior Sales Representative ensures the presentation, promotion, and sale of the products/services of a company. They are also responsible for enhancing sales staff accomplishments and competence.

How To Become A Senior Sales 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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3,904 Senior Sales Representative jobs More

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Real Senior Sales Representative Salaries

Job Title Company Location Start Date Salary
SR Mgr, Trade Finnce Sales&Prdcts-Na Glbl Trnsctinl Bnknghead Lloyds Bank PLC New York, NY Aug 23, 2015 $257,500
Vice President, Senior Sales Carnegie, Inc. New York, NY May 13, 2015 $250,000
Vice President, Senior Sales Carnegie, Inc. New York, NY Oct 01, 2013 $214,032 -
$300,000
SR Mngr. for Intl. Sales & Mktng, Acsi (Operational Advisor) Thales Raytheon Systems LLC Fullerton, CA Jul 23, 2015 $181,438
Senior Dealer, FX Institutional Sales Commonwealth Bank of Australia New York, NY Sep 22, 2010 $180,000
Senior Dealer, FX Institutional Sales Commonwealth Bank of Australia New York, NY Sep 22, 2012 $180,000
Vice President, Senior Sales Carnegie, Inc. New York, NY Dec 15, 2010 $175,000 -
$300,000
Senior Principal: Offering Sales Cloud Computer Sciences Corporation Danville, CA Apr 14, 2014 $174,990
Senior Corporate Sales-Matfil Banco Bilbao Vizcaya Argentaria, S.A. New York, NY Sep 26, 2010 $165,668
Senior Sales and Consultant Relationship Manager AXA Real Estate Investment Managers Us LLC New York, NY Aug 01, 2015 $165,000
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Top Skills for A Senior Sales Representative

ProductKnowledgeTerritoryManagementCustomerServiceSalesGrowthSalesQuotaMarketShareGrowthSalesGoalsPrimaryCarePhysiciansPortfolioNeurologyHospitalsCardiologyNewSalesRepresentativesSpecialtyEndocrinologyNewAccountsCustomerSatisfactionCustomerBaseProductLineSalesPerformance

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Top Senior Sales Representative Skills

  1. Product Knowledge
  2. Territory Management
  3. Customer Service
You can check out examples of real life uses of top skills on resumes here:
  • Utilize product knowledge and selling skills to promote products and services ethically to targeted health care professionals.
  • Conducted district meeting and group workshops on innovative selling and territory management skills.
  • Maintain current client satisfaction through customer service and account management.
  • Achieved First Full Year Sales Growth >$4.8M.
  • Surpassed sales quota in first 6 months.

Top Senior Sales Representative Employers

What Kind Of Companies Hire a Senior Sales Representative

  1. Eli Lilly and Company
  2. Office Depot
  3. Office Max Inc
  4. Sports Authority Inc
  5. CarMax
  6. Verizon Wireless
  7. Comcast
  8. Office Depot OfficeMax
  9. Amgen
  10. Takeda Pharmaceutical
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