FIND PERSONALIZED JOBS
Sign up to Zippia and discover your career options with your personalized career search.
×
FIND
PERSONALIZED JOBS

CONTENT HAS
BEEN UNLOCKED
Close this window to view unlocked content
or
find interesting jobs in

Log In

Log In to Save

Sign Up to Save

Sign Up to Dismiss

Sign Up

SIGN UP TO UNLOCK CONTENT

or

The email and password you specified are invalid. Please, try again.

Email and password are mandatory

Forgot Password?

Don't have an account? Sign Up

reset password

Enter your email address and we will send you a link to reset your password.

Back to Log In

Log In

Log In to Save

Sign Up to Save

Sign Up to Dismiss

Sign up to save the job and get personalized job recommendations.

Sign up to dismiss the job and get personalized job recommendations.

or

The email and password you specified are invalid. Please, try again.

Email and password are mandatory

Already have an account? Log in

reset password

Enter your email address and we will send you a link to reset your password.

Back to Log In

Company Saved

Answer a few questions and view jobs at that match your preferences.

Where do you want to work?

Job Saved

See your Saved Jobs now

or

find more interesting jobs in

Job Dismissed

Find better matching jobs in

Become A Specialty Sales Representative

Where do you want to work?

To get started, tell us where you'd like to work.
Sorry, we can't find that. Please try a different city or state.

Working As A Specialty Sales Representative

  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • Organizing, Planning, and Prioritizing Work
  • Communicating with Persons Outside Organization
  • Make Decisions

  • $83,766

    Average Salary

What Does A Specialty Sales 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.

Show More

Show Less

How To Become A Specialty 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.

Show More

Show Less

Do you work as a Specialty Sales Representative?

Specialty Sales Representative Jobs

NO RESULTS

Aw snap, no jobs found.

Add To My Jobs

Specialty Sales Representative Career Paths

Specialty Sales Representative
Territory Sales Manager Specialty Representative
Area Business Manager
10 Yearsyrs
Sales Specialist Regional Sales Manager Director Of Sales
Area Sales Director
11 Yearsyrs
Clinical Business Manager
8 Yearsyrs
Sales Trainer Sales Manager/Sales Trainer
Director Of Sales Training
9 Yearsyrs
Specialty Representative Territory Manager Sales Trainer
District Business Manager
9 Yearsyrs
Territory Manager Account Manager Regional Sales Manager
Division Sales Manager
8 Yearsyrs
Senior Account Executive Pharmaceutical Sales Representative Sales Trainer
Divisional Sales Manager
6 Yearsyrs
Sales Consultant Sales Professional Specialty Representative
Hospital Account Manager
10 Yearsyrs
Sales Specialist Sales Manager Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Sales Trainer District Business Manager
Regional Business Director
12 Yearsyrs
Territory Manager District Sales Manager
Regional Business Manager
10 Yearsyrs
District Sales Manager Operations Manager Territory Manager
Regional Territory Manager
9 Yearsyrs
Senior Sales Representative Sales Manager District Manager
Senior District Manager
8 Yearsyrs
Account Manager Account Executive Senior Account Executive
Senior Executive Account Manager
6 Yearsyrs
Sales Consultant Territory Manager Territory Business Manager
Senior Territory Business Manager
9 Yearsyrs
Senior Sales Representative Account Executive Territory Manager
Senior Territory Manager
8 Yearsyrs
Account Manager Sales Consultant Territory Sales Manager
Senior Territory Sales Manager
8 Yearsyrs
District Sales Manager General Manager Territory Manager
Territory Business Manager
7 Yearsyrs
Show More

Do you work as a Specialty Sales Representative?

Help others decide if this is a good career for them

Average Length of Employment
Top Employers Before
Top Employers After
Specialist 1.9%
Consultant 1.9%

Do you work as a Specialty Sales Representative?

Specialty Sales Representative Demographics

Gender

Female

49.8%

Male

48.9%

Unknown

1.3%
Ethnicity

White

64.7%

Hispanic or Latino

13.1%

Black or African American

11.9%

Asian

6.8%

Unknown

3.4%
Show More
Foreign Languages Spoken

Spanish

57.0%

French

12.9%

Italian

4.3%

Portuguese

3.2%

German

3.2%

Russian

3.2%

Japanese

2.2%

Greek

2.2%

Arabic

2.2%

Hindi

1.1%

Polish

1.1%

Marathi

1.1%

Georgian

1.1%

Dutch

1.1%

Persian

1.1%

Ukrainian

1.1%

Korean

1.1%

Thai

1.1%
Show More

Specialty Sales Representative Education

Schools

University of Phoenix

12.0%

Michigan State University

7.2%

Florida State University

6.9%

West Virginia University

6.6%

Ball State University

6.0%

Pennsylvania State University

5.7%

Ohio State University

4.8%

University of Pittsburgh -

4.8%

Saint Joseph's University

4.5%

University of Arizona

4.5%

Florida International University

4.2%

Auburn University

3.9%

Temple University

3.9%

University of Georgia

3.9%

Western Michigan University

3.9%

University of Alabama

3.6%

Arizona State University

3.6%

Webster University

3.3%

East Tennessee State University

3.3%

Central Michigan University

3.3%
Show More
Majors

Business

30.7%

Marketing

14.8%

Communication

8.4%

Psychology

7.0%

Management

5.3%

Biology

4.9%

Nursing

3.1%

Education

2.8%

Political Science

2.8%

Kinesiology

2.7%

Finance

2.5%

Public Relations

2.3%

English

1.8%

Sociology

1.8%

Health Care Administration

1.7%

Liberal Arts

1.7%

Health Education

1.6%

Human Resources Management

1.5%

Journalism

1.4%

Health Sciences And Services

1.3%
Show More
Degrees

Bachelors

70.3%

Masters

19.4%

Other

6.6%

Associate

1.8%

Certificate

1.2%

Doctorate

0.5%

License

0.1%

Diploma

0.1%
Show More

Job type you want
Full Time
Part Time
Internship
Temporary

How Would You Rate The Salary Of a Specialty Sales Representative?

Have you worked as a Specialty Sales Representative? Help other job seekers by rating your experience as a Specialty Sales Representative.

Top Skills for A Specialty Sales Representative

Show More

  1. Territory
  2. Product Knowledge
  3. Market Share
You can check out examples of real life uses of top skills on resumes here:
  • Developed and understand their market territory through cold-calling and utilizing existing relationships.
  • Utilized marketing materials and new, approved clinical studies/articles to deliver competitive product knowledge for effective sales presentations to increase scripts
  • Monitored market share trends, identified areas for improvement, and collaborated with district and regional managers to implement developmental programs.
  • Presented products to treat psychiatric disorders through client consultations and coordination of educational programs targeted to the psychiatry and neurology community.
  • Analyze sales and revenue growth through monthly profit and loss statements.

How Would You Rate Working As a Specialty Sales Representative?

Are you working as a Specialty Sales Representative? Help us rate Specialty Sales Representative as a Career.

Top Specialty Sales Representative Employers

Jobs From Top Specialty Sales Representative Employers

Related to your recently viewed content