Where do you want to work?
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.
|Job Title||Company||Location||Start Date||Salary|
|Technical Sales Representative||Fairchild Semiconductor International, Inc.||Sunnyvale, CA||Nov 10, 2016||$152,550|
|Technical Sales Representative||Fairchild Semiconductor International, Inc.||San Jose, CA||Nov 20, 2014||$141,750|
|Technical Sales Representative||Cytec Industries Inc.||Woodland Park, NJ||May 03, 2013||$121,262|
|Technical Sales Representative (Product Marketing||Google Inc.||New York, NY||Aug 24, 2011||$115,000|
|Lead Technical Sales Representative||Celplan Technologies, Inc.||Apopka, FL||Apr 01, 2015||$105,414 -
|Watson Analytics Digital Technical Sales Representative||IBM Corporation||Littleton, MA||Jul 29, 2016||$105,315|
|Technical Sales Representative||Cytec Industries Inc.||Tempe, AZ||Jul 24, 2014||$104,925|
|Technical Sales Representative||Cytec Industries Inc.||Chandler, AZ||Jul 24, 2014||$104,925|
|Technical Sales Representative||The Alpha Corporation of Tennessee||Perris, CA||Sep 09, 2015||$103,979|
|Senior Technical Sales Representative||Enventure Global Technology L.L.C.||Houston, TX||Sep 19, 2012||$100,672 -
|Lead Technical Sales Representative||Celplan Technologies, Inc.||Apopka, FL||Jan 23, 2013||$100,000 -
|Technical Sales Representative||AOC, LLC||Temecula, CA||Feb 02, 2014||$100,000|
|Technical Sales Representative||AOC, LLC||Perris, CA||Feb 01, 2011||$100,000|
|Technical Sales Representative||Rhein Chemie Corporation||Chardon, OH||Nov 01, 2011||$93,978|
|Technical Sales Representative||Phibro Animal Health Corporation||Teaneck, NJ||Oct 01, 2013||$80,000|
|Technical Sales Representative||Kerry Inc.||Beloit, WI||Oct 01, 2012||$80,000|
|Corporate Engineering and Technology Sales Representative||Elsevier Inc.||New York, NY||Jul 18, 2016||$79,950 -
|Technical Sales Representative||Kerry Inc.||Seattle, WA||May 29, 2014||$79,750|
|Field Technical Sales Representative, Midwest Regi||DAKO North America, Inc.||Middleburg Heights, OH||Jul 22, 2013||$79,410|
|Technical Sales Representative||Elementar Americas, Inc.||NJ||Aug 27, 2015||$77,500|
|Technical Sales Representative||Perkins Drilling Tools, Inc.||Houston, TX||Sep 12, 2015||$76,835|
|Technical Sales Representative||Reinke Manufacturing Company||Deshler, NE||Mar 22, 2011||$62,000|
|Technical Sales Representative||Reinke Manufacturing Company||IA||Jan 04, 2011||$62,000|
|Technical Sales Representative||Reinke Manufacturing Company||Deshler, NE||Mar 18, 2011||$62,000|
|IT Sales Representative||Computer Aid, Inc.||Tallahassee, FL||Sep 01, 2015||$60,819|
|Technical Sales Representative||Rackspace Us, Inc.||San Antonio, TX||May 13, 2013||$60,800|
|Technical Sales Representative and||Hemasoft America Corp.||Cambridge, MA||Sep 16, 2013||$60,000|
|IT Sales Representative||Computer Aid, Inc.||Tallahassee, FL||Sep 01, 2015||$60,000|
|Technical Sales Representative||Anton Paar USA, Inc.||Ashland, VA||Sep 17, 2015||$60,000|
To get more results, try adjusting your search by changing your filters.
A Day in the Life of a Sales Rep