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Become A Territory Representative

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Working As A Territory Representative

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • $82,483

    Average Salary

What Does A Territory 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 Territory 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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Territory Representative Jobs

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Territory Representative Career Paths

Territory Representative
Account Manager Operations Manager Branch Manager
Branch Sales Manager
6 Yearsyrs
Specialist Sales Specialist Sales Account Manager
Business Development Account Manager
8 Yearsyrs
Regional Sales Manager Channel Manager Channel Manager/Sales Manager
Channel Account Manager
8 Yearsyrs
District Sales Manager Regional Sales Manager
Channel Manager
8 Yearsyrs
Sales Manager General Manager Account Manager
Corporate Account Manager
5 Yearsyrs
Specialty Representative Senior Sales Representative Sales Manager
Corporate Sales Manager
6 Yearsyrs
District Sales Manager Operations Manager Outside Sales Representative
Director, Inside Sales
6 Yearsyrs
Sales Manager Regional Sales Manager National Account Manager
Director, National Accounts
12 Yearsyrs
Territory Sales Manager Account Manager National Account Manager
Enterprise Account Manager
9 Yearsyrs
District Manager Project Manager Product Manager
Market Development Manager
8 Yearsyrs
Senior Sales Representative Area Manager Outside Sales Representative
Outside Sales Manager
6 Yearsyrs
Sales Consultant Territory Manager District Sales Manager
Regional Business Manager
10 Yearsyrs
District Manager District Sales Manager Regional Sales Manager
Regional Sales And Marketing Manager
8 Yearsyrs
Senior Sales Representative Account Executive Territory Manager
Sales Development Manager
8 Yearsyrs
Territory Sales Manager Area Manager Outside Sales Representative
Sales Representative And Account Manager
5 Yearsyrs
Territory Manager National Account Manager Account Executive
Senior Sales Executive
8 Yearsyrs
Territory Manager Account Manager Sales Manager
Senior Sales Manager
7 Yearsyrs
Account Manager Account Executive Territory Manager
Senior Territory Manager
8 Yearsyrs
Specialty Representative Territory Manager Account Manager
Territory Account Manager
8 Yearsyrs
Sales Consultant Senior Sales Representative Territory Manager
Territory Business Manager
7 Yearsyrs
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Do you work as a Territory Representative?

Help others decide if this is a good career for them

Average Length of Employment
Top Employers Before
Manager 2.7%
Top Employers After
Manager 4.2%
Specialist 2.7%

Do you work as a Territory Representative?

Territory Representative Demographics

Gender

Male

59.6%

Female

38.8%

Unknown

1.6%
Ethnicity

White

65.7%

Hispanic or Latino

13.2%

Black or African American

11.9%

Asian

6.2%

Unknown

3.0%
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Languages Spoken

Spanish

69.2%

Portuguese

5.1%

Chinese

5.1%

French

5.1%

Carrier

5.1%

Filipino

2.6%

Mandarin

2.6%

Russian

2.6%

Italian

2.6%
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Territory Representative Education

Schools

University of Phoenix

14.1%

University of Oregon

7.9%

Ohio State University

6.2%

Michigan State University

5.6%

University of Arizona

5.6%

West Virginia University

5.1%

Towson University

4.5%

Auburn University

4.5%

Pennsylvania State University

4.5%

University of Georgia

4.5%

University of Pittsburgh -

4.5%

Ferris State University

4.0%

University of Florida

4.0%

Oregon State University

4.0%

Central Michigan University

4.0%

University of Tennessee - Knoxville

3.4%

Murray State University

3.4%

Dale Carnegie Maine

3.4%

Texas Tech University

3.4%

University of Northern Iowa

3.4%
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Majors

Business

34.5%

Marketing

14.8%

Communication

7.5%

Management

4.6%

Psychology

4.3%

Political Science

3.7%

Kinesiology

3.1%

Finance

2.9%

Biology

2.8%

Economics

2.7%

Education

2.6%

Nursing

2.1%

Public Relations

2.1%

General Sales

2.0%

Health Care Administration

1.9%

History

1.8%

Human Resources Management

1.7%

Sociology

1.7%

English

1.6%

Accounting

1.5%
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Degrees

Bachelors

65.5%

Masters

14.6%

Other

13.1%

Associate

3.8%

Certificate

1.5%

Doctorate

0.6%

License

0.5%

Diploma

0.4%
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Top Skills for A Territory Representative

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  1. Product Knowledge
  2. Revenue Growth
  3. Market Share
You can check out examples of real life uses of top skills on resumes here:
  • Developed and maintained in-depth product knowledge, specific patient types, and managed care information relative to assigned territory.
  • Ranked in the top 10 Nationally for July 2012 for net new revenue growth.
  • Developed and implemented a series of competitive strategies to increase individual customer usage in addition to driving overall market share.
  • Generated new accounts by implementing effective networking and content marketing strategies.
  • Organized, prioritized, and processed a large volume of work in order to meet monthly deadlines and sales quotas.

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Top Territory Representative Employers

Jobs From Top Territory Representative Employers

Territory Representative Videos

Career Profile: Territory Manager

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