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Become A Territory Sales Representative

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Working As A Territory Sales 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 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.

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How To Become A Territory 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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Territory Sales Representative Jobs

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Territory Sales Representative Career Paths

Territory Sales Representative
Senior Sales Representative District Sales Manager Key Account Manager
Account Development Manager
7 Yearsyrs
Senior Sales Representative Sales Manager Sales Account Manager
Business Development Account Manager
8 Yearsyrs
National Account Manager Channel Manager Channel Manager/Sales Manager
Channel Account Manager
8 Yearsyrs
Territory Manager Regional Sales Manager
Channel Manager
8 Yearsyrs
Territory Sales Manager Regional Sales Manager National Account Manager
Director, National Accounts
12 Yearsyrs
Regional Sales Manager National Account Manager
Enterprise Account Manager
9 Yearsyrs
District Manager Loan Officer Inside Sales Representative
Inside Account Manager
5 Yearsyrs
District Sales Manager Loan Officer Inside Sales Representative
Inside Sales Account Manager
6 Yearsyrs
Account Executive Office Manager Account Manager
Major Account Manager
7 Yearsyrs
Sales Manager Program Manager Product Manager
Market Development Manager
8 Yearsyrs
Account Manager Sales Manager Regional Sales Manager
National Sales Director
11 Yearsyrs
Sales Manager Operations Manager Outside Sales Representative
Outside Sales Manager
6 Yearsyrs
Sales Consultant Territory Manager District Sales Manager
Regional Business Manager
10 Yearsyrs
Territory Manager Account Manager Regional Sales Manager
Regional Sales And Marketing Manager
8 Yearsyrs
Sales Consultant Senior Sales Representative Territory Manager
Sales Development Manager
8 Yearsyrs
District Sales Manager Operations Manager Outside Sales Representative
Sales Representative And Account Manager
5 Yearsyrs
Account Manager Account Executive
Senior Sales Executive
8 Yearsyrs
Account Executive Territory Manager
Senior Territory Manager
8 Yearsyrs
Territory Sales Manager Account Manager
Territory Account Manager
8 Yearsyrs
Regional Sales Manager General Manager Territory Manager
Territory Business Manager
7 Yearsyrs
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Help others decide if this is a good career for them

Average Length of Employment
Top Employers Before
Manager 3.1%
Internship 2.4%
Owner 2.3%
Top Employers After
Owner 3.9%
Manager 2.1%

Do you work as a Territory Sales Representative?

Territory Sales Representative Demographics

Gender

Male

67.7%

Female

30.9%

Unknown

1.4%
Ethnicity

White

65.8%

Hispanic or Latino

13.2%

Black or African American

11.2%

Asian

6.4%

Unknown

3.4%
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Foreign Languages Spoken

Spanish

58.3%

German

8.3%

Italian

6.9%

French

4.9%

Portuguese

4.2%

Russian

2.8%

Mandarin

2.1%

Carrier

2.1%

Korean

1.4%

Dakota

1.4%

Japanese

1.4%

Swedish

0.7%

Vietnamese

0.7%

Dutch

0.7%

Hawaiian

0.7%

Ukrainian

0.7%

Armenian

0.7%

Thai

0.7%

Cantonese

0.7%

Greek

0.7%
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Territory Sales Representative Education

Schools

University of Phoenix

12.8%

Auburn University

6.5%

Florida State University

6.3%

Michigan State University

6.1%

University of Georgia

5.1%

University of South Florida

4.9%

University of Central Florida

4.9%

University of Alabama

4.7%

Arizona State University

4.5%

Southern Illinois University Carbondale

4.3%

Weber State University

4.3%

Mississippi State University

4.3%

Kansas State University

4.1%

Texas Tech University

4.1%

University of Houston

4.1%

Stephen F Austin State University

4.1%

Southeast Missouri State University

4.1%

San Diego State University

3.9%

University of Missouri - Columbia

3.9%

Murray State University

3.7%
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Majors

Business

38.2%

Marketing

13.4%

Communication

7.5%

Management

5.4%

Psychology

4.4%

Biology

2.7%

Finance

2.7%

Criminal Justice

2.5%

Education

2.5%

Political Science

2.4%

General Sales

2.3%

Public Relations

2.1%

Kinesiology

2.0%

Economics

2.0%

Liberal Arts

1.7%

English

1.6%

Accounting

1.6%

General Studies

1.6%

Nursing

1.6%

Sociology

1.5%
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Degrees

Bachelors

62.8%

Other

17.4%

Masters

11.1%

Associate

5.8%

Certificate

1.7%

Doctorate

0.7%

License

0.3%

Diploma

0.3%
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Internship
Temporary

Real Territory Sales Representative Salaries

Job Title Company Location Start Date Salary
Senior Territory Sales REP IBM Corporation El Segundo, CA Dec 26, 2013 $107,411
Territory Sales Representative Nobel Biocare USA LLC San Francisco, CA Sep 15, 2015 $79,872 -
$92,717
Senior Territory Sales Representative Qiagen, Inc. Ann Arbor, MI May 01, 2011 $72,404
Territory Sales Representative Qiagen, Inc. San Francisco, CA Mar 25, 2013 $66,960
Territory Sales Representative Qiagen, Inc. San Francisco, CA Jun 09, 2011 $65,000
Territory Sales Representative J.R. Simplot Company Monrovia, CA Sep 05, 2015 $57,500

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Top Skills for A Territory Sales Representative

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  1. Product Knowledge
  2. New Accounts
  3. Revenue Growth
You can check out examples of real life uses of top skills on resumes here:
  • Utilized technical product knowledge to differentiate Schering-Plough portfolio of products from the competition.
  • Used flex time to cold call and acquire over 20 new accounts in 2011 with revenue totaling over $80,000.
  • Prospected and cultivated new accounts within assigned territory to ensure constant revenue growth.
  • Originated new clients through setting appointments with owners and business corporations, and account investigation
  • Achieved superior territory penetration by strategically driving high margin sales with advanced products and excellent customer service.

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