Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Product Career

Job Description: Sell goods for wholesalers or manufacturers where technical or scientific knowledge is required in such areas as biology, engineering, chemistry, and electronics, normally obtained from at least 2 years of post-secondary education.

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Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Product Career

What Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products do:

  • Answer customers' questions about products, prices, availability, or credit terms.
  • Contact new and existing customers to discuss their needs, and to explain how these needs could be met by specific products and services.
  • Quote prices, credit terms, or other bid specifications.
  • Negotiate prices or terms of sales or service agreements.
  • Inform customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products.
  • Collaborate with colleagues to exchange information, such as selling strategies or marketing information.
  • Select the correct products or assist customers in making product selections, based on customers' needs, product specifications, and applicable regulations.
  • Complete expense reports, sales reports, or other paperwork.
  • Attend sales and trade meetings, and read related publications in order to obtain information about market conditions, business trends, and industry developments.
  • Visit establishments to evaluate needs or to promote product or service sales.
  • Emphasize product features based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.
  • Maintain customer records, using automated systems.
  • Prepare sales contracts for orders obtained, and submit orders for processing.
  • Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
  • Prepare sales presentations or proposals to explain product specifications or applications.
  • Provide customers with ongoing technical support.
  • Initiate sales campaigns and follow marketing plan guidelines in order to meet sales and production expectations.
  • Demonstrate and explain the operation and use of products.
  • Complete product and development training as required.
  • Recommend ways for customers to alter product usage in order to improve production.
  • Compute customer's installation or production costs and estimate savings from new services, products, or equipment.
  • Consult with engineers regarding technical problems with products.
  • Stock or distribute resources, such as samples or promotional or educational materials.
  • Study information about new products so that equipment and supplies can be accurately depicted and proper recommendations made.
  • Verify that materials lists are accurate and that delivery schedules meet project deadlines.
  • Verify customers' credit ratings, and appraise equipment in order to determine contract terms and trade-in values.
  • Provide feedback to product design teams so that products can be tailored to clients' needs.
  • Sell service contracts for products.
  • Arrange for installation and testing of products or machinery.
  • Visit establishments, such as pharmacies, to determine product sales.
  • Advise customers regarding office layouts, legal and insurance regulations, cost analyses, and collection methods.
  • Review existing machinery/equipment placement, and create diagrams to illustrate efficient space utilization, using standard measuring devices and templates.
  • Train establishment personnel in equipment use.
  • Obtain building blueprints or specifications for use by engineering departments in bid preparations.

What work activities are most important?

Importance Activities

Selling or Influencing Others - Convincing others to buy merchandise/goods or to otherwise change their minds or actions.

Establishing and Maintaining Interpersonal Relationships - Developing constructive and cooperative working relationships with others, and maintaining them over time.

Communicating with Persons Outside Organization - Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.

Making Decisions and Solving Problems - Analyzing information and evaluating results to choose the best solution and solve problems.

Communicating with Supervisors, Peers, or Subordinates - Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.

Getting Information - Observing, receiving, and otherwise obtaining information from all relevant sources.

Analyzing Data or Information - Identifying the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.

Interacting With Computers - Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.

Updating and Using Relevant Knowledge - Keeping up-to-date technically and applying new knowledge to your job.

Organizing, Planning, and Prioritizing Work - Developing specific goals and plans to prioritize, organize, and accomplish your work.

Resolving Conflicts and Negotiating with Others - Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.

Processing Information - Compiling, coding, categorizing, calculating, tabulating, auditing, or verifying information or data.

Thinking Creatively - Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.

Judging the Qualities of Things, Services, or People - Assessing the value, importance, or quality of things or people.

Interpreting the Meaning of Information for Others - Translating or explaining what information means and how it can be used.

Documenting/Recording Information - Entering, transcribing, recording, storing, or maintaining information in written or electronic/magnetic form.

Developing Objectives and Strategies - Establishing long-range objectives and specifying the strategies and actions to achieve them.

Provide Consultation and Advice to Others - Providing guidance and expert advice to management or other groups on technical, systems-, or process-related topics.

Performing Administrative Activities - Performing day-to-day administrative tasks such as maintaining information files and processing paperwork.

Monitor Processes, Materials, or Surroundings - Monitoring and reviewing information from materials, events, or the environment, to detect or assess problems.

Scheduling Work and Activities - Scheduling events, programs, and activities, as well as the work of others.

Identifying Objects, Actions, and Events - Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events.

Evaluating Information to Determine Compliance with Standards - Using relevant information and individual judgment to determine whether events or processes comply with laws, regulations, or standards.

Monitoring and Controlling Resources - Monitoring and controlling resources and overseeing the spending of money.

Training and Teaching Others - Identifying the educational needs of others, developing formal educational or training programs or classes, and teaching or instructing others.

Estimating the Quantifiable Characteristics of Products, Events, or Information - Estimating sizes, distances, and quantities; or determining time, costs, resources, or materials needed to perform a work activity.

Guiding, Directing, and Motivating Subordinates - Providing guidance and direction to subordinates, including setting performance standards and monitoring performance.

Holland Code Chart for a Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Product

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