Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products

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Also known as:  Chemical Sales Representative, Electroplating Sales Representative, Engineering Supplies Sales, Pharmaceutical Detailer, Pharmaceutical Sales Representative, Pharmaceutical Salesperson, Surgical Instruments Sales Representative, Wholesale Ultrasonic Equipment Salesperson

ABOUT WHOLESALE/MANUFACTURING/TECHNICAL/SCIENTIFIC PRODUCTS SALES REPRESENTATIVE CAREERS

VIDEO TRANSCRIPT Expand
There was a time when successful sales representatives needed only a smile, a shoeshine, and a case-full of samples. But today, sales reps have to know a great deal about the technical details of their products - and those of the competition. When selling products such as computers, lasers, microchi ...
ps, software, space-age plastics, new drugs or chemical compounds, technical sales reps often find themselves on the leading edge of science and technology.

Being successful at this job requires a unique combination of skills. You must be able to explain the features and benefits of a product with the authority of an engineer. You need to be prepared to point out why it is better than competing products. And finally, you must be able to close the sale.

Understanding and keeping up with ever-changing technologies is time-consuming and challenging work. But if you are prepared to make the commitment necessary to meet this challenge and also enjoy selling, you can make a very good living as a technical sales representative.
SNAPSHOT Expand
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.
Leadership
HIGH
Critical decision making
HIGH
Level of responsibilities
LOW
Job challenge and pressure to meet deadlines
HIGH
Dealing and handling conflict
LOW
Competition for this position
HIGH
Communication with others
HIGH
Work closely with team members, clients etc.
HIGH
Comfort of the work setting
HIGH
Exposure to extreme environmental conditions
LOW
Exposure to job hazards
LOW
Physical demands
LOW
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DAILY TASKS Expand
Complete product and development training as required.
Attend sales and trade meetings, and read related publications in order to obtain information about market conditions, business trends, and industry developments.
Prepare sales presentations or proposals to explain product specifications or applications.
Visit establishments to evaluate needs or to promote product or service sales.
Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
Demonstrate and explain the operation and use of products.
Complete expense reports, sales reports, or other paperwork.
Maintain customer records, using automated systems.
Inform customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products.
Initiate sales campaigns and follow marketing plan guidelines in order to meet sales and production expectations.
Select the correct products or assist customers in making product selections, based on customers' needs, product specifications, and applicable regulations.
MAIN ACTIVITIES Expand
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.
AREAS OF KNOWLEDGE Expand
Sales and Marketing Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
Customer and Personal Service Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
English Language Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
Computers and Electronics Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
Production and Processing Knowledge of raw materials, production processes, quality control, costs, and other techniques for maximizing the effective manufacture and distribution of goods.
Mathematics Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
Transportation Knowledge of principles and methods for moving people or goods by air, rail, sea, or road, including the relative costs and benefits.
Clerical Knowledge of administrative and clerical procedures and systems such as word processing, managing files and records, stenography and transcription, designing forms, and other office procedures and terminology.
KEY ABILITIES Expand
Oral Expression The ability to communicate information and ideas in speaking so others will understand.
Oral Comprehension The ability to listen to and understand information and ideas presented through spoken words and sentences.
Speech Clarity The ability to speak clearly so others can understand you.
Speech Recognition The ability to identify and understand the speech of another person.
Written Comprehension The ability to read and understand information and ideas presented in writing.
Written Expression The ability to communicate information and ideas in writing so others will understand.
Deductive Reasoning The ability to apply general rules to specific problems to produce answers that make sense.
Problem Sensitivity The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.
TOP SKILLS Expand
Speaking Talking to others to convey information effectively.
Persuasion Persuading others to change their minds or behavior.
Active Listening Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
Social Perceptiveness Being aware of others' reactions and understanding why they react as they do.
Service Orientation Actively looking for ways to help people.
Negotiation Bringing others together and trying to reconcile differences.
Reading Comprehension Understanding written sentences and paragraphs in work related documents.
Active Learning Understanding the implications of new information for both current and future problem-solving and decision-making.
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