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Nature of Work
For both manufacturers and wholesalers, sales representatives
are an important part of their company's success. Regardless of
the type of product they sell, their primary duties are to interest
wholesale and retail buyers and purchasing agents in their merchandise
and ensure that any questions or concerns of current clients are
addressed. They market their company's products to manufacturers,
wholesale and retail establishments, government agencies, and
other institutions. Sales representatives also provide advice
to clients on how to increase sales. Depending on where they work,
sales representatives have different job titles. Many of those
working directly for manufacturers are referred to as manufacturers'
representatives and those employed by wholesalers generally are
called sales representatives. In addition to those employed directly
by firms, manufacturers' agents are self-employed sales workers
who contract their services to all types of companies. Those selling
technical products, for both manufacturers and wholesalers, are
usually called industrial sales workers or sales engineers. Many
of these titles, however, are used interchangeably.
Manufacturers' and wholesale sales representatives
spend much of their time traveling to and visiting with prospective
buyers and current clients. During a sales call, they discuss
the customers' needs and suggest how their merchandise or services
can meet those needs. They may show samples or catalogs that describe
items their company stocks and inform customers about prices,
availability, and how their products can save money and improve
productivity. Because of the vast number of manufacturers and
wholesalers selling similar products, they also try to emphasize
the unique qualities of the products and services offered by their
company. They also take orders and resolve any problems or complaints
with the merchandise.
Those selling consumer goods often suggest how and
where their merchandise should be displayed. Working with retailers,
they may help arrange promotional programs, store displays, and
advertising.
Obtaining new accounts is an important part of the
job. Sales representatives follow leads suggested by other clients,
from advertisements in trade journals, and from participation
in trade shows and conferences. At times, they make unannounced
visits to potential clients. In addition, they may spend a lot
of time meeting with and entertaining prospective clients during
evenings and weekends.
Sales representatives also analyze sales statistics,
prepare reports, and handle administrative duties, such as filing
their expense account reports, scheduling appointments, and making
travel plans. They study literature about new and existing products
and monitor the sales, prices, and products of their competitors.
In addition to all these duties, manufacturers'
agents who operate a sales agency must also manage their business.
This requires organizational skills as well as knowledge of accounting,
marketing, and administration.
Working Conditions
Some manufacturers' and wholesale sales representatives
have large territories and do considerable traveling. Because
a sales region may cover several States, they may be away from
home for several days or weeks at a time. Others work near their
"home base" and do most of their traveling by automobile. Due
to the nature of the work and the amount of travel, sales representatives
typically work more than 40 hours per week.
Although the hours are long and often irregular,
most sales representatives have the freedom to determine their
own schedule. As a result, they may be able to arrange their appointments
so they can have time off when they want it.
Dealing with different types of people can be demanding
but stimulating. In addition, sales representatives often face
competition from representatives of other companies as well as
from fellow workers. Companies may set goals or quotas that representatives
are expected to meet. Because their earnings depend upon commissions,
manufacturers' agents are also under the added pressure to maintain
and expand their clientele.
Employment
Manufacturers' and wholesale sales representatives
held about 1,557,000 jobs in 1996. Three of every 4 worked in
wholesale trade-mostly for distributors of machinery and equipment,
groceries and related products, and motor vehicles and parts.
Others were employed in manufacturing and mining. Due to the diversity
of products and services sold, employment opportunities are available
in every part of the country.
In addition to those working directly for a firm,
many sales representatives are self-employed manufacturers' agents
who work for a straight commission based on the value of their
sales. However, these workers generally gain experience and recognition
with a manufacturer or wholesaler prior to going into business
for themselves.
Training and Advancement In some firms, new workers
are trained by accompanying more experienced workers on their
sales calls. As these workers gain familiarity with the firm's
products and clients, they are given increasing responsibility
until they are eventually assigned their own territory. As businesses
experience greater competition, increased pressure is placed upon
sales representatives to produce faster.
These workers must stay abreast of new merchandise
and the changing needs of their customers. They may attend trade
shows where new products are displayed or conferences and conventions
where they meet with other sales representatives and clients to
discuss new product developments. In addition, many companies
sponsor meetings of their entire sales force where presentations
are made on sales performance, product development, and profitability.
Manufacturers' and wholesale sales representatives
should be goal oriented, persuasive, and able to work both as
part of a team and independently. A pleasant personality and appearance,
the ability to communicate well with people, and problem-solving
skills are important as well. In addition, patience and perseverance
are needed because completing a sale can take several months.
Because these workers may be on their feet for long periods and
may have to carry heavy sample cases, some physical stamina is
necessary. Sales representatives should also enjoy traveling because
much of their time is spent visiting current and prospective clients.
Frequently, promotion takes the form of an assignment
to a larger account or territory where commissions are likely
to be greater. Experienced sales representatives may move into
jobs as sales trainers-workers who train new employees on selling
techniques and company policies and procedures. Those who have
good sales records and leadership ability may advance to sales
supervisor or district manager.
In addition to advancement opportunities within
a firm, some go into business for themselves as manufacturers'
agents. Others find opportunities in buying, purchasing, advertising,
or marketing research.
Job Outlook Overall, employment of manufacturers'
and wholesale sales representatives is expected to grow about
as fast as average for all occupations through the year 2006 due
to continued growth in the amount of goods provided that need
to be sold. Many job openings will also result from the need to
replace workers who transfer to other occupations or leave the
labor force.
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