Occupation Details
Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products
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 postsecondary education.
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Interests
Enterprising
Enterprising occupations frequently involve starting up and carrying out projects. These occupations can involve leading people and making many decisions. Sometimes they require risk taking and often deal with business.
Conventional
Conventional occupations frequently involve following set procedures and routines. These occupations can include working with data and details more than with ideas. Usually there is a clear line of authority to follow.
Work Values
Achievement
Occupations that satisfy this work value are results oriented and allow employees to use their strongest abilities, giving them a feeling of accomplishment. Corresponding needs are Ability Utilization and Achievement.
Working Conditions
Occupations that satisfy this work value offer job security and good working conditions. Corresponding needs are Activity, Compensation, Independence, Security, Variety and Working Conditions.
Independence
Occupations that satisfy this work value allow employees to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy.
Salary & Job Outlook
Starting Salary
$67,490.00
New York StateMedian Salary
$106,710.00
New York StateExperienced Salary
$147,410.00
New York StateNational Average for Comparison
New York State Job Market Outlook
Jobs Right Now (2018)
16,020
professionals in NYFuture Job Growth (2030)
19,270
+325 jobs/yearNew Jobs Every Year
2,039
new opportunities yearlyGrowth Rate
0.2%
projected increasePreparation: Experience, Training, and Education
The list below outlines the prior educational experience required to perform in this occupation.
Degree Needed - Four-year college
Experience Requirements
A considerable amount of work-related skill, knowledge, or experience is needed for these occupations. For example, an accountant must complete four years of college and work for several years in accounting to be considered qualified.
Education Requirements
Most of these occupations require a four-year bachelor's degree, but some do not.
Training Details
Employees in these occupations usually need several years of work-related experience, on-the-job training, and/or vocational training.
Transferrable Skills and Experience
Many of these occupations involve coordinating, supervising, managing, or training others. Examples include real estate brokers, sales managers, database administrators, graphic designers, conservation scientists, art directors, and cost estimators.
School Programs
The following lists school programs which are applicable to this occupation.
Licensing & Certification
State License and Certifications Requirements are not currently associated with this occupation.
Apprenticeship
Contact your regional representative to learn more about apprenticeships available in your area by visiting Apprenticeship Contacts.
Skills
The list below includes the skills required by workers in this occupation; skills are what allow you to learn more quickly and improve your performance.
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.
Negotiation
Bringing others together and trying to reconcile differences.
Social Perceptiveness
Being aware of others' reactions and understanding why they react as they do.
Reading Comprehension
Understanding written sentences and paragraphs in work-related documents.
Skill level is measured on a seven point scale, where one means 'some competence required for this occupation' and seven means 'a high level of expertise required for this occupation'.
Knowledge
The list below includes knowledge items, the principles and facts required by this occupation.
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.
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.
English Language
Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
Administration and Management
Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
Mathematics
Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
Production and Processing
Knowledge of raw materials, production processes, quality control, costs, and other techniques for maximizing the effective manufacture and distribution of goods.
Computers and Electronics
Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
Knowledge level is measured on a seven point scale, where one means 'some competence required for this occupation' and seven means 'a high level of expertise required for this occupation'.
Work Environment
The list below includes the physical and social factors that influence the nature of work in this occupation.
Hover over or tap each factor to see its description.
Work Styles
Included in the list below are the personal work style characteristics that can affect how well a worker is likely to perform in this occupation.
Achievement/Effort
Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
Adaptability/Flexibility
Job requires being open to change (positive or negative) and to considerable variety in the workplace.
Cooperation
Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.
Dependability
Job requires being reliable, responsible, and dependable, and fulfilling obligations.
Independence
Job requires developing one's own ways of doing things, guiding oneself with little or no supervision, and depending on oneself to get things done.
Initiative
Job requires a willingness to take on responsibilities and challenges.
Integrity
Job requires being honest and ethical.
Persistence
Job requires persistence in the face of obstacles.
Self-Control
Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
Stress Tolerance
Job requires accepting criticism and dealing calmly and effectively with high-stress situations.
Tools & Technology
This list below describes the machines, equipment, tools, software, and information technology that workers in this occupation will use.
Tools
- Laptop computers
- Personal computers
- Personal digital assistants PDA
Technology
- AdTrack Customer Acquisition Management CAM
- Apache Hadoop
- Cegedim Target Software Target SFA Pharmaceutical Suite
- Citrix cloud computing software
- FileMaker Pro
- Google AdWords
- Google Analytics
- HEAT Software GoldMine
- HubSpot software
- IBM InfoSphere DataStage
- IBM Notes
- IBM SPSS Statistics
- Infor ERP SyteLine
- InsideSales.com
- Intuit QuickBooks
- Khameleon
Duties
Duties are job behaviors describing activities that occur on multiple jobs. The generalized and detailed work activities described in the list below apply to this occupation.
- operate agricultural equipment or machinery
- estimate delivery dates
- instruct customers in product installation, use, or repair
- conduct training for personnel
- demonstrate goods or services
- provide customer service
- answer customer or public inquiries
- advise clients or customers
- advise retail dealers in use of sales promotion techniques
- provide advice on food or drug storage or use
- prepare recommendations based upon research
- arrange for trial installations of equipment
- arrange delivery schedules
- explain uses or effects of drugs
- compute financial data
- prepare list of prospective customers
- measure customer for size
- understand technical operating, service or repair manuals
- understand drug products
- analyze sales activities or trends
- analyze business, scientific, or technical problems in electronic data processing systems
- use industry terms or concepts
- use interpersonal communication techniques
- use product knowledge to market goods
- use knowledge of medical terminology
- use knowledge of sales contracts
- use marketing techniques
- use sales techniques
- use knowledge of written communication in sales work
- use telephone communication techniques
- maintain records, reports, or files
- prepare reports
- fill out business or government forms
- use computers to enter, access or retrieve data
- identify best product for customer's needs
- negotiate term of sale or services with customer
- conduct sales presentations
- sell products or services
- sell merchandise
- solicit orders from established or new customers
- make presentations
- consult with managerial or supervisory personnel
- access media advertising services
- obtain information from individuals
Tasks
The list below outlines specific tasks that a worker in this occupation is called upon to do regularly.
- Negotiate prices or terms of sales or service agreements.
- Prepare and submit sales contracts for orders.
- Visit establishments to evaluate needs or to promote product or service sales.
- Sell service contracts for technical or scientific products.
- Maintain customer records, using automated systems.
- Answer customers' questions about products, prices, availability, or credit terms.
- Quote prices, credit terms, or other bid specifications.
- Contact new or existing customers to discuss how specific products or services can meet their needs.
- Emphasize product features, based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.
- Compute customer's installation or production costs and estimate savings from new services, products, or equipment.
- Demonstrate the operation or use of technical or scientific products.
- Provide feedback to product design teams so that products can be tailored to clients' needs.
- Select or assist customers in selecting products based on customer needs, product specifications, and applicable regulations.
- Prepare sales presentations or proposals to explain product specifications or applications.
- Complete expense reports, sales reports, or other paperwork.
- Verify that delivery schedules meet project deadlines.
- Identify prospective customers, using business directories, leads from existing clients, participation in organizations, or trade show or conference attendance.
- Arrange for installation and testing of products or machinery.
- 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.
- Initiate sales campaigns to meet sales and production expectations.
- Provide customers with ongoing technical support.
- Advise customers on product usage to improve production.
- Obtain building blueprints or specifications for use by engineering departments in bid preparations.
- Verify accuracy of materials lists.
- Verify customer credit ratings.
- Appraise equipment to determine contract terms or trade-in values.
- Consult with engineers regarding technical problems with products.
- Sell technical and scientific products that are environmentally sound or designed for environmental remediation.
- Study documentation or other information for new scientific or technical products.
- Stock or distribute resources, such as samples or promotional or educational materials.
- Attend sales or trade meetings or read related publications to obtain information about market conditions, business trends, environmental regulations, or industry developments.
- Visit establishments, such as pharmacies, to determine product sales.
- Present information to customers about the energy efficiency or environmental impact of scientific or technical products.
- Inform customers about issues related to responsible use and disposal of products, such as waste reduction or product or byproduct recycling or disposal.
- Research and convey information to customers about tax benefits or government rebates associated with energy-efficient scientific or technical products, such as solar panels.
Learning Resources
More information on this occupation may be found in the links provided below.
Sales representatives, wholesale and manufacturing
Visit this link for additional information on this career from the Occupational Outlook Handbook; a publication produced and maintained by the United States Department of Labor.
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