Wholesale and Manufacturing Sales Representatives
Additional Information
Duties
Typical duties of wholesale and manufacturing sales agents include:
- The use of business directories, following up on leads from current clients and visiting trade exhibitions and conferences may all help you locate potential consumers.
- Talk to new and current consumers to find out what they want and how your products and services may help them achieve this goal.
- Determine what items are best for clients based on what they want and what they need to comply with.
- Product aspects that are relevant to the customer's demands should be highlighted, as well as the product's capabilities and constraints.
- Answer clients' queries regarding the things they're offering, including pricing, availability, and usage.
- Negotiate sales and service contracts' rates and terms.
- Organize sales contracts and submit orders for payment.
- As a team, share information on selling and marketing tactics with colleagues.
When clients buy from you, make sure they are happy with their purchases and that you answer any questions or issues they may have.
When it comes to wholesale and manufacturing sales, the majority of the time they are employed by the manufacturer, but they can also work for wholesalers. A few are employed by a single company, while others work for a number of different businesses and offer a wide range of goods and services.
Wholesale and manufacturing sales agents, as opposed to retail salespeople, sell items to enterprises, government agencies, and other organizations.
Non-scientific items, such as food, office supplies, and apparel, are sold by wholesale and manufacturing sales agents. In addition to agricultural and mechanical equipment, computer and medicinal items, other representatives specialize in technological and scientific products.
It is common for wholesale and manufacturing salespeople who lack product expertise to be paired with a product specialist. Typically, a sales engineer or other technical expert attends the presentation to explain the product and address any questions or concerns that may arise. This person initiates contact with clients, presents the company's products and secures final agreement from the consumer.
The agent is able to devote more time to account management and solicitation while working with a technical specialist.
Depending on the nature of the transaction, representatives may follow up to confirm that the equipment is working correctly and even help educate clients' workers to use and maintain new equipment.
People who work in the retail industry frequently give advice on how and where items should be positioned. There are a variety of ways that shops and marketing agencies might work together.
Administrative responsibilities include completing expense reports, organizing appointments, and making travel arrangements, in addition to selling items as part of their job tasks as wholesale or manufacturing sales representatives.
New goods and shifting client demand necessitate constant monitoring. Attending trade exhibitions, where new items and technology are on display, helps sales personnel achieve this goal. Meeting other sales reps and clients, as well as discussing new product advancements, is what they do during conferences and conventions. They also keep an eye on the sales, pricing, and goods of their competitors, as well as read about new and current items.
Wholesale and manufacturing sales reps fall into the following categories:
Inside sales reps spend much of their time in their offices, where they sell products and services. A common method of acquiring new clients is via "cold-calling," in which they approach potential consumers who are not expecting to hear from them. As a result of this, a representative can begin making contact. Customer calls and paperwork are also handled by them, so that the sale may go through smoothly.
Visiting existing and potential customers is a major part of the job description for outside sales representatives (OSRs). With the use of their products or services, they may fulfill their clients' demands during a sales call. It's possible that they'll display samples or catalogs of their company's products, and they'll explain to consumers how their products may help them save money and increase efficiency.
Education
If you're looking for a job marketing nontechnical or nonscientific items, a high school certificate should suffice. A bachelor's degree is often required for sales reps of scientific and technological items. Pharmaceuticals, medical devices, and industrial equipment are examples of scientific and technological items. A degree in a relevant discipline, such as agriculture or biology, may be necessary for some positions.
Attending sales seminars or taking courses in marketing, economics, or even a foreign language can help sales professionals enhance their ability to close deals.
Training
Several firms offer official training programs for new wholesale and manufacturing sales reps. These courses can continue for up to a year, at the most. Some companies allow trainees to cycle between employment in the factory and the office so that they may learn about all aspects of the product's production, installation, and distribution. A field sales manager serves as a mentor to help trainees learn on the job.
On sales calls, new employees might learn by shadowing their more experienced coworkers. New employees acquire responsibility as they get more familiar with the company's goods and clientele. Eventually, they are given their own area to manage.
Registration, Certification, and Licensing
The Manufacturers' Representatives Educational Research Foundation offers both the Certified Professional Manufacturers' Representative (CPMR) and the Certified Sales Professional (CSP) certifications (MRERF). Obtaining a certification usually involves taking and passing a test. To retain certification, the CPMR needs 10 hours of continuing education each year.
Advancement
Often, a promotion is accompanied with an assignment to a larger account or region, where commissions are likely to be higher. Sales managers, supervisors, district managers, and vice presidents of sales can all rise up the ranks if they have a proven track record of success in the field and a demonstrated aptitude for leadership.
Qualities that are critical to success
Customer-service abilities. Before and after the transaction, wholesale and manufacturing sales reps must be able to listen to the customer's problems and demands.
Personality traits. It is essential that sales representatives for wholesale and manufacturing companies be able to work successfully with a diverse range of people. They need to be able to work well with others on the sales team and with customers.
Power and endurance. It is common for wholesale and manufacturing sales reps to be on their feet for a lengthy period of time and to carry hefty sample items with them.
Self-confidence. They must be confident and persuasive in their presentations to wholesale and manufacturing customers. Calling a potential customer when they haven't asked for a call back, sometimes known as "cold-calling," needs both self-assurance and poise.
Pay
The median annual wage for sales representatives, wholesale and manufacturing, except technical and scientific products was $66,780 in May 2024. The median wage is the wage at which half the workers in an occupation earned more than that amount and half earned less. The lowest 10 percent earned less than $37,860, and the highest 10 percent earned more than $134,470.
Job Projections
Overall employment of wholesale and manufacturing sales representatives is projected to grow 1 percent from 2023 to 2033, slower than the average for all occupations.