Career: Sales Representatives, Wholesale and Manufacturing
When you buy a pair of jeans at a store, you complete a retail transaction. But how did those jeans make it onto the shelf in the first place? You can thank a sales representative, or rep.
Sales reps represent the makers and distributors of products to the people who buy them for resale. They serve as a critical link in the economy, pitching the advantages of their products over those of the competition. They also teach their customers about the product and give pointers on improving sales.
Wholesale and manufacturing sales representatives are part of the business-to-business marketplace, selling products from manufacturers or wholesalers to wholesalers or retailers.
Did You Know?
- In some cases, when selling a technologically complex product such as software, a sales rep may work with a technical expert, such as an engineer.
Are You Ready To...?
- Take part in a formal training program in which you’ll learn all about the product that you’ll be selling
- Follow a more experienced employee on calls when you first begin working
- Nurture customer relationships
- Analyze sales statistics
- Write reports
- Keep track of expenses
- Travel widely
- Attend trade shows to learn about the latest products and technologies in your industry
It Helps to Be...
Someone who loves to interact with people and form relationships with them. As a sales rep, you’ll need to be persuasive to convince clients to buy your products. You should like being part of a team, but also be able to work alone.
Make High School Count
- Sign up for business and accounting classes.
- Build strong computer skills. You’ll need them to keep track of your sales and earnings.
- Be sure to get your high school diploma and take classes that will help you succeed in college. A bachelor’s degree is increasingly becoming a requirement, especially when it comes to selling high-tech products.
- Do your best in math and consider taking a statistics class. You’ll be working with numbers when you negotiate contracts and track your sales.
- Try your best in English classes. You’ll need to report on your work.
Did You Know?
- With experience and success, sales reps usually get larger and larger sales territories -- increasing their earning potential.
Outlook
Government economists expect jobs for sales representatives to grow as fast as the average for all careers through 2014. And many people are expected to leave the field, creating more open positions.
Compensation
In 2006, the average yearly salary for wholesale and manufacturing sales representatives was $58,540. The average incomes broken down by industry were as follows:
- Electronic markets and agents and brokers: $65,980
- Machinery and supply merchant wholesalers: $56,940
- Grocery and related product wholesalers: $53,850
- Commercial equipment merchant wholesalers: $58,060
The earnings of sales representatives are based on both their salaries and the sales commissions (a bonus based on the value of their sales).
