• Sales representatives are an important part of manufacturers' and wholesalers' success.
• Regardless of the type of products they sell, sales representatives' primary duties are to make customers interested in their merchandise and to arrange the sale of that merchandise.
• The process of promoting and selling a product can be extensive, at times taking up to several months.
• Whether in person or over the phone, sales representatives describe their products, conduct demonstrations, explain the benefits that their products convey, and answer any questions that their customers may have.
• Sales representatives—sometimes called manufacturers’ representatives or manufacturers’ agents—generally work for manufacturers, wholesalers, or technical companies.
• Some work for a single organization, while others represent several companies and sell a range of products.
• Rather than selling goods directly to consumers, sales representatives deal with businesses, government agencies, and other organizations.
• Some sales representatives specialize in technical and scientific products ranging from agricultural and mechanical equipment to computer and pharmaceutical goods.
• Other representatives deal with all other types of goods, including food, office supplies, and apparel.
• Sales representatives stay abreast of new products and the changing needs of their customers in a variety of ways.
• They attend trade shows at which new products and technologies are showcased. They also attend conferences and conventions to meet other sales representatives and clients and discuss new product developments.
• In addition, the entire sales force may participate in company-sponsored meetings to review the firm’s sales performance, product development, sales goals, and profitability.
• Frequently, sales representatives who lack the necessary expertise about a given product may team with a technical expert. In this arrangement, the technical expert—sometimes a sales engineer—attends the sales presentation to explain the product and answer questions or concerns.
• The sales representative makes the preliminary contact with customers, introduces the company's product, and closes the sale.
• Under such an arrangement, the representative is able to spend more time maintaining and soliciting accounts and less time acquiring technical knowledge.
• After the sale, representatives may make follow up visits to ensure that the equipment is functioning properly and may even help train customers' employees to operate and maintain new equipment.
• Those selling technical goods also may arrange for the product to be installed. Those selling consumer goods often suggest how and where merchandise should be displayed.
• When working with retailers, they may help arrange promotional programs, store displays, and advertising.
• Sales representatives have several duties beyond selling products.
• They analyze sales statistics, prepare reports, and handle administrative duties such as filing expense accounts, scheduling appointments, and making travel plans.
• They also read about new and existing products and monitor the sales, prices, and products of their competitors.
• Sales representatives generally work in either inside sales, interacting with customers over the phone from an office location, or outside “field” sales, travelling to meet clients in person.
• Inside sales representatives may spend a lot of their time on the phone, selling goods, taking orders, and resolving problems or complaints about the merchandise
• Frequently, they are responsible for acquiring new clients by “cold calling” various organizations—calling potential customers to establish an initial contact.
• They also may be responsible for arranging meetings for outside sales representatives.
• Outside sales representatives spend much of their time traveling to, and visiting with, current clients and prospective buyers.
• During a sales call, they discuss the client's needs and suggest how their merchandise or services can meet those needs.
• They may show samples or catalogs that describe items their company provides, and they may inform customers about prices, availability, and ways in which their products can save money and boost productivity.
• Because many sales representatives sell several complementary products made by different manufacturers, they may take a broad approach to their customers' business. For example, sales representatives may help install new equipment and train employees in its use.

• Job prospects will be best for those with a college degree, the appropriate technical expertise, and the personal traits necessary for successful selling.
• Job growth will result from the continued expansion in the variety and number of goods sold throughout the economy.
• Because they play an important role in the transfer of goods between organizations, sales representatives will be needed to accommodate this expansion.
• In addition, as technology continues to progress, sales representatives can help ensure that retailers offer the latest products to their customers and that businesses acquire the tools they need to increase their efficiency in operations.
• Employment growth will be greatest in independent sales companies as manufacturers continue to outsource sales activities to independent agents rather than using in-house sales workers.
• Independent sales agents generally are more efficient, reducing the overhead cost to their clients.
• Also, by using agents who contract their services to more than one company, companies can share costs of the agents with each other.
• Job prospects will be best for those with a college degree, the appropriate technical expertise, and the personal traits necessary for successful selling.
• Opportunities will be better in independent sales companies than with manufacturers, who are expected to continue contracting out field sales duties.
• Employment opportunities and earnings may fluctuate from year to year because sales are affected by changing economic conditions and businesses’ preferences.
• In addition, many job openings will result from the need to replace workers who transfer to other occupations or leave the labor force.

Sales representatives, wholesale and manufacturing, must have sales ability and knowledge of the products they sell. Other occupations that require similar skills include Advertising sales agents; Insurance sales agents; Purchasing managers, buyers, and purchasing agents; Real estate brokers and sales agents; Retail salesperson; Sales engineers; Sales work supervisors; Securities, commodities, and financial services sales agents;

• BA in Sales