Position Title Manufacturing Salesperson
Alternate Title(s) Manufacturing Sales Representative, Manufacturer’s Agent
Education & Training Level Mid-level, Bachelor’s degree preferred, not always required
Education & Training Level Description Educational requirements vary, depending on the type of product sold. If the products are not scientific or technical, a high school diploma is generally enough for entry into the occupation. If the products are scientific or technical, sales representatives typically need at least a bachelor's degree.
Brief job description Wholesale and manufacturing sales representatives sell goods to businesses, government agencies, and other organizations. Relationship-building is key. They contact customers, explain product features, answer questions, and negotiate prices.
Preferred Level of Education Bachelor’s degree
Preferred Level of Experience See the Bureau of Labor Statistics for more information.
Estimated/Expected Salary See the Bureau of Labor Statistics for more information.
Job Profile

Manufacturing Sales Representatives typically do the following:

  • Identify prospective customers by using business directories, following leads from existing clients, and attending trade shows and conferences
  • Contact new and existing customers to discuss their needs and to explain how specific products and services can meet needs or solve new problems
  • Help customers select products based on the customers' needs, product specifications, and regulations
  • Emphasize product features based on analyses of customers' needs and on technical knowledge of product capabilities and limitations
  • Answer customers' questions about prices, availability, and unique product features
  • Negotiate prices and terms of sales and service agreements (e.g., lead times, price breaks, terms and conditions)
  • Prepare sales contracts and submit orders for processing
  • Collaborate with colleagues to exchange information, such as selling strategies and marketing information
  • Follow up with customers to make sure they are satisfied with their purchases and to answer any questions or concerns
  • Gather data to improve products
  • Stay up-to-date on new wind power products and changes to products that they sell.

Wholesale and manufacturing sales representatives 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, wholesale and manufacturing sales representatives deal with businesses, government agencies, and other organizations. Some wholesale and manufacturing sales representatives specialize in technical and scientific products. Representatives who lack expertise about a given product frequently 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 initial contact with customers, introduces the company's product, and obtains final agreement from the potential buyer. By working with a technical expert, the representative is able to spend more time maintaining and soliciting accounts and less time gaining technical knowledge. After the sale, representatives may make follow-up visits to ensure that equipment is functioning properly and may help train customers' employees to operate and maintain new equipment.
Job Skills
  • Customer-service skills. Sales representatives must be able to listen to the customer’s needs and concerns before and after the sale.
  • Interpersonal skills. Sales representatives must be able to work well with many types of people. They must be able to build good relationships with clients and with other members of the sales team.
  • Self-confidence. Sales representatives must be confident and persuasive when making sales presentations. In addition, making a call to a potential customer who is not expecting to be contacted, or “cold calling,” requires confidence and composure.
  • Stamina. Sales representatives are often on their feet for long periods of time, travel often, and may carry heavy sample products in the case of wind power components.
Resources

Bureau of Labor Statistics: Salesperson

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