Wholesale and manufacturing sales representatives for technical and scientific products are responsible for managing sales and maintaining client relationships for relevant products. They plan and implement a strategy for developing continued sales in a region or industry; within their territory, they manage existing clients’ needs and work to find new clients using methods such as cold calls and following leads from established clients. Thorough product knowledge must be maintained by sales representatives, as they will be required to answer all questions a client may have regarding the products, their uses, and the industry in general. Sales representatives also work with managers, purchasing departments, and other staff to take orders and ensure proper distribution of their products. In higher-level sales positions, sales representatives may have a wide degree of freedom in implementing their strategies to develop and maintain business relationships.
Wholesale and manufacturing sales representatives for technical and scientific products typically work in an office environment during regular business hours. However, as this is often a commissioned position, representatives may work additional hours. These sales professionals work closely with managers and purchasing departments, and they frequent travel to visit their clients They must also report their results continually to management to ensure that orders are met and the proper manufacturing levels are maintained.
A bachelor’s degree in business or a related field is generally required for sales representatives. Often a master’s degree in business administration or a related field is preferred. Due to the technical nature of this sales field, sales representatives must maintain strong knowledge of all developments in their chosen area. They are required to attend conferences, research all new discoveries in the field, and be aware of their company’s planned developments as well.
Sales Representative, Wholesale and Manufacturing, Technical and Scientific Products Tasks
- Attend special training of products or services to understand technical aspects of solutions.
- Sell the organization's technical products to established customers or develop new prospects within assigned territory.
- Build relationships and identify the prospect's need for the products or services.
- Prepare and maintain records for sales leads and progress status of accounts.
- Emphasize product features based on analyses of customers' needs, and on technical knowledge of product capabilities.