Occupation · SOC 41-4011
Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products
Sell goods for wholesalers or manufacturers where technical or scientific knowledge is required in such areas as biology, engineering, chemistry, and electronics, normally obtained from at least 2 years of postsecondary education.
Median wage
$100,070
$48,840–$194,890
Projected growth
+1.9%
Slower than average
Annual openings
570
per year
Employed (US)
293,930
Job Zone 4
Typical preparation
Considerable preparation
Stackable credential programs
73 mapped
Core skills
SpeakingPersuasionActive ListeningNegotiationSocial PerceptivenessService OrientationReading ComprehensionCoordination
Knowledge areas
Customer and Personal ServiceSales and MarketingEnglish LanguageAdministration and ManagementMathematics
Technology & tools
Customer relationship management CRM softwareData base user interface and query softwareData base management system softwareAccess softwareEnterprise application integration software
Representative tasks
Negotiate prices or terms of sales or service agreements.Prepare and submit sales contracts for orders.Visit establishments to evaluate needs or to promote product or service sales.Maintain customer records, using automated systems.Answer customers' questions about products, prices, availability, or credit terms.Quote prices, credit terms, or other bid specifications.Contact new or existing customers to discuss how specific products or services can meet their needs.Emphasize product features, based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.Compute customer's installation or production costs and estimate savings from new services, products, or equipment.Select or assist customers in selecting products based on customer needs, product specifications, and applicable regulations.Prepare sales presentations or proposals to explain product specifications or applications.Complete expense reports, sales reports, or other paperwork.Verify that delivery schedules meet project deadlines.Identify prospective customers, using business directories, leads from existing clients, participation in organizations, or trade show or conference attendance.Inform customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products.Collaborate with colleagues to exchange information, such as selling strategies or marketing information.Provide customers with ongoing technical support.Advise customers on product usage to improve production.Study documentation or other information for new scientific or technical products.Stock or distribute resources, such as samples or promotional or educational materials.Attend sales or trade meetings or read related publications to obtain information about market conditions, business trends, environmental regulations, or industry developments.Sell service contracts for technical or scientific products.Demonstrate the operation or use of technical or scientific products.Provide feedback to product design teams so that products can be tailored to clients' needs.Arrange for installation and testing of products or machinery.Initiate sales campaigns to meet sales and production expectations.Verify accuracy of materials lists.Verify customer credit ratings.Consult with engineers regarding technical problems with products.Sell technical and scientific products that are environmentally sound or designed for environmental remediation.Visit establishments, such as pharmacies, to determine product sales.Present information to customers about the energy efficiency or environmental impact of scientific or technical products.Inform customers about issues related to responsible use and disposal of products, such as waste reduction or product or byproduct recycling or disposal.
Competency framework
Skill expectations by proficiency level.
emerging
Sales contracts and order forms — prepare and submit under supervisor review for straightforward wholesale or manufacturing accounts.Customer records and account data — enter and maintain in CRM software following established data-entry protocols on a structured sales team.Product features and technical specifications — describe accurately to prospective customers under guidance during introductory client visits.Customer inquiries about pricing, availability, and credit terms — respond to using approved price lists and standard reference materials.Existing and prospective customers — contact by phone or email to introduce specific technical or scientific products under a senior rep's direction.Active listening techniques — apply during initial customer discovery calls to identify basic needs and relay findings to the sales team.Sales and marketing software tools — navigate to generate quotes, pull product data, and log call activity within a supervised workflow.Bid specifications and basic price quotes — compile and communicate to customers using standardized templates provided by the organization.Client establishments — visit alongside experienced representatives to observe needs assessments and product demonstrations in the field.Written sales correspondence and follow-up emails — draft clearly and accurately using office suite software to support ongoing account activity.
developing
Price negotiations and sales terms — conduct independently with familiar accounts, balancing customer needs against established margin guidelines.Sales contracts for routine and repeat orders — prepare, review, and submit with minimal oversight, ensuring accuracy of technical and commercial terms.Customer needs assessments — perform during independent field visits to manufacturing or research facilities, recommending appropriate product solutions.CRM database records — maintain consistently and accurately across an assigned account portfolio, using query tools to track pipeline status and follow-up activity.Product capabilities and limitations — analyze relative to individual customer requirements and emphasize relevant features during sales presentations.Credit terms, pricing tiers, and bid specifications — quote confidently to customers by interpreting company policy and competitive market data.New customer acquisition — execute outreach campaigns targeting prospects in a defined territory, adapting messaging based on industry segment and application.Technical objections and product questions — address during sales calls by drawing on deepening knowledge of scientific or manufacturing product lines.Time and territory management — coordinate daily call schedules and account priorities to maximize coverage across an established customer base.Sales performance data — monitor using analytical or data mining software to identify trends, flag at-risk accounts, and adjust short-term tactics.
proficient
Complex multi-stakeholder negotiations — lead across price, delivery, service, and contractual terms with technical buyers, procurement teams, and executive decision-makers.Non-standard or high-value sales contracts — draft, review, and finalize independently, recognizing legal and technical risk factors and escalating appropriately.Full-cycle needs analysis for sophisticated accounts — conduct autonomously at customer sites, integrating knowledge of production processes, regulatory requirements, and technical constraints.Enterprise CRM and database systems — leverage advanced query and reporting capabilities to manage a complex account portfolio and generate actionable pipeline intelligence.Technical product knowledge — apply across the full breadth of a scientific or manufacturing product line to solve non-routine customer problems and differentiate the value proposition.Competitive bid responses — develop comprehensive proposals by synthesizing pricing strategy, technical specifications, and customer ROI analysis under tight deadlines.Strategic account plans — create and execute for key customers, aligning product roadmaps with long-term customer objectives and forecasting multi-year revenue potential.Customer retention challenges — diagnose root causes using social perceptiveness and service orientation, then design and implement tailored recovery strategies.Cross-functional coordination — facilitate between engineering, logistics, finance, and customer teams to resolve complex order, delivery, or application issues.Critical thinking and judgment — apply to evaluate ambiguous customer situations, make autonomous go/no-go decisions on custom solutions, and manage commercial risk.
advanced
Regional or national sales strategy — design and implement for technical and scientific product lines, setting targets, territory structures, and go-to-market priorities at organizational scale.Sales team capability development — lead through formal coaching, deal coaching on complex negotiations, and structured mentorship that elevates the competency of emerging and developing representatives.Enterprise-level customer partnerships — establish and steward at the executive level, representing the organization as a strategic advisor to key accounts across multiple product categories.Pricing architecture and commercial policy — define and govern, balancing competitive positioning, margin objectives, and long-term customer value in collaboration with finance and product leadership.Sales technology ecosystem — champion adoption and optimization of CRM, data mining, and enterprise application integration platforms, driving data-driven decision-making across the sales organization.Market intelligence and competitive analysis — synthesize from field data, customer feedback, and industry sources to inform product development priorities and executive go-to-market decisions.Complex contract frameworks and master service agreements — negotiate and authorize at the organizational level, managing legal, technical, and financial risk for high-value or multi-year engagements.Sales forecasting and revenue planning — lead annual and quarterly planning processes, presenting pipeline analysis and scenario models to senior leadership and ownership stakeholders.Cross-organizational coordination — orchestrate between sales, marketing, R&D, and supply chain to align product launches and solution offerings with evolving customer and market demands.Organizational culture of achievement and perseverance — cultivate by modeling consultative selling excellence, recognizing high performance, and establishing standards that drive sustained commercial results.
Also known as
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