Sales representatives, wholesale and manufacturingDepending on where they work, sales representatives have different job titles. Those employed directly by a manufacturer or wholesaler often are called sales representatives. Manufacturers� agents or manufacturers� representatives are self-employed sales workers or independent firms who contract their services to all types of manufacturing companies. However, many of these titles are used interchangeably. Sales representatives spend much of their time traveling to and visiting with prospective buyers and current clients. 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 stocks and inform customers about prices, availability, and ways in which their products can save money and improve productivity. Because a vast number of manufacturers and wholesalers sell similar products, sales representatives must emphasize any unique qualities of their products and services. Manufacturers� agents or manufacturers� representatives might sell several complimentary products made by different manufacturers and, thus, take a broad approach to their customers� business. Sales representatives may help install new equipment and train employees. They also take orders and resolve any problems with or complaints about the merchandise. Obtaining new accounts is an important part of the job. Sales representatives follow leads from other clients, track advertisements in trade journals, participate in trade shows and conferences, and may visit potential clients unannounced. In addition, they may spend time meeting with and entertaining prospective clients during evenings and weekends. In a process that can take several months, sales representatives present their product and negotiate the sale. Aided by a laptop computer connected to the Internet, they often can answer technical and nontechnical questions immediately. Frequently, sales representatives who lack technical expertise work as a team with a technical expert. In this arrangement, the technical expert—sometimes a sales engineer—will attend 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. The representative is then able to spend more time maintaining and soliciting accounts and less time acquiring technical knowledge. After the sale, representatives may make followup visits to ensure that the equipment is functioning properly and may even help train customers� employees to operate and maintain new equipment. Those selling consumer goods often suggest how and where merchandise should be displayed. Working with retailers, they may help arrange promotional programs, store displays, and advertising. Sales representatives have several duties beyond selling products. They also analyze sales statistics; prepare reports; and handle administrative duties, such as filing their expense account reports, scheduling appointments, and making travel plans. They study literature about new and existing products and monitor the sales, prices, and products of their competitors. Manufacturers� agents who operate a sales agency must also manage their business. This requires organizational and general business skills, as well as knowledge of accounting, marketing, and administration. Related news articles Customer Service & After Sales Representative - 16 Oct 2006 Ny Teknik,The Rader Companies group is a leading supplier of mechanical and pneumatic bulk material handling systems to the pulp and paper, sawmill and bio-energy ... 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More information on Sales representatives, wholesale and manufacturing from The U.S. Department of Labor Bureau of Labor Statistics Occupational Outlook Handbook Overview of Sales representatives, wholesale and manufacturing occupation Number of Sales representatives, wholesale and manufacturing in the U.S. Salary and earnings for Sales representatives, wholesale and manufacturing Working conditions for Sales representatives, wholesale and manufacturing Significant points for Sales representatives, wholesale and manufacturing Training requirements for Sales representatives, wholesale and manufacturing Labor Information Home | Occupational data by city | Search Rainforests | Madagascar | What's new |