CompGeo Salary Survey Benchmark Job Summary and Competencies

Sales Representatives - Mining/Manufacturing/Wholesale

The Benchmark Job Description below represents the specific Position Characteristics of the job used in the Salary Survey. Benchmark Job Descriptions should be inspected carefully to review the degree of matching between an organizations' Job and the Salary Survey Benchmark. Matching internal Jobs to Salary Survey Benchmark Jobs should not be done on Job Title alone. A thorough comparison of Salary Survey Benchmark to Internal Job Descriptions is recommended. A good overlap should exist on any comparisons used on critical Job Dimensions and Competencies.
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Representatives - Mining/Manufacturing/Wholesale
 
Summary Job Description Tasks
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 post-secondary education. Contact new and existing customers to discuss their needs, and to explain how these needs could be met by specific products and services.
 
Answer customers' questions about products, prices, availability, product uses, and credit terms.
 
Quote prices, credit terms and other bid specifications.
 
Emphasize product features based on analyses of customers' needs, and on technical knowledge of product capabilities and limitations.
 
Negotiate prices and terms of sales and service agreements.
 
Maintain customer records, using automated systems.
 
Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
 
Prepare sales contracts for orders obtained, and submit orders for processing.
 
Select the correct products or assist customers in making product selections, based on customers' needs, product specifications, and applicable regulations.
 
Collaborate with colleagues to exchange information such as selling strategies and marketing information.
 
Prepare sales presentations and proposals that explain product specifications and applications.
 
Demonstrate and explain the operation and use of products.
 
Provide customers with ongoing technical support.
 
Inform customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products.
 
Attend sales and trade meetings, and read related publications in order to obtain information about market conditions, business trends, and industry developments.
 
Visit establishments to evaluate needs and to promote product or service sales.
 
Complete expense reports, sales reports, and other paperwork.
 
Initiate sales campaigns and follow marketing plan guidelines in order to meet sales and production expectations.
 
Recommend ways for customers to alter product usage in order to improve production.
 
Complete product and development training as required.
 
Provide feedback to company's product design team so that products can be tailored to clients' needs.
 
Arrange for installation and test-operation of machinery.
 
Verify that materials lists are accurate and that delivery schedules meet project deadlines.
 
Sell service contracts for products.
 
Study information about new products so that equipment and supplies can be accurately depicted and proper recommendations made.
 
Compute customer's installation or production costs, and estimate savings from new services, products, or equipment.
 
Consult with engineers regarding technical problems.
 
Verify customers' credit ratings, and appraise equipment in order to determine contract terms and trade-in values.
 
Advise customers regarding office layouts, legal and insurance regulations, cost analyses, and collection methods.
 
Stock and distribute resources such as samples and promotional and educational materials.
 
Obtain building blueprints and specifications for use by engineering departments in bid preparations.
 
Visit establishments such as pharmacies in order to check product sales.
 
Train establishment personnel in equipment use.
 
Review existing machinery/equipment placement, and create diagrams to illustrate efficient space utilization, using standard measuring devices and templates.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Representatives - Mining/Manufacturing/Wholesale
 
Important Knowledge Competencies Competency Description
Sales and Marketing Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
 
Customer and Personal Service Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
 
English Language Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
 
Computers and Electronics Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
 
Production and Processing Knowledge of raw materials, production processes, quality control, costs, and other techniques for maximizing the effective manufacture and distribution of goods.
 
Mathematics Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
 
Transportation Knowledge of principles and methods for moving people or goods by air, rail, sea, or road, including the relative costs and benefits.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Representatives - Mining/Manufacturing/Wholesale
 
Important Skill Competencies Competency Description
Speaking Talking to others to convey information effectively.
 
Persuasion Persuading others to change their minds or behavior.
 
Active Listening Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
 
Social Perceptiveness Being aware of others' reactions and understanding why they react as they do.
 
Reading Comprehension Understanding written sentences and paragraphs in work related documents.
 
Negotiation Bringing others together and trying to reconcile differences.
 
Service Orientation Actively looking for ways to help people.
 
Critical Thinking Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
 
Active Learning Understanding the implications of new information for both current and future problem-solving and decision-making.
 
Coordination Adjusting actions in relation to others' actions.
 
Complex Problem Solving Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
 
Judgment and Decision Making Considering the relative costs and benefits of potential actions to choose the most appropriate one.
 
Writing Communicating effectively in writing as appropriate for the needs of the audience.
 
Time Management Managing one's own time and the time of others.
 
Monitoring Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
 
Instructing Teaching others how to do something.
 
Mathematics Using mathematics to solve problems.
 
Learning Strategies Selecting and using training/instructional methods and procedures appropriate for the situation when learning or teaching new things.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Representatives - Mining/Manufacturing/Wholesale
 
Important Ability Competencies Competency Description
Oral Expression The ability to communicate information and ideas in speaking so others will understand.
 
Oral Comprehension The ability to listen to and understand information and ideas presented through spoken words and sentences.
 
Speech Clarity The ability to speak clearly so others can understand you.
 
Speech Recognition The ability to identify and understand the speech of another person.
 
Written Comprehension The ability to read and understand information and ideas presented in writing.
 
Written Expression The ability to communicate information and ideas in writing so others will understand.
 
Deductive Reasoning The ability to apply general rules to specific problems to produce answers that make sense.
 
Problem Sensitivity The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.
 
Near Vision The ability to see details at close range (within a few feet of the observer).
 
Inductive Reasoning The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
 
Fluency of Ideas The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).
 
Information Ordering The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations).
 
Originality The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem.
 
Category Flexibility The ability to generate or use different sets of rules for combining or grouping things in different ways.
 
Memorization The ability to remember information such as words, numbers, pictures, and procedures.
 
Mathematical Reasoning The ability to choose the right mathematical methods or formulas to solve a problem.
 
Number Facility The ability to add, subtract, multiply, or divide quickly and correctly.
 
Far Vision The ability to see details at a distance.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Representatives - Mining/Manufacturing/Wholesale
 
Tools/Technology Example Product Category
AMG Teleran SalesInSync Customer relationship management CRM software
 
ActionWare Customer relationship management CRM software
 
AdTrack Customer Acquisition Management CAM Customer relationship management CRM software
 
Cegedim Target Software Target SFA Pharmaceutical Suite Customer relationship management CRM software
 
Data entry software Data base user interface and query software
 
FrontRange Solutions Goldmine software Customer relationship management CRM software
 
IBM Lotus Notes Electronic mail software
 
Infor ERP SyteLine Enterprise resource planning ERP software
 
InsideSales.com customer relationship management CRM software Customer relationship management CRM software
 
Intuit QuickBooks software Accounting software
 
Khameleon Software E-Business Suite Special Edition Project management software
 
Microsoft Access Data base user interface and query software
 
Microsoft Excel Spreadsheet software
 
Microsoft Exchange Electronic mail software
 
Microsoft Office software Office suite software
 
Microsoft Outlook Electronic mail software
 
Microsoft PowerPoint Presentation software
 
Microsoft Word Word processing software
 
NetSuite NetCRM Customer relationship management CRM software
 
Oracle DBMS Data base user interface and query software
 
Presentation software Presentation software
 
Sage ACT! Customer relationship management CRM software
 
Salesforce.com Salesforce CRM Customer relationship management CRM software
 
Scheduling software Calendar and scheduling software
 
Spreadsheet software Spreadsheet software
 
Sybase iAnywhere Pharma Anywhere Customer relationship management CRM software
 
Sybase iAnywhere Sales Anywhere Customer relationship management CRM software
 
Web browser software Internet browser software
 
Word processing software Word processing software
 
Laptop computers Notebook computers
 
Personal computers Personal computers
 
Personal digital assistants PDA Personal digital assistant PDAs or organizers
 
Tablet computers Tablet computers
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Representatives - Mining/Manufacturing/Wholesale
 
Prerequisite Qualification Category Education and Experience Level
Required Level of Education Bachelor's Degree
 
On-Site or In-Plant Training Up to and including 1 month
 
On-Site or In-Plant Training Over 1 month, up to and including 3 months
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Representatives - Mining/Manufacturing/Wholesale
 
Alternate Job Title(s)
Abrasives Sales Representative
Account Development Manager
Account Executive
Account Leader
Account Manager
Accounts Executive
Agricultural Sales Representative
Aircraft Equipment and Parts Sales Representative
Aircraft Sales Representative
Animal Feed Products Sales Representative
Building Equipment and Supplies Sales Representative
Business Account Leader
Channel Sales Director
Chemical Sales Representative
Chemical and Pharmaceutical Sales Representative
Chemicals and Drugs Sales Representative
Commercial Solar Sales Consultant
Communication Equipment Sales Representative
Computers and EDP Systems Sales Representative
Construction Machinery Sales Representative
Contracts Specialist
Dairy Supplies Sales Representative
Dental Detail Representative
Dental and Medical Equipment and Supplies Sales Representative
Detailer
Distribution Sales Manager
Electrical/Electronic Sales Representative
Electronics Parts Sales Representative
Electroplating Sales Representative
Elevators, Escalators, and Dumbwaiters Sales Representative
Engineering Supplies Sales
Enterprise Sales Person
Farm and Garden Equipment and Supplies Sales Representative
Field Marketing Representative
Field Service Representative
Foundry and Machine Shop Products Sales Representative
Green Building Materials Distributor
Industrial Machinery Sales Representative
Inside Channel Account Manager
Inside Sales Representative
Instruments Sales Representative
Lubricating Equipment Sales Representative
Marketing Representative
Material Handling Equipment Sales Representative
Mechanical Equipment Sales Representative
Medical Detail Representative
Medical Detailist
Medical Field Representative
Medical Sales Representative
Medical Service Representative
Metals Sales Representative
Milking Machines Sales Service Representative
Oil Field Supplies and Equipment Sales Representative
Original Equipment Manufacturer Sales Manager (OEM Sales Manager)
Outside Sales Manager
Outside Sales Representative
Pharmaceutical Detailer
Pharmaceutical Representative
Pharmaceutical Sales Representative
Pharmaceutical Salesperson
Pharmaceutical Service Representative
Pharmacy Sales Representative
Poultry Equipment and Supplies Sales Representative
Precision Instruments Sales Representative
Radiographic Inspection Equipment and Services Sales Representative
Railroad Equipment and Supplies Sales Representative
Recyclable Materials Distributor
Retail Merchandiser
Sales Director
Sales Manager
Sales Representative
Sales Specialist
Surgical Appliances Salesperson
Surgical Instruments Sales Representative
Sustainable Products Sales Representative
Systems Engineer
Technical Service Representative
Textile Machinery Sales Representative
Ultrasonic Equipment Sales Representative
Utility Sales Representative
Veterinarian Supplies Sales Representative
Water Treatment Chemicals Sales Representative
Weighing and Force Measurement Instruments Sales Representative
Welding Equipment Sales Representative
Wholesale Ultrasonic Equipment Salesperson
Wire Rope Sales Representative
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Representatives - Mining/Manufacturing/Wholesale
 
 
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