CompGeo Salary Survey Benchmark Job Summary and Competencies

Sales Representatives, Wholesale and Manufacturing

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, Wholesale and Manufacturing
Summary Job Description Tasks
Sell goods for wholesalers or manufacturers to businesses or groups of individuals. Work requires substantial knowledge of items sold. Answer customers' questions about products, prices, availability, product uses, and credit terms.
Recommend products to customers, based on customers' needs and interests.
Contact regular and prospective customers to demonstrate products, explain product features, and solicit orders.
Estimate or quote prices, credit or contract terms, warranties, and delivery dates.
Consult with clients after sales or contract signings to resolve problems and to provide ongoing support.
Prepare drawings, estimates, and bids that meet specific customer needs.
Provide customers with product samples and catalogs.
Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
Arrange and direct delivery and installation of products and equipment.
Monitor market conditions, product innovations, and competitors' products, prices, and sales.
Negotiate details of contracts and payments, and prepare sales contracts and order forms.
Perform administrative duties, such as preparing sales budgets and reports, keeping sales records, and filing expense account reports.
Obtain credit information about prospective customers.
Forward orders to manufacturers.
Check stock levels and reorder merchandise as necessary.
Plan, assemble, and stock product displays in retail stores, or make recommendations to retailers regarding product displays, promotional programs, and advertising.
Negotiate with retail merchants to improve product exposure, such as shelf positioning and advertising.
Train customers' employees to operate and maintain new equipment.
Buy products from manufacturers or brokerage firms and distribute them to wholesale and retail clients.
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Representatives, Wholesale and Manufacturing
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.
Mathematics Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
Administration and Management Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
English Language Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
Economics and Accounting Knowledge of economic and accounting principles and practices, the financial markets, banking and the analysis and reporting of financial data.
Production and Processing Knowledge of raw materials, production processes, quality control, costs, and other techniques for maximizing the effective manufacture and distribution of goods.
Clerical Knowledge of administrative and clerical procedures and systems such as word processing, managing files and records, stenography and transcription, designing forms, and other office procedures and terminology.
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, Wholesale and Manufacturing
Important Skill Competencies Competency Description
Speaking Talking to others to convey information effectively.
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.
Persuasion Persuading others to change their minds or behavior.
Social Perceptiveness Being aware of others' reactions and understanding why they react as they do.
Critical Thinking Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
Negotiation Bringing others together and trying to reconcile differences.
Reading Comprehension Understanding written sentences and paragraphs in work related documents.
Service Orientation Actively looking for ways to help people.
Coordination Adjusting actions in relation to others' actions.
Writing Communicating effectively in writing as appropriate for the needs of the audience.
Judgment and Decision Making Considering the relative costs and benefits of potential actions to choose the most appropriate one.
Monitoring Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
Complex Problem Solving Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
Time Management Managing one's own time and the time of others.
Active Learning Understanding the implications of new information for both current and future problem-solving and decision-making.
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Representatives, Wholesale and Manufacturing
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.
Near Vision The ability to see details at close range (within a few feet of the observer).
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.
Inductive Reasoning The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
Deductive Reasoning The ability to apply general rules to specific problems to produce answers that make sense.
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).
Category Flexibility The ability to generate or use different sets of rules for combining or grouping things in different ways.
Selective Attention The ability to concentrate on a task over a period of time without being distracted.
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).
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.
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Representatives, Wholesale and Manufacturing
Prerequisite Qualification Category Education and Experience Level
On-the-Job Training Over 3 months, up to and including 6 months
On-Site or In-Plant Training Up to and including 1 month
On-Site or In-Plant Training Over 3 months, up to and including 6 months
Related Work Experience Over 4 years, up to and including 6 years
Required Level of Education Some College Courses
Related Work Experience Over 1 year, up to and including 2 years
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Representatives, Wholesale and Manufacturing
Alternate Job Title(s)
Account Executive
Account Leader
Account Manager
Account Representative
Account Specialist
Accounts Executive
Agricultural Produce Commission Agent
Apparel Trimmings Sales Representative
Architectural and Engineering Supplies Sales Representative
Barber and Beauty Equipment and Supplies Sales Representative
Bottles and Bottling Equipment Sales Representative
Bottling Equipment Sales Representative
Bulk Plant Agent
Bulk Station Agent
Canvas Products Sales Representative
Church Furniture and Religious Supplies Sales Representative
Circulation Sales Representative
Commercial Equipment and Supplies Sales Representative
Commission Broker
Contact Person
Contact Worker
Containers Sales Representative
Contracts Specialist
Cordage Sales Representative
Customer Account Technician
Diamond Broker
Diamond Merchant
Distribution Agent
Factory Representative
Field Marketing Representative
Field Representative
Field Service Representative
Florist Supplies Salesperson
Food Products Sales Representative
Footwear Sales Representative
Freight Broker
Fuels Sales Representative
General Merchandise Sales Representative
Hardware Supplies Sales Representative
Hobbies and Crafts Sales Representative
Home Furnishings Sales Representative
Hotel Supplies Salesperson
Hotel and Restaurant Equipment and Supplies Sales Representative
Household Appliances Sales Representative
Importer Exporter
Industrial Rubber Goods Sales Representative
Inside Sales Person
Inside Sales Representative
Jewelry Sales Representative
Leather Goods Sales Representative
Livestock Commission Agent
Livestock Sales Representative
Malt Liquors Sales Representative
Manufacturer's Representative
Manufacturers Agent
Marketing Associate
Medical Sales Representative
Men's and Boys' Apparel Sales Representative
Metal Dealer
Mill Representative
Mortician Supplies Sales Representative
Motor Vehicles and Supplies Sales Representative
Musical Instruments and Accessories Sales Representative
Negotiator Sales
Novelties Sales Representative
Office Machines Sales Representative
Office and Artists Materials Sales Representative
Oil Distributor
Outside Sales Representative
Paper and Paper Products Sales Representative
Petroleum Products Sales Representative
Plastic Products Sales Representative
Pressure Sensitive Tape Sales Representative
Printing Supplies Sales Representative
Publications Sales Representative
Pulpwood Dealer
Recreation and Sporting Goods Sales Representative
Retail Account Executive
Retail Merchandiser
Safety Apparel and Equipment Sales Representative
Sales Consultant
Sales Coordinator
Sales Manager
Sales Representative
Sales Specialist
School Equipment and Supplies Sales Representative
Scrap Dealer
Shoe Leather and Findings Sales Representative
Telesales Representative
Territory Manager
Textile Broker
Textile Converter
Textile Designs Sales Representative
Textiles Sales Representative
Tobacco Drummer
Tobacco Products and Smoking Supplies Sales Representative
Toilet Preparations Sales Representative
Tractor Distributor
Turf Sales Person
Uniforms Sales Representative
Vending and Coin Machines Sales Representative
Videotape Sales Representative
Water Softening Equipment Sales Representative
Wholesale Account Executive
Wholesale Diamond Broker
Women's and Girls' Apparel Sales Representative
Wool Merchant
Writing and Marking Pens Sales Representative
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Representatives, Wholesale and Manufacturing
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