MANUFACTURERS' SALES REPRESENTATIVE California Occupational Guide Number 542 Interest Area 8 1995
THE JOB
Almost all manufacturers employ Sales Representatives, also known as account executives or sales engineers. These sales people sell mainly to other wholesale and retail businesses and factories. They also sell to hospitals, schools, libraries and other institutions.
MANUFACTURERS' SALES REPRESENTATIVES call on prospective customers to describe and demonstrate their products and determine the customer needs. For example, those who sell hunting, fishing and camping equipment may stress the durability and practical aspects of the product, its attractive features and variety. Sales Representatives may also promote their products at trade shows and conferences.
Sales Representatives may need a technical background to deal with engineers in selling such products as electronic, electrical, or mechanical equipment and to adapt products to the customer's special needs. These Sales Representatives may be called sales engineers. They may have to train the customers employees in the operation and maintenance of the new equipment and follow up with frequent visits to assure that the equipment is functioning properly.
Some Sales Representatives, especially in the aviation industry, may represent more than one manufacturer. Those who sell forging and casting for one company might sell sheet metal fabricated parts for another firm and fasteners for still another company. This is an accepted practice in the industry.
Manufacturers' Sales Representatives will usually have an assigned territory, and their work includes making appointments, calling on customers and preparing reports on sales prospects or customer credit ratings. They may also conduct training for customers and develop advertising and promotional packages for new products.
Important attributes of Sales Representatives include: a pleasing personality, an abundance of energy, a sense of responsibility, self reliance, and -- of paramount importance -- sales ability.
WORKING CONDITIONS
This particular type of sales work may involve a considerable amount of travel. Depending on the assigned territory, long periods may be spent away from home, or there may be only a few days each month that would require extensive travel. The time most convenient for the customer might involve night work and travel on weekends. Sales Representatives may take customers to dinner or provide entertainment (such as tickets to sporting events) as part of their normal business expenses.
EMPLOYMENT OUTLOOK
The following information is from the California Projections of Employment published by the Labor Market Information Division. These figures represent the broad occupational group Sales Representatives (non-scientific except retail).
Estimated number of workers in 1990 141,060 Estimated number of workers in 2005 177,380 Projected Growth 1990 - 2005 26% Estimated new jobs 1990 - 2005 36,320 Estimated openings due to separations by 2005 52,450
(These figures do not include self-employment nor openings due to turnover.)
Although the employment outlook varies by industry and type of sales job, employment of Manufacturers' Sales Representatives is expected to increase at about the same rate as the average for all occupations in California through 2005. Most job openings will result as experienced workers retire, change careers, or leave the labor force for other reasons.
Global competition, changing economic conditions, and consumer preferences can affect job opportunities. Prospects are best for applicants with the appropriate technical expertise and sales ability.
WAGES, HOURS AND FRINGE BENEFITS
Salaries paid to Manufacturer's Sales Representatives vary considerably between geographical areas and employers. Some receive a fixed amount every month; others receive commission only, and still others are paid a salary plus commission. Some companies set sales quotas to meet. Sales Representatives who surpass the established sales quota may be paid a certain percentage for all sales above the quota amount. Some firms call this incentive pay; some call it a bonus. Many employers furnish company cars or pay representatives mileage and expenses for using their own car.
Wage survey results for various counties in 1994 indicate an annual median range of $14,560 - $24,440 annually for beginning representatives. Experienced representatives earned a median range of $22,880 - $40,560 annually. With commissions, median salaries for some experienced representatives can range between $56,160 to over $100,000 yearly.
Most Manufacturers' Sales Representatives get health benefits, vacation, sick leave, retirement plans and profit sharing.
ENTRANCE REQUIREMENTS AND TRAINING
Most firms will hire only Sales Representatives who have college degrees. They usually prefer someone who has a marketing or business administration degree. Some companies request the applicant's college grade point average. Some firms do not require degrees, emphasizing the applicant's sales ability and experience instead.
Some companies have formal training for beginning sales workers that last as long as two years. This is the usual procedure for manufacturers of technical products. Some training programs involve learning all phases of the production, installation and distribution of the product. Other firms have classroom training at the plant itself, followed by on-the-job training under a field sales manager in a branch office. Some companies offer continuous training in an effort to keep their sales personnel on an upbeat trend at all times.
Math skills and the ability to use computers are important to many employers.
ADVANCEMENT
Manufacturers' Sales Representatives who have good sales records and leadership abilities advance to sales supervisors, branch managers, or district managers. Those who have the ability to manage may be promoted to executive positions; many top industry executives started in sales.
Business contacts with employers in other firms may provide Sales Representatives with opportunities to move to jobs where pay and/or benefits may be better. Some may make the decision to work as independent representatives. Others may use their sales background to go into advertising or marketing research.
FINDING THE JOB
Manufacturers' Sales Representatives usually find work through placement offices at colleges and universities. Job seekers should also apply directly to manufacturing firms listed in the telephone Yellow Pages and the California Manufacturers' Register published by the Times Mirror Press, available at most libraries.
In addition, job seekers may apply at the local California Employment Development Department Job Service office.
ADDITIONAL SOURCES OF INFORMATION
Manufacturers' Agent National Association P.O. Box 3467 Laguna Hills, CA 92654-3467 (714) 859-4040
RELATED OCCUPATIONAL GUIDES
Buyers (Retail Trade) No. 118
OCCUPATIONAL CODE REFERENCES
DOT (Dictionary of Occupational Titles, 4th ed., Rev. 1) Manufacturers' Representative 279.157-010
OES (Occupational Employment Statistics) System Sales Representatives (non-scientific) 490080
Source: State of California, Employment Development Department,
Labor Market Information Division, Information Services Group,
(916) 262-2162.
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