What Wholesale and Manufacturing Sales Representatives Do
Some wholesale and manufacturing sales representatives specialize in technical and scientific products ranging from agricultural and mechanical equipment to computer and pharmaceutical goods.
Wholesale and manufacturing sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies, and other organizations. They contact customers, explain product features, answer any questions that their customers may have, and negotiate prices.
Wholesale and manufacturing sales representatives typically do the following:
- Identify prospective customers by using business directories, following leads from existing clients, and attending trade shows and conferences
- Contact new and existing customers to discuss their needs and to explain how specific products and services can meet these needs
- Help customers select products based on the customers' needs, product specifications, and regulations
- Emphasize product features based on analyses of customers' needs and on technical knowledge of product capabilities and limitations
- Answer customers' questions about prices, availability, and product uses
- Negotiate prices and terms of sales and service agreements
- Prepare sales contracts and submit orders for processing
- Collaborate with colleagues to exchange information, such as selling strategies and marketing information
- Follow up with customers to make sure they are satisfied with their purchases and to answer any questions or concerns
- Stay up-to-date on new products and changes to products that they sell
Wholesale and manufacturing sales representatives—sometimes called manufacturers’ representatives or manufacturers’ agents—generally work for manufacturers, wholesalers, or technical companies. Some work for a single organization, while others represent several companies and sell a range of products.
Rather than selling goods directly to consumers, wholesale and manufacturing sales representatives deal with businesses, government agencies, and other organizations. For more information about people who sell directly to consumers, see the profile on retail sales workers. For more information about people who specialize in sales of technical products and services, see the profile for sales engineers.
Some wholesale and manufacturing sales representatives specialize in technical and scientific products, ranging from agricultural and mechanical equipment to computer and pharmaceutical goods. Other representatives deal with nonscientific products such as food, office supplies, and clothing.
Wholesale and manufacturing sales representatives who lack expertise about a given product frequently team with a technical expert. In this arrangement, the technical expert—sometimes a sales engineer—attends the sales presentation to explain the product and answer questions or concerns. The sales representative makes the initial contact with customers, introduces the company's product, and obtains final agreement from the potential buyer.
By working with a technical expert, the representative is able to spend more time maintaining and soliciting accounts and less time gaining technical knowledge.
After the sale, representatives may make follow-up visits to ensure that 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. When working with retailers, they may help arrange promotional programs, store displays, and advertising.
In addition to selling products, wholesale and manufacturing sales representatives analyze sales statistics, prepare reports, and handle administrative duties such as filing expense accounts, scheduling appointments, and making travel plans.
Staying up-to-date on new products and the changing needs of their customers is important. Sales representatives accomplish this in a variety of ways, including attending trade shows at which new products and technologies are showcased. They attend conferences and conventions to meet other sales representatives and clients and discuss new product developments. They also read about new and existing products and monitor the sales, prices, and products of their competitors.
There are two main types of wholesale and manufacturing sales representatives: inside and outside.
Inside sales representatives work mostly in offices while making sales. Frequently, they are responsible for getting new clients by “cold calling” various organizations—calling potential customers to establish an initial contact. They also take incoming calls from customers who are interested in their product and process paperwork to complete the sale.
Outside sales representatives spend much of their time traveling to, and visiting with, current clients and prospective buyers. 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 provides, and they may inform customers about prices, availability, and ways in which their products can save money and boost productivity. Because many sales representatives sell several complementary products made by different manufacturers, they may take a broad approach to their customers' businesses. For example, sales representatives may help install new equipment and train employees in its use.