GeorgiaJobWatch.com
Working as a Manufacturers and Wholesale Agent
Significant Points
Nature of the Work
For both manufacturers and wholesalers, sales representatives are an important part of their company's success. Regardless of the type of product they sell, their primary duties are to interest wholesale and retail buyers and purchasing agents in their merchandise and ensure that any questions or concerns of current clients are addressed. They market their company's products to manufacturers, wholesale and retail establishments, government agencies, and other institutions. Sales representatives also provide advice to clients on how to increase sales. (Retail sales workers, who sell directly to consumers, are discussed elsewhere in the Handbook.)
Depending on where they work, sales representatives have different job titles. Many of those working directly for manufacturers are referred to as manufacturers' representatives and those employed by wholesalers generally are called sales representatives. In addition to those employed directly by firms, manufacturers' agents are self-employed sales workers who contract their services to all types of companies. Those selling technical products, for both manufacturers and wholesalers, are usually called industrial sales workers or sales engineers. Many of these titles, however, are used interchangeably.
Manufacturers' and wholesale sales representatives spend much of their time traveling to and visiting with prospective buyers and current clients. During a sales call, they discuss the customers' 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 how their products can save money and improve productivity. Because of the vast number of manufacturers and wholesalers selling similar products, they also try to emphasize the unique qualities of the products and services offered by their company. They also take orders and resolve any problems or complaints with the merchandise.
Depending on the products they sell, sales representatives may have additional duties. For example, sales engineers, who are among the most highly trained sales workers, typically sell products whose installation and optimal use require a great deal of technical expertise and support—products such as material handling equipment, numerical-control machinery, and computer systems. In addition to providing information on their firm's products, these workers help prospective and current buyers with technical problems by recommending improved materials and machinery for a firm's manufacturing process, drawing up plans of proposed machinery layouts and estimating cost savings from the use of their equipment. They present this information and negotiate the sale, a process that may take several months. During their presentation, they may use a portable computer so they can have instant access to technical, sales, and other information.
Increasingly, sales representatives who lack technical expertise work as a team with a technical expert. In this arrangement, the duties of a sales representative are to make the preliminary contact with customers, introduce the company's product, and close the sale. The technical expert will attend the sales presentation to explain and answer questions and concerns. In this way, the sales representative is able to spend more time maintaining and soliciting accounts and less time acquiring technical knowledge. After the sale, sales representatives may make frequent follow-up visits to ensure 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 their merchandise should be displayed. Working with retailers, they may help arrange promotional programs, store displays, and advertising.
Obtaining new accounts is an important part of the job. Sales representatives follow leads suggested by other clients, from advertisements in trade journals, and from participation in trade shows and conferences. At times, they make unannounced visits to potential clients. In addition, they may spend a lot of time meeting with and entertaining prospective clients during evenings and weekends.
Sales representatives 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.
In addition to all these duties, manufacturers' agents who operate a sales agency must also manage their business. This requires organizational skills as well as knowledge of accounting, marketing, and administration.
Working Conditions
Some manufacturers' and wholesale sales representatives have large territories and do considerable traveling. Because a sales region may cover several States, they may be away from home for several days or weeks at a time. Others work near their "home base" and do most of their traveling by automobile. Due to the nature of the work and the amount of travel, sales representatives typically work more than 40 hours per week.
Although the hours are long and often irregular, most sales representatives have the freedom to determine their own schedule. As a result, they may be able to arrange their appointments so they can have time off when they want it.
Dealing with different types of people can be demanding but stimulating. In addition, sales representatives often face competition from representatives of other companies as well as from fellow workers. Companies may set goals or quotas that representatives are expected to meet. Because their earnings depend upon commissions, manufacturers' agents are also under the added pressure to maintain and expand their clientele.
Related Occupations
Manufacturers' and wholesale sales representatives must have sales ability and knowledge of the products they sell. Other occupations that require similar skills are retail, services, real estate, insurance, and securities sales workers, as well as wholesale and retail buyers.