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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. | |||
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Answer customers' questions about products, prices, availability, product uses, and credit terms. | ||||
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Quote prices, credit terms and other bid specifications. | ||||
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Emphasize product features based on analyses of customers' needs, and on technical knowledge of product capabilities and limitations. | ||||
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Negotiate prices and terms of sales and service agreements. | ||||
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Maintain customer records, using automated systems. | ||||
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Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences. | ||||
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Prepare sales contracts for orders obtained, and submit orders for processing. | ||||
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Select the correct products or assist customers in making product selections, based on customers' needs, product specifications, and applicable regulations. | ||||
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Collaborate with colleagues to exchange information such as selling strategies and marketing information. | ||||
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Prepare sales presentations and proposals that explain product specifications and applications. | ||||
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Demonstrate and explain the operation and use of products. | ||||
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Provide customers with ongoing technical support. | ||||
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Inform customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products. | ||||
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Attend sales and trade meetings, and read related publications in order to obtain information about market conditions, business trends, and industry developments. | ||||
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Visit establishments to evaluate needs and to promote product or service sales. | ||||
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Complete expense reports, sales reports, and other paperwork. | ||||
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Initiate sales campaigns and follow marketing plan guidelines in order to meet sales and production expectations. | ||||
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Recommend ways for customers to alter product usage in order to improve production. | ||||
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Complete product and development training as required. | ||||
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Provide feedback to company's product design team so that products can be tailored to clients' needs. | ||||
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Arrange for installation and test-operation of machinery. | ||||
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Verify that materials lists are accurate and that delivery schedules meet project deadlines. | ||||
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Sell service contracts for products. | ||||
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Study information about new products so that equipment and supplies can be accurately depicted and proper recommendations made. | ||||
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Compute customer's installation or production costs, and estimate savings from new services, products, or equipment. | ||||
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Consult with engineers regarding technical problems. | ||||
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Verify customers' credit ratings, and appraise equipment in order to determine contract terms and trade-in values. | ||||
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Advise customers regarding office layouts, legal and insurance regulations, cost analyses, and collection methods. | ||||
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Stock and distribute resources such as samples and promotional and educational materials. | ||||
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Obtain building blueprints and specifications for use by engineering departments in bid preparations. | ||||
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Visit establishments such as pharmacies in order to check product sales. | ||||
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Train establishment personnel in equipment use. | ||||
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Review existing machinery/equipment placement, and create diagrams to illustrate efficient space utilization, using standard measuring devices and templates. | ||||
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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.- Job Description
- Knowledges
- Skills
- Abilites
- Tools and Technology
- Education and Experience
- Alternate Job Titles
- Salaries
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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. | |||
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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. | |||
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English Language | Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar. | |||
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Computers and Electronics | Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming. | |||
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Production and Processing | Knowledge of raw materials, production processes, quality control, costs, and other techniques for maximizing the effective manufacture and distribution of goods. | |||
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Mathematics | Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications. | |||
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Transportation | Knowledge of principles and methods for moving people or goods by air, rail, sea, or road, including the relative costs and benefits. | |||
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Important Skill Competencies | Competency Description | |||
Speaking | Talking to others to convey information effectively. | |||
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Persuasion | Persuading others to change their minds or behavior. | |||
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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. | |||
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Social Perceptiveness | Being aware of others' reactions and understanding why they react as they do. | |||
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Reading Comprehension | Understanding written sentences and paragraphs in work related documents. | |||
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Negotiation | Bringing others together and trying to reconcile differences. | |||
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Service Orientation | Actively looking for ways to help people. | |||
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Critical Thinking | Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems. | |||
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Active Learning | Understanding the implications of new information for both current and future problem-solving and decision-making. | |||
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Coordination | Adjusting actions in relation to others' actions. | |||
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Complex Problem Solving | Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions. | |||
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Judgment and Decision Making | Considering the relative costs and benefits of potential actions to choose the most appropriate one. | |||
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Writing | Communicating effectively in writing as appropriate for the needs of the audience. | |||
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Time Management | Managing one's own time and the time of others. | |||
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Monitoring | Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action. | |||
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Instructing | Teaching others how to do something. | |||
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Mathematics | Using mathematics to solve problems. | |||
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Learning Strategies | Selecting and using training/instructional methods and procedures appropriate for the situation when learning or teaching new things. | |||
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Important Ability Competencies | Competency Description | |||
Oral Expression | The ability to communicate information and ideas in speaking so others will understand. | |||
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Oral Comprehension | The ability to listen to and understand information and ideas presented through spoken words and sentences. | |||
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Speech Clarity | The ability to speak clearly so others can understand you. | |||
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Speech Recognition | The ability to identify and understand the speech of another person. | |||
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Written Comprehension | The ability to read and understand information and ideas presented in writing. | |||
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Written Expression | The ability to communicate information and ideas in writing so others will understand. | |||
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Deductive Reasoning | The ability to apply general rules to specific problems to produce answers that make sense. | |||
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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. | |||
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Near Vision | The ability to see details at close range (within a few feet of the observer). | |||
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Inductive Reasoning | The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events). | |||
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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). | |||
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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). | |||
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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. | |||
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Category Flexibility | The ability to generate or use different sets of rules for combining or grouping things in different ways. | |||
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Memorization | The ability to remember information such as words, numbers, pictures, and procedures. | |||
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Mathematical Reasoning | The ability to choose the right mathematical methods or formulas to solve a problem. | |||
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Number Facility | The ability to add, subtract, multiply, or divide quickly and correctly. | |||
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Far Vision | The ability to see details at a distance. | |||
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Tools/Technology Example | Product Category | |||
AMG Teleran SalesInSync | Customer relationship management CRM software | |||
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ActionWare | Customer relationship management CRM software | |||
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AdTrack Customer Acquisition Management CAM | Customer relationship management CRM software | |||
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Cegedim Target Software Target SFA Pharmaceutical Suite | Customer relationship management CRM software | |||
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Data entry software | Data base user interface and query software | |||
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FrontRange Solutions Goldmine software | Customer relationship management CRM software | |||
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IBM Lotus Notes | Electronic mail software | |||
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Infor ERP SyteLine | Enterprise resource planning ERP software | |||
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InsideSales.com customer relationship management CRM software | Customer relationship management CRM software | |||
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Intuit QuickBooks software | Accounting software | |||
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Khameleon Software E-Business Suite Special Edition | Project management software | |||
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Microsoft Access | Data base user interface and query software | |||
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Microsoft Excel | Spreadsheet software | |||
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Microsoft Exchange | Electronic mail software | |||
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Microsoft Office software | Office suite software | |||
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Microsoft Outlook | Electronic mail software | |||
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Microsoft PowerPoint | Presentation software | |||
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Microsoft Word | Word processing software | |||
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NetSuite NetCRM | Customer relationship management CRM software | |||
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Oracle DBMS | Data base user interface and query software | |||
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Presentation software | Presentation software | |||
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Sage ACT! | Customer relationship management CRM software | |||
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Salesforce.com Salesforce CRM | Customer relationship management CRM software | |||
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Scheduling software | Calendar and scheduling software | |||
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Spreadsheet software | Spreadsheet software | |||
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Sybase iAnywhere Pharma Anywhere | Customer relationship management CRM software | |||
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Sybase iAnywhere Sales Anywhere | Customer relationship management CRM software | |||
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Web browser software | Internet browser software | |||
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Word processing software | Word processing software | |||
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Laptop computers | Notebook computers | |||
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Personal computers | Personal computers | |||
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Personal digital assistants PDA | Personal digital assistant PDAs or organizers | |||
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Tablet computers | Tablet computers | |||
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Prerequisite Qualification Category | Education and Experience Level | |||
Required Level of Education | Bachelor's Degree | |||
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On-Site or In-Plant Training | Up to and including 1 month | |||
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On-Site or In-Plant Training | Over 1 month, up to and including 3 months | |||
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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 | |||
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