| ||||
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 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.- Job Description
- Knowledges
- Skills
- Abilites
- Tools and Technology
- Education and Experience
- Alternate Job Titles
- Salaries
| ||||
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. | |||
| ||||
| ||||
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. | |||
| ||||
| ||||
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. | |||
| ||||
| ||||
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 | |||
| ||||
| |||
Alternate Job Title(s) | |||
Account Executive | |||
Account Leader | |||
Account Manager | |||
Account Representative | |||
Account Specialist | |||
Accounts Executive | |||
Agent | |||
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 | |||
Broker | |||
Bulk Plant Agent | |||
Bulk Station Agent | |||
Canvas Products Sales Representative | |||
Church Furniture and Religious Supplies Sales Representative | |||
Circulation Sales Representative | |||
Clothier | |||
Commercial Equipment and Supplies Sales Representative | |||
Commission Broker | |||
Consignee | |||
Contact Person | |||
Contact Worker | |||
Containers Sales Representative | |||
Contracts Specialist | |||
Converter | |||
Cordage Sales Representative | |||
Customer Account Technician | |||
Diamond Broker | |||
Diamond Merchant | |||
Distribution Agent | |||
Distributor | |||
Exporter | |||
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 | |||
Merchandiser | |||
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 | |||
Salesman | |||
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 | |||
| |||||||||||||||||||||
Copyright © 1995
- 2023 International Compensation Technologies and The Clayton Wallis Company. All Rights Reserved World Wide ictcw.com Member, WorldatWork - Formerly American and Canadian Compensation Associations (ACA/CCA) |