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Manufacturers' Sales Representative

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 Workforce Services 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.