Sales Representatives - Technical
Description OES Code: 49005
Sell goods or services requiring scientific or similar knowledge in such areas as biology, engineering, chemistry, and electronics, normally obtained from 2 or 3 years of post secondary education or its equivalent. Sell products such as aircraft, agricultural equipment and supplies, industrial machinery, medical supplies, electronic equipment, chemicals, and precision instruments. Exclude Sales Engineers whose background or equivalent knowledge is equal to a bachelor's degree in engineering.

Wages, California
Entry-Level Hourly Wage $16.07
25th Percentile $19.52
50th Percentile $29.38
75th Percentile $41.97

Wages, San Joaquin County
Entry-Level Hourly Wage $17.23
25th Percentile $18.30
50th Percentile $20.93
75th Percentile $30.06

Wages by California County
• OES Survey
• CCOIS Survey

Hours & Benefits
Most employees in this occupation are full time and average 42 hours per week.

Almost all employers provide medical and dental insurance in addition to sick leave and vacation. Most employers will also provide retirement plans and life insurance.

Employment Trends, California
Employment 1998 55,900
Projected Employment 2008 69,500
Percent Change 1998-2008 24.3%
Separations 1998-2008 15,300

Employment Trends, San Joaquin County
Employment 1999 310
Projected Employment 2006 350
Percent Change 1999-2006 12.9%
Separations 1999-2006 60

Employment Trends by California County

Working Conditions
Surroundings vary depending on the type and price of merchandise sold. High fashion specialty shops or jewelry stores may have a plush and quiet atmosphere, while grocery and retail outlet stores may be crowded and noisy. To provide a pleasant shopping environment for consumers, retail stores are generally clean, well lighted, and air-conditioned.

Advancement
Employers report promoting Sales Representatives to higher level positions such as Field Sales Representative, Regional Sales Representative, or Product Marketing Manager.

Getting the Job & Other Information
Most employers recruit through employee referrals. Many also use private employment agencies and newspaper ads.

For a list of current job listings, browse CalJOBS or America's Job Bank.

Education and Training
Most recently hires Sales Representatives have at least a bachelor's degree. Employers hiring Sales Representatives in many of todays high technology fields usually require a Bachelors of Science in either computer science or biological science. Colleges and universities offer a wide variety of undergraduate programs. Most employers always require previous work experience.

The background needed for Sales Representatives varies by product line and market. Many employers require recent hires to undergo an on-the job training period for about 6-12 months. Most employers require an average of 24 months of related work experience in either product sales, technical sales, or customer service. Many employers have formal training programs that can last up to two years.

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.

Skills & Other Requirements
Important skills include the ability to demonstrate knowledge of specific products, customer service skills, verbal presentation skills, ability to apply sales techniques, telephone sales skills, and knowledge of contract, bidding and proposal procedures.

Additionally, cost estimating skills, the ability to prepare and arrange sales contracts, computer software skills including, spreadsheets, word processing and databases, willingness to travel, record keeping skills, and report writing skills are also important skills.

Basic skills include math skills, writing skills, oral communication skills, ability to read and follow instructions, English grammar and spelling skills. The ability to work independently as well as part of a team, ability to work under pressure, and attention to detail are also important.

References
Related Occupations: Buyers (Retail Trade), Retail Store Managers

Training: California Training and Education Providers (CTEP)