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Degrees and Schools
Training courses, seminars and programs are often taken by product sales representatives to continuously hone their craft. They may even study a foreign language or pursue a bachelor's degree in a technical field. Because they must know detailed information about the products they represent, sales representatives participate in intensive on-the-job training.
Coursework
Sales seminars and training programs focus on sales techniques, marketing, economics and communication.
Online Classes and Programs
There are many online courses and programs available to product sales representatives to help them keep their competitive edge. Online courses should be part of an institution with accreditation from agencies approved by the Council for Higher Education Accreditation (CHEA) or United States Department of Education (USDE).
Employment Requirements
In many cases, a high school diploma is the minimum requirement for product sales representatives. Those who sell scientific or technical products often need a bachelor's degree in order to qualify for positions. Most important are previous sales experience and impressive sales numbers.
For competitive advantage, sales representatives can obtain professional certification as a Certified Professional Manufacturers' Representative (CPMR) or Certified Sales Professional (CSP) certification through the Manufacturers' Representatives Education Research Foundation.
How to Evaluate Schools
Aspiring sales representatives should consider asking the following questions when comparing sales training programs:
- Program focus - What industries does the student find interesting? Is a bachelor's degree in a scientific or technical field essential to being successful in these industries?
- Accreditation - Has the course or seminar been accredited by an agency approved by the CHEA or USDE?
- Practical experience - Does the program offer direct experience in sales that can be counted towards previous sales experience when applying for jobs?
- Tuition and value - Are tuition costs in proportion to the value of the program? What kind of improvement have other graduates seen in their sales results as a result of completing the program?
- Career search - What kinds of networking opportunities does the program provide? Are there job matching opportunities offered?
Product Sales Representative Job Description
Sales representatives inform potential and current customers of the features and benefits of products, arranging for their purchase. They work primarily for manufacturers, wholesalers and technical companies in almost every industry, selling food products, apparel, office supplies, computers, pharmaceutical goods, agricultural equipment, etc. Responsible for persuading interested parties to sign a contract or conduct a transaction, product sales representatives may work for several different companies at the same time in order to sell a range of products.
Specific responsibilities include:
- Contacting potential and current customers
- Promoting products through descriptions, demonstrations, and answering questions
- Installing or arranging for the install of new products
- Training customers on the use and promotion of new products
- Keeping informed about new products, features and offerings
- Following up with customers after purchases to assure satisfaction
- Analyzing customer needs, purchasing trends and competitors
- Attending and participating in trade shows and conventions
- Partnering with technical experts to communicate specific details to a customer
Sales representatives may work as inside sales representatives, based in an office location and interacting with customers over the phone, or outside "field"; sales, where they travel locally, regionally or nationally to meet with customers in person.
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