Manufacturer's Representative Job Description

The Rise of Manufacturing Sales Reps

Wholesale representatives and manufacturing sales reps are the same as all salespersons. Unlike department stores, manufacturer's reps sell equipment and supplies to organizations, not directly to consumers. They work over 50 hours a week and have large territories.

A high school diploma for nontechnical goods sales is one of the qualifications for a manufacturer's representative. They get on-the-job training from experienced reps, supervisors and through formal company training courses that may last a year. The Bureau of Labor Statistics shows that non-technical sales reps earned an average of $63,520 per year, while those specializing in scientific and technical products earned an average of $85,750 per year.

The Role of Manufacturers' Representative in the Growth and Success Of A Company

Billion-dollar firms that want to ensure maximum coverage for their products use agencies, as do smaller companies that can't afford their own sales staff. Some companies only sell through manufacturers' representatives. The business has grown over time.

Agencies often offer more than just a sales force, and the growth has had a lot to do with that. They can bring continuity and build relationships that last a long time. Many reps and their principals maintain business relationships that go back decades, even though a sales person may move to another company.

The economic benefits that a manufacturers' representative can offer is obvious. A manufacturer does not have a fixed overhead. Rep firms are paid commission when they sell products.

They aren't paid when they don't sell anything. Regardless of sales performance, a manufacturer has to pay salaries, Social Security taxes, and fringe benefits for people who are hired as sales people. Sometimes it is better to have a direct sales person instead of a manufacturers' representative, especially when a product needs highly technical service.

When highly skilled technical people are needed for a sale, a direct sales person may have an edge, although some reps have fairly sophisticated background in the areas in which they specialize. When selecting a manufacturers' representative, manufacturers have many factors to consider. They want someone who is knowledgeable about their products.

The Compensation and Compensation of Wholesale And Manufacturing Sales Representatives

Sales representatives for wholesale and manufacturing sell goods to businesses and other organizations. They contact customers, explain the features of the products they are selling, negotiate prices, and answer any questions that their customers may have about the products. Sales representatives for manufacturers and wholesalers are often called manufacturers' agents.

Some work for a single organization, while others represent several companies and sell a range of products. Some sales representatives work with nonscientific products, such as food. Technical and scientific products are the focus of other representatives.

Sales representatives work in offices. They call potential customers who are not expecting to be contacted if they get new clients by cold-calling. That way, a representative can make an initial contact.

They process paperwork to complete the sale when they receive calls from customers interested in their product. Outside sales representatives spend a lot of time with current clients and prospective buyers. They discuss the client's needs with them during the sales call and suggest ways to meet them.

They can show samples or catalogs that describe items they provide, and they can inform customers about the prices and availability of the products they are selling and the ways in which their products can save money and boost productivity. Some wholesale and manufacturing sales representatives travel a lot. Representatives may be away from home for several days or weeks at a time.

Independent Sales Agents

Independent sales agents who work on commission are referred to as manufacturer's agent, manufacturer's rep, manufacturer's broker and manufacturer's representative. You don't pay them a salary, just a percentage of what they sell. A manufacturer's reps is a cost-effective alternative to a direct sales force.

Most of the reps are selling to targeted markets in the North America. Reps know their markets well because they call on local buyers frequently. Having a manufacturer's rep can provide you with many of the benefits of having a satellite office in the location, including knowledge of local markets and rapid access to large accounts.

Sales costs are always a fixed percentage of sales. reps handle many different products Some may be compatible with yours.

The Power of the Sales Force

Sales positions cover everything. Nothing happens unless someone is there to sell it, for the most part. The first step in the process is making the products that the manufacturer wants to bring to market.

Once a product is made, it's time to turn it over to the sales force. A manufacturer's sales force can be a group of dealers, a direct sales arm or a team of manufacturer's reps. Successful manufacturer reps are similar to those who are successful because they motivate themselves and don't need anyone to sell them.

If you are new to sales or don't know if you have the internal drive that makes you stay up in the morning and out onto the streets, you should think twice about applying for a position as a manufacturer's rep. The truth is that reps can and often do make a lot of money, but not all of them. Personal desire is the primary reason why some succeed and others fail.

The temptation to misuse the freedom is too great without it. One way that manufacturer's reps can provide financial security is by selling to more than one manufacturer. It is not always possible to represent more than one company, but it can be done.