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Description
Example Titles
Classified Elsewhere
Duties
Skills
Employment Requirements
Terms & Conditions
Earnings
Education / Training
Career Paths
Outlook
Professional Associations, Unions, and Regulatory Bodies

Employment by Age Group
Employment by Industry
Employment by Region
Employment by Gender
Employment by Aboriginal Self-Identification
Employment by Visible Minority

Technical Sales Specialists - Wholesale Trade (NOC 6221)

Description

Technical sales specialists, wholesale trade, sell a range of technical goods and services, such as scientific and industrial products, electricity, telecommunications services and computer services, to governments and to commercial and industrial establishments in domestic and international localities. They are employed by establishments that produce or provide technical goods and services, such as pharmaceutical companies, industrial equipment manufacturing companies, computer services firms, engineering firms and hydroelectric companies, or may be self-employed technical sales specialists/agents who contract their services to other companies. Technical sales specialists who are supervisors are included in this unit group.

Example Titles

aircraft sales representative
communication equipment sales
representative
construction equipment sales representative
electricity sales representative
heavy equipment sales representative
industrial supplies sales representative
medical instrumentation sales agent
sales engineer, technical support
software sales representative
technical sales representative
technical sales supervisor
technical support specialist

>> View all titles

Classified Elsewhere

Retail Salespersons and Sales Clerks (6421)
Sales, Marketing and Advertising Managers (0611)
Sales Representatives - Wholesale Trade (Non-Technical) (6411)

Duties

Technical sales specialists perform some or all of the following duties:

Promote sales to existing clients
Identify and solicit potential clients
Assess client needs and resources and recommend the appropriate goods or services
Provide input into product design where goods or services must be tailored to suit client's needs
Develop reports and proposals as part of sales presentation to illustrate benefits from use of good or service
Estimate costs of installing and maintaining equipment or service
Prepare and administer sales contracts
Consult with clients after sale to resolve problems and to provide ongoing support
Troubleshoot technical problems related to equipment
May train customer's staff in the operation and maintenance of equipment
May conduct sales transactions through Internet-based electronic commerce
May supervise the activities of other technical sales specialists.

Skills

Technical sales specialists must have the following skills and abilities:

extensive knowledge of the product or service being sold - this may involve knowing how to operate tools or equipment, what inputs are used in production, etc.
an interest in meeting the public and ability to build rapport and gain trust,
good communication skills: listening, both verbal and written,
knowledge of foreign languages may be useful,
persuasiveness and persistence,
good negotiation skills and tact in dealing with customers,
good analytical, problem-solving and decision-making skills,
the ability to use computers,
able to work independently or as part of a team,
the ability to handle stress,
drivers' licence,
the ability to travel and to adapt to other cultures.

Employment Requirements

In Manitoba, experience in a technical or trade occupation related to the product or service may be required. For some jobs, a university degree or college diploma is required.
Fluency in a specific foreign language, and/or foreign work or travel experience may be required for technical sales specialists seeking employment with companies that import or export technical goods or services.

Terms & Conditions

Technical sales specialists in wholesale trade commonly work indoors. Some technical sales specialists in wholesale trade are responsible for large territories and have to travel extensively. As a result, they may be away from home for several days or weeks at a time. Others are responsible for smaller areas and travel mostly by automobile for short periods of time. The cost of travel and related expenses are typically paid by the employer and employee benefits may include the use of a company car. Due to the nature of the work and the amount of travel, technical sales specialists in wholesale trade usually work more than 40 hours per week, including evenings and weekends. Nearly all work full-time (94%). Self-employment in this occupation is not very common (12%).

Wages are paid in several ways. Technical sales specialists in wholesale trade work on a commission basis where the employer provides a salary or allowance for beginner technical sales specialists. This is known as "draw against commission" or "salary plus commission" in which a commission is paid after a certain quota is reached. They may also work on a salary plus incentive which consists of a base salary plus a bonus based on personal achievement measured against a quota and/or performance of the division of the company.

Earnings

$37,600 per annum - starting

$56,000 per annum - average

$83,400 per annum - high

Earnings are reviewed annually or more frequently if new information becomes available.

Education / Training

Good sales ability on its own is insufficient for a successful career in an occupation that requires salespeople to understand the details of their products as well as the business requirements of their customers.
While completion of high school may be sufficient, most employers prefer applicants with trade qualifications, a college certificate or diploma, or a university degree.
Programs in marketing and sales may also be advantageous.
Sales representatives must stay abreast of new products and the changing needs of their customers in a variety of ways. They attend trade shows where new products and technologies are showcased. They also attend conferences and conventions to meet other sales representatives and clients and discuss new product developments.

Career Paths

Technical sales specialists may enter this occupation with either a sales or service/production background, depending on the complexity of the product or service being sold. Frequently, persons with several years experience within a company will move into technical sales.

Progression to sales management positions in larger companies is possible with experience or additional training.

Experienced technical sales specialists may become sales trainers or go into business for themselves.

Related occupations are purchasing agent and marketing research.

Outlook

Employment prospects for technical sales specialists in wholesale trade are expected to be good in the period 2010 - 2014. Employment in Manitoba in 2010 is estimated at 1,330.

Increased competition in the global economy will help drive employment growth for technical sales specialists as they are needed to explain new and improved product features, provide training sessions, and occasionally ongoing technical support. In the recent economic downturn, some firms increased their sales staff to explore and develop new markets. Over the long term, the growth sectors are expected to be electrical, electronic and computer, or communications systems products. Turnover tends to be fairly high creating opportunities for new entrants.

Those with the ability to stay abreast of ever-changing product lines, knowledge of regulations affecting international trade, and a second language will have better than average employment prospects.

Employment is fairly evenly distributed across the province. Across industries, the greatest concentration of technical trade specialists is in Wholesale Trade (63%), followed by Manufacturing (10%) and Professional, Scientific and Technical Services (8%).

Employment by Age Group

Employment by Industry

Employment by Region

Employment by Gender

Employment by Aboriginal Self-Identification

Employment by Visible Minority

Please Note - The source for above charts is the 2006 Census.

Professional Associations, Unions, and Regulatory Bodies...

Certified Technicians & Technologists Association of Manitoba, http://www.cttam.com
Canadian Professional Sales Association, http://www.cpsa.com