{"schemaVersion":"1.0","exportedAt":"2026-05-15T12:39:13.681Z","occupation":{"soc":"41-4011.00","title":"Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products","group":"Sales & Related","sector":"42","jobZone":4,"jobZoneInferred":false},"framework":{"version":"v.26.05","description":"","contextCovered":"This framework covers the full practice context of technical and scientific wholesale and manufacturing sales representatives — from supervised account support and CRM data entry through autonomous territory management, complex negotiation, and organizational sales leadership.","levels":{"emerging":{"label":"Emerging","statements":["Sales contracts and order forms — prepare and submit under supervisor review for straightforward wholesale or manufacturing accounts.","Customer records and account data — enter and maintain in CRM software following established data-entry protocols on a structured sales team.","Product features and technical specifications — describe accurately to prospective customers under guidance during introductory client visits.","Customer inquiries about pricing, availability, and credit terms — respond to using approved price lists and standard reference materials.","Existing and prospective customers — contact by phone or email to introduce specific technical or scientific products under a senior rep's direction.","Active listening techniques — apply during initial customer discovery calls to identify basic needs and relay findings to the sales team.","Sales and marketing software tools — navigate to generate quotes, pull product data, and log call activity within a supervised workflow.","Bid specifications and basic price quotes — compile and communicate to customers using standardized templates provided by the organization.","Client establishments — visit alongside experienced representatives to observe needs assessments and product demonstrations in the field.","Written sales correspondence and follow-up emails — draft clearly and accurately using office suite software to support ongoing account activity."]},"developing":{"label":"Developing","statements":["Price negotiations and sales terms — conduct independently with familiar accounts, balancing customer needs against established margin guidelines.","Sales contracts for routine and repeat orders — prepare, review, and submit with minimal oversight, ensuring accuracy of technical and commercial terms.","Customer needs assessments — perform during independent field visits to manufacturing or research facilities, recommending appropriate product solutions.","CRM database records — maintain consistently and accurately across an assigned account portfolio, using query tools to track pipeline status and follow-up activity.","Product capabilities and limitations — analyze relative to individual customer requirements and emphasize relevant features during sales presentations.","Credit terms, pricing tiers, and bid specifications — quote confidently to customers by interpreting company policy and competitive market data.","New customer acquisition — execute outreach campaigns targeting prospects in a defined territory, adapting messaging based on industry segment and application.","Technical objections and product questions — address during sales calls by drawing on deepening knowledge of scientific or manufacturing product lines.","Time and territory management — coordinate daily call schedules and account priorities to maximize coverage across an established customer base.","Sales performance data — monitor using analytical or data mining software to identify trends, flag at-risk accounts, and adjust short-term tactics."]},"proficient":{"label":"Proficient","statements":["Complex multi-stakeholder negotiations — lead across price, delivery, service, and contractual terms with technical buyers, procurement teams, and executive decision-makers.","Non-standard or high-value sales contracts — draft, review, and finalize independently, recognizing legal and technical risk factors and escalating appropriately.","Full-cycle needs analysis for sophisticated accounts — conduct autonomously at customer sites, integrating knowledge of production processes, regulatory requirements, and technical constraints.","Enterprise CRM and database systems — leverage advanced query and reporting capabilities to manage a complex account portfolio and generate actionable pipeline intelligence.","Technical product knowledge — apply across the full breadth of a scientific or manufacturing product line to solve non-routine customer problems and differentiate the value proposition.","Competitive bid responses — develop comprehensive proposals by synthesizing pricing strategy, technical specifications, and customer ROI analysis under tight deadlines.","Strategic account plans — create and execute for key customers, aligning product roadmaps with long-term customer objectives and forecasting multi-year revenue potential.","Customer retention challenges — diagnose root causes using social perceptiveness and service orientation, then design and implement tailored recovery strategies.","Cross-functional coordination — facilitate between engineering, logistics, finance, and customer teams to resolve complex order, delivery, or application issues.","Critical thinking and judgment — apply to evaluate ambiguous customer situations, make autonomous go/no-go decisions on custom solutions, and manage commercial risk."]},"advanced":{"label":"Advanced","statements":["Regional or national sales strategy — design and implement for technical and scientific product lines, setting targets, territory structures, and go-to-market priorities at organizational scale.","Sales team capability development — lead through formal coaching, deal coaching on complex negotiations, and structured mentorship that elevates the competency of emerging and developing representatives.","Enterprise-level customer partnerships — establish and steward at the executive level, representing the organization as a strategic advisor to key accounts across multiple product categories.","Pricing architecture and commercial policy — define and govern, balancing competitive positioning, margin objectives, and long-term customer value in collaboration with finance and product leadership.","Sales technology ecosystem — champion adoption and optimization of CRM, data mining, and enterprise application integration platforms, driving data-driven decision-making across the sales organization.","Market intelligence and competitive analysis — synthesize from field data, customer feedback, and industry sources to inform product development priorities and executive go-to-market decisions.","Complex contract frameworks and master service agreements — negotiate and authorize at the organizational level, managing legal, technical, and financial risk for high-value or multi-year engagements.","Sales forecasting and revenue planning — lead annual and quarterly planning processes, presenting pipeline analysis and scenario models to senior leadership and ownership stakeholders.","Cross-organizational coordination — orchestrate between sales, marketing, R&D, and supply chain to align product launches and solution offerings with evolving customer and market demands.","Organizational culture of achievement and perseverance — cultivate by modeling consultative selling excellence, recognizing high performance, and establishing standards that drive sustained commercial results."]}}},"sources":{"onet":"v30.2 (CC BY 4.0)","crosswalk":"https://skillscrosswalk.com","generator":"LER.me"},"attribution":"© EBSCOed"}