{"schemaVersion":"1.0","exportedAt":"2026-05-15T12:37:56.109Z","occupation":{"soc":"41-4012.00","title":"Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products","group":"Sales & Related","sector":"42","jobZone":4,"jobZoneInferred":false},"framework":{"version":"v.26.05","description":"","contextCovered":"This framework covers wholesale and manufacturing sales representatives operating across field, office, and virtual selling environments — spanning account management, contract negotiation, market monitoring, and administrative reporting at a Job Zone 4 level of preparation.","levels":{"emerging":{"label":"Emerging","statements":["Customer inquiries about product pricing, availability, and uses — address accurately using provided reference materials and price sheets under supervisor guidance in a wholesale or manufacturing sales environment.","Product recommendations — formulate and present to prospective customers based on stated needs and interests, following established sales scripts and protocols with direct oversight.","Price quotes and delivery date estimates — prepare and communicate to customers using standard company templates and pricing tools under direction from a senior sales representative.","Sales contracts and order forms — complete and submit accurately using CRM software and document management systems following step-by-step procedural guidelines.","Product samples and catalogs — distribute to prospective customers during sales calls or trade visits, explaining key features under the guidance of an experienced team member.","Market conditions and competitor product information — gather and report observations to the sales team using structured monitoring templates provided by management.","Sales records and expense account reports — maintain and file using word processing and CRM software in compliance with company administrative procedures.","Post-sale client communication — conduct initial follow-up calls to resolve routine problems and confirm order status, escalating complex issues to senior representatives.","Customer relationship management software — enter and update contact records, sales activities, and order notes consistently to support team pipeline visibility.","Credit terms and warranty information — explain clearly to customers by referencing approved company documentation during supervised sales interactions."]},"developing":{"label":"Developing","statements":["Customer questions about products, pricing, and credit terms — respond confidently and independently across a growing account portfolio, drawing on accumulated product knowledge in a wholesale distribution or manufacturing sales setting.","Product recommendations — develop and deliver tailored to individual customer needs and purchasing history, applying consultative selling techniques with minimal supervisory oversight.","Price quotes, contract terms, and delivery schedules — estimate and negotiate within established authority limits, balancing customer expectations and company margin requirements on routine deals.","Sales contracts and order forms — prepare, review, and manage end-to-end for standard transactions, ensuring accuracy and compliance with company policies and client agreements.","Post-sale client consultations — conduct proactively to resolve service issues and reinforce relationships, identifying upsell or cross-sell opportunities within an existing customer base.","Market and competitor intelligence — monitor systematically using trade publications, CRM data, and industry contacts, summarizing findings in regular reports for the sales team.","Sales budgets, activity reports, and performance metrics — prepare and analyze using CRM dashboards and spreadsheet tools to track progress against individual quota targets.","Product samples, catalogs, and digital presentation materials — curate and deliver effectively during in-person and virtual sales calls to advance opportunities through the pipeline.","Presentation software and web-based tools — use to create and deliver professional sales presentations tailored to mid-market customer segments.","Time management across a multi-account territory — apply structured planning techniques to prioritize high-value customer interactions and administrative responsibilities efficiently."]},"proficient":{"label":"Proficient","statements":["Complex customer inquiries spanning pricing strategy, contract customization, and product application — resolve autonomously by applying deep product expertise and market knowledge across a full territory of wholesale or manufacturing accounts.","Strategic product recommendations — design and present to sophisticated buyers and procurement committees, aligning solutions to detailed operational and financial requirements.","Multi-variable price and contract negotiations — lead independently, structuring terms, warranties, and delivery conditions to close high-value deals while protecting company profitability.","Non-routine post-sale issues and escalated client concerns — manage end-to-end, coordinating internally with logistics, finance, and product teams to deliver lasting solutions and retain accounts.","Territory sales forecasting and budget planning — develop with analytical rigor using CRM data, historical trends, and market signals to set realistic and ambitious revenue targets.","Competitive landscape and product innovation trends — analyze continuously and translate into actionable positioning strategies that differentiate offerings in crowded market segments.","Full suite of sales technology — operate proficiently, including CRM software, database query tools, and presentation platforms, to streamline workflows and extract decision-relevant insights.","Sales documentation ecosystem — oversee comprehensively, ensuring contracts, order records, compliance files, and expense reports meet regulatory and organizational standards without error.","Customer trust and long-term partnerships — cultivate through consistent consultative engagement, demonstrating service orientation and social perceptiveness that reduce churn and grow account value.","Judgment on credit risk and contract exceptions — exercise independently by evaluating customer financials and deal context, escalating only the most unusual cases to senior leadership."]},"advanced":{"label":"Advanced","statements":["Regional or national sales strategy — define and execute across a multi-representative organization, aligning territory design, pricing authority, and account prioritization to enterprise revenue goals in the wholesale and manufacturing sector.","Sales talent development — lead by coaching emerging and developing representatives in consultative selling, negotiation, and CRM best practices, raising team-wide performance standards.","Complex, high-stakes contract negotiations with major accounts — direct at the executive level, structuring long-term supply agreements that balance strategic partnerships with sustainable margin outcomes.","Sales forecasting and budget allocation frameworks — establish for the entire sales organization, integrating CRM analytics, market intelligence, and financial modeling to drive accurate planning cycles.","Competitive positioning and go-to-market strategy — architect by synthesizing market trend analysis, product innovation pipelines, and voice-of-customer data into differentiated value propositions.","Cross-functional alignment between sales, marketing, logistics, and finance — orchestrate to ensure seamless customer experience from initial engagement through post-sale support at organizational scale.","Sales performance measurement systems — design and implement using advanced CRM reporting, database analytics, and KPI dashboards that create accountability and surface improvement opportunities across the team.","Organizational culture of customer service orientation and achievement — model and reinforce through leadership behaviors, recognition programs, and performance coaching that sustain high engagement.","Strategic key account relationships at the C-suite level — manage personally, serving as the senior executive sponsor who ensures retention of the organization's most critical wholesale clients.","Sales technology infrastructure and process innovation — evaluate, select, and champion adoption of new tools — including CRM platforms, presentation software, and document management systems — that scale team capability and competitive advantage."]}}},"sources":{"onet":"v30.2 (CC BY 4.0)","crosswalk":"https://skillscrosswalk.com","generator":"LER.me"},"attribution":"© EBSCOed"}