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Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products

SOC 41-4011.00Job Zone 4 · Considerable Preparationv.26.05

Context coveredThis 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.

Sources:O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.SkillsCrosswalkSkillsCrosswalk — O*NET enrichment + adjacency index. Opens in new tab.
Emerging
Entry / Apprentice
  1. Sales contracts and order forms — prepare and submit under supervisor review for straightforward wholesale or manufacturing accounts.
  2. Customer records and account data — enter and maintain in CRM software following established data-entry protocols on a structured sales team.
  3. Product features and technical specifications — describe accurately to prospective customers under guidance during introductory client visits.
  4. Customer inquiries about pricing, availability, and credit terms — respond to using approved price lists and standard reference materials.
  5. Existing and prospective customers — contact by phone or email to introduce specific technical or scientific products under a senior rep's direction.
  6. Active listening techniques — apply during initial customer discovery calls to identify basic needs and relay findings to the sales team.
  7. Sales and marketing software tools — navigate to generate quotes, pull product data, and log call activity within a supervised workflow.
  8. Bid specifications and basic price quotes — compile and communicate to customers using standardized templates provided by the organization.
  9. Client establishments — visit alongside experienced representatives to observe needs assessments and product demonstrations in the field.
  10. Written sales correspondence and follow-up emails — draft clearly and accurately using office suite software to support ongoing account activity.
Developing
Mid-level / Established
  1. Price negotiations and sales terms — conduct independently with familiar accounts, balancing customer needs against established margin guidelines.
  2. Sales contracts for routine and repeat orders — prepare, review, and submit with minimal oversight, ensuring accuracy of technical and commercial terms.
  3. Customer needs assessments — perform during independent field visits to manufacturing or research facilities, recommending appropriate product solutions.
  4. CRM database records — maintain consistently and accurately across an assigned account portfolio, using query tools to track pipeline status and follow-up activity.
  5. Product capabilities and limitations — analyze relative to individual customer requirements and emphasize relevant features during sales presentations.
  6. Credit terms, pricing tiers, and bid specifications — quote confidently to customers by interpreting company policy and competitive market data.
  7. New customer acquisition — execute outreach campaigns targeting prospects in a defined territory, adapting messaging based on industry segment and application.
  8. Technical objections and product questions — address during sales calls by drawing on deepening knowledge of scientific or manufacturing product lines.
  9. Time and territory management — coordinate daily call schedules and account priorities to maximize coverage across an established customer base.
  10. Sales performance data — monitor using analytical or data mining software to identify trends, flag at-risk accounts, and adjust short-term tactics.
Proficient
Senior / Expert IC
  1. Complex multi-stakeholder negotiations — lead across price, delivery, service, and contractual terms with technical buyers, procurement teams, and executive decision-makers.
  2. Non-standard or high-value sales contracts — draft, review, and finalize independently, recognizing legal and technical risk factors and escalating appropriately.
  3. Full-cycle needs analysis for sophisticated accounts — conduct autonomously at customer sites, integrating knowledge of production processes, regulatory requirements, and technical constraints.
  4. Enterprise CRM and database systems — leverage advanced query and reporting capabilities to manage a complex account portfolio and generate actionable pipeline intelligence.
  5. 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.
  6. Competitive bid responses — develop comprehensive proposals by synthesizing pricing strategy, technical specifications, and customer ROI analysis under tight deadlines.
  7. Strategic account plans — create and execute for key customers, aligning product roadmaps with long-term customer objectives and forecasting multi-year revenue potential.
  8. Customer retention challenges — diagnose root causes using social perceptiveness and service orientation, then design and implement tailored recovery strategies.
  9. Cross-functional coordination — facilitate between engineering, logistics, finance, and customer teams to resolve complex order, delivery, or application issues.
  10. Critical thinking and judgment — apply to evaluate ambiguous customer situations, make autonomous go/no-go decisions on custom solutions, and manage commercial risk.
Advanced
Lead / Principal / Executive
  1. 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.
  2. 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.
  3. 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.
  4. 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.
  5. 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.
  6. 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.
  7. 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.
  8. Sales forecasting and revenue planning — lead annual and quarterly planning processes, presenting pipeline analysis and scenario models to senior leadership and ownership stakeholders.
  9. 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.
  10. Organizational culture of achievement and perseverance — cultivate by modeling consultative selling excellence, recognizing high performance, and establishing standards that drive sustained commercial results.

AI-at-Work Competency Framework

Sources:Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab.Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab.WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab.
Subscriber feature

Authoritative source data identified for 998 occupations

How a worker at each mastery level uses, directs, and evaluates AI tools in this occupation. Each statement cites its evidence inline; click a citation chip to verify the source.

Emerging
  1. AI-drafted outreach templates — uses AI-generated email and call scripts as starting points for initial customer contact, manually personalizing tone and technical details before sending Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab..
  2. CRM data entry assistance — delegates routine customer record updates and order summaries to an AI tool, then reviews outputs for accuracy before saving to the automated system Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab..
Developing
  1. Product Q&A preparation — directs an AI assistant to compile answers to common customer questions about specifications, pricing, and availability, then validates responses against current inventory and pricing data before client-facing use Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab. Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab..
  2. Sales contract drafting — uses AI to generate first-draft contract language and term summaries, retaining full ownership of negotiation positions and final approval of all binding terms Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab..
  3. Pre-call research synthesis — tasks an AI tool with aggregating account history and market context before establishment visits, freeing time for relationship-building and needs assessment Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab..
Proficient
  1. Negotiation brief generation — directs an AI system to model pricing scenarios and flag margin thresholds across multiple accounts, then applies human judgment on concessions and relationship trade-offs that AI cannot assess Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab. WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab..
  2. Pipeline reporting automation — orchestrates AI-assisted generation of sales forecasts and activity summaries, auditing outputs against direct customer intelligence before presenting to management Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab..
  3. Objection-handling scripting — collaborates with an AI tool to draft and iterate responses to anticipated technical objections, then adapts delivery in live conversations using active listening and social perceptiveness Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab. WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab..
Advanced
  1. End-to-end account strategy orchestration — coordinates AI agents across CRM analysis, competitive intelligence, and proposal drafting to manage complex technical product sales cycles, while retaining authorship of relationship strategy and closing decisions Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab. Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab..
  2. AI output quality governance — evaluates AI-generated recommendations for product fit and contract terms against deep domain expertise and client context, establishing team standards for when AI outputs require human override in high-stakes negotiations Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab. WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab..
Evidence pack
AEI usage
Task observations: 10759
Augment share: 95%
Time saved: 87.9%
AI autonomy: 2.90
SAFI positioning
Top skill: Speaking
Score: 48.5 / 100
Quadrant: Q2_ai_augmented
precision: exact
WEF cluster
Human-Technology Interaction
human_technology_interaction
Sources:Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab.Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab.WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab.

Pathsmith Durable Skills Framework

Sources:Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Subscriber feature

Ten durable-skill domains mapped to four proficiency/role levels for each occupation. Each statement is aligned to the Pathsmith taxonomy, derived from trusted grounding data and mapped to occupation-specific O*NET tasks and skills.

1Communication12 statements
Emerging
  1. Product feature explanation — describes basic technical specifications and capabilities to prospective customers using manufacturer-provided materials Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Customer inquiry response — answers straightforward questions about pricing, availability, and credit terms during initial customer interactions O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Sales visit preparation — drafts introductory talking points before visiting customer establishments to promote technical product lines Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Technical translation — converts complex product specifications into customer-relevant benefits during face-to-face sales calls across varied industry contexts Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Bid communication — prepares and presents written quote documents that clearly articulate pricing, credit terms, and delivery specifications to procurement contacts O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Active listening application — identifies unstated customer needs during discovery conversations by probing beyond initial inquiries and reflecting back key concerns Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Applying
  1. Needs-based product presentation — delivers structured, audience-calibrated technical presentations that align product capabilities and limitations directly to each customer's operational requirements Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Contract communication — negotiates and communicates sales contract terms with precision, ensuring all parties share a common understanding of obligations and conditions O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Multi-stakeholder messaging — tailors technical and commercial messaging simultaneously for engineering, procurement, and executive contacts within the same account Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Executive-level technical communication — leads high-stakes presentations to C-suite and technical review boards, translating complex product data into strategic business value propositions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Communication framework development — designs repeatable customer communication templates and sales messaging guides adopted across the regional sales team Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Cross-functional content leadership — collaborates with marketing and product engineering to shape customer-facing technical collateral based on field communication insights O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
2Leadership11 statements
Emerging
  1. Account ownership initiation — takes personal responsibility for following up on assigned leads and maintaining accurate records in CRM systems without prompting Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Self-directed prospecting — independently initiates outreach to new customers to schedule product evaluation visits within an assigned territory O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Territory strategy ownership — develops a structured call plan and prioritizes customer visits based on revenue potential and product fit analysis Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Customer advocacy leadership — proactively coordinates internal resources, including technical support and logistics, to resolve customer concerns on behalf of the account Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Peer knowledge sharing — informally guides less experienced sales colleagues on product positioning and territory management practices Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Account growth leadership — leads the strategic expansion of key accounts by identifying cross-sell and upsell opportunities and orchestrating multi-contact engagement plans Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Deal leadership — directs multi-party sales negotiations, managing the pace, agenda, and concession strategy to reach mutually beneficial agreements O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Internal champion role — represents customer needs in internal planning meetings, influencing product availability, pricing policy, and service priorities Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Regional sales mentorship — formally coaches junior sales representatives on technical selling, negotiation tactics, and account development through structured ride-alongs and feedback sessions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Market development leadership — identifies emerging customer segments for technical product lines and leads go-to-market initiatives that open new revenue channels Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Organizational influence — drives adoption of improved sales processes and CRM practices across the team by modeling best practices and advocating for systemic change Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
3Metacognition10 statements
Emerging
  1. Sales call reflection — reviews outcomes of customer visits to identify what product knowledge gaps or communication missteps affected the conversation Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Learning resource utilization — identifies and engages manufacturer training materials and product documentation to fill recognized knowledge deficiencies Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Pipeline self-assessment — evaluates personal win/loss patterns across the territory to identify recurring obstacles in the sales cycle and adjust approach accordingly Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Technical knowledge monitoring — tracks own understanding of evolving product specifications and proactively seeks clarification when capability questions arise during customer interactions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Strategy adjustment — modifies prospecting or presentation approach based on honest appraisal of which customer segments are responding to current sales methods Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Performance pattern analysis — conducts systematic review of quarterly sales data against personal activity logs to diagnose root causes of revenue variance and recalibrate tactics Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Cognitive bias recognition — identifies when confirmation bias or relationship familiarity is distorting assessment of a deal's true probability and corrects forecast accordingly Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Learning plan execution — designs and follows a structured self-development plan targeting specific product knowledge domains or sales skill gaps identified through performance data Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Metacognitive modeling — teaches fellow sales representatives frameworks for self-diagnosing their selling inefficiencies and building individualized improvement plans Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Strategic self-recalibration — applies advanced retrospective analysis across multi-year account histories to uncover systemic patterns in customer decision-making and revise long-term engagement strategies Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
4Critical Thinking11 statements
Emerging
  1. Customer needs analysis — identifies basic customer requirements by comparing stated needs against known product specifications during initial discovery calls Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Pricing logic application — applies standard pricing formulas and credit term guidelines to construct accurate, compliant quotes for routine orders O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Competitive evaluation — assesses competitor product claims against own product's technical specifications to identify factual differentiators and expose assumptions in competitive comparisons Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Deal risk identification — evaluates unusual contract terms or customer credit situations to flag risks before submitting sales agreements for approval O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Evidence-based product recommendation — selects the most technically appropriate product configuration from available options based on systematic analysis of the customer's production or processing requirements Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Applying
  1. Account profitability analysis — applies mathematical modeling to evaluate the true margin contribution of pricing concessions, volume commitments, and service inclusions before finalizing negotiated agreements Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Solution gap analysis — diagnoses mismatches between a customer's current vendor solution and their operational outcomes, building a reasoned case for product substitution Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Forecast validity assessment — critically evaluates pipeline data quality and underlying assumptions to produce accurate revenue forecasts rather than optimistic projections Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Market intelligence synthesis — integrates customer feedback, competitor movements, and production trend data into a structured analysis that informs both personal territory strategy and organizational product planning Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Complex negotiation reasoning — deconstructs multi-variable negotiation scenarios to identify optimal trade-off combinations that preserve margin while meeting customer procurement objectives Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Systemic problem framing — reframes recurring customer objections or lost deals as systemic market or product positioning issues and presents data-supported recommendations to sales leadership Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
5Collaboration10 statements
Emerging
  1. Internal coordination initiation — communicates customer order details and technical requirements accurately to inside sales, logistics, and technical support teammates Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. CRM data sharing — enters complete and timely customer interaction records into automated systems so colleagues can access current account status O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Cross-functional deal support — coordinates with technical specialists, product engineers, and credit teams to develop comprehensive proposals for complex customer requirements Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Customer-supplier relationship building — collaborates with customer procurement and engineering contacts simultaneously to align purchasing decisions with operational needs Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Team pipeline review participation — contributes accurate deal information and strategic insight during collaborative territory review meetings with sales management Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Joint account planning — co-develops multi-year account growth strategies with marketing, technical support, and distribution partners to maximize revenue from key customer relationships Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Conflict navigation — manages disagreements between customer expectations and internal operational constraints by facilitating structured dialogue among all stakeholders to reach workable solutions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Distributor collaboration — partners with channel distribution representatives to coordinate territory coverage, pricing consistency, and joint customer visits for shared accounts O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Cross-organizational alliance building — establishes formal collaboration structures between own company's technical and commercial teams and key customer's engineering and procurement departments to deepen strategic account integration Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Team selling leadership — orchestrates large pursuit teams including product specialists, executives, and customer success managers across complex, multi-site sales campaigns Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
6Character10 statements
Emerging
  1. Transparent pricing communication — provides customers with accurate price and availability information rather than overpromising to close a transaction Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Record accuracy commitment — maintains complete and honest customer records in CRM systems reflecting actual conversation outcomes and commitments made O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Ethical negotiation conduct — pursues favorable contract terms through legitimate persuasion and factual product information rather than misleading claims or manipulative tactics Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Commitment follow-through — fulfills every customer promise made during sales visits regarding delivery timelines, technical support, or pricing exceptions, escalating internally when fulfillment is at risk Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Professional accountability — accepts personal responsibility for lost sales or service failures with customers and internal stakeholders rather than deflecting blame to product or logistics Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Trust-based account stewardship — maintains long-term customer relationships grounded in honest assessment of whether own products genuinely solve the customer's problem, including recommending against purchase when appropriate Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Conflict of interest management — discloses and manages situations where personal commission incentives could bias product recommendations against the customer's best interest Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Regulatory compliance integrity — ensures all sales contracts, representations, and promotional claims comply with applicable trade, labeling, and industry regulations without exception Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Ethical culture modeling — establishes and reinforces standards of honest selling and transparent customer communication within the regional team through consistent personal example and direct coaching Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Stakeholder trust leadership — builds a reputation for integrity that generates unsolicited referrals and long-term sole-source purchasing agreements from key customer accounts Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
7Creativity10 statements
Emerging
  1. Custom pitch adaptation — adjusts standard product presentation materials to incorporate customer-specific application examples identified during pre-call research Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Novel prospecting approaches — experiments with alternative outreach channels or messaging angles to initiate contact with hard-to-reach customer segments Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Solution customization — combines available product configurations, service levels, and pricing structures in non-standard ways to address unique customer operational requirements Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Competitive repositioning — develops original framing of product advantages that redefines the evaluation criteria customers use to compare competing technical solutions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Demo innovation — designs creative product demonstration scenarios using customer-specific materials or processes to make technical capabilities tangible and memorable Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Value proposition engineering — constructs original total-cost-of-ownership arguments and ROI narratives tailored to each customer's financial decision-making framework Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Account entry strategy — devises unconventional approaches to penetrate closed competitor accounts, including joint development proposals, pilot programs, or third-party endorsements Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Proposal design innovation — creates visually and structurally distinctive sales proposals that differentiate the offering from commodity-formatted competitive submissions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Go-to-market concept generation — originates new market application ideas for existing technical product lines that the product team had not previously considered, resulting in expanded use cases Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Sales methodology innovation — designs and pilots new territory or vertical-specific selling approaches that are later adopted as standard practice across the broader sales organization Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
8Growth Mindset10 statements
Emerging
  1. Product knowledge pursuit — dedicates time to learning new product specifications and technical updates even when not directly required for current active deals Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Rejection reframing — treats lost sales opportunities as information sources by analyzing what objections were raised and what could be addressed differently Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Feedback integration — incorporates criticism from sales managers, technical experts, and customers into revised sales approaches without defensiveness Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Skill stretch commitment — voluntarily pursues challenges such as larger accounts or more complex technical product categories beyond current comfort zone to accelerate capability development Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Market change adaptation — adjusts product knowledge base and customer engagement strategy in response to shifts in production technology or industry regulations affecting the customer's purchasing decisions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Applying
  1. Sustained performance improvement — demonstrates measurable progression in key sales metrics across consecutive review periods through deliberate practice and iterative technique refinement Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Setback recovery — returns to full prospecting and account development activity quickly following significant deal losses, applying extracted lessons without extended performance disruption Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Industry learning investment — regularly engages technical trade publications, manufacturer training programs, and industry conferences to maintain leading-edge product and market knowledge Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Learning culture advocacy — actively promotes a team culture where product knowledge failures and lost deals are treated as shared learning events rather than individual embarrassments Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Transformational skill development — acquires entirely new technical domain expertise in response to company product line expansion, becoming a recognized internal resource within the new category Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
9Mindfulness10 statements
Emerging
  1. Customer attention management — maintains focused attention during customer conversations rather than mentally preparing rebuttals while the customer is still speaking Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Emotional awareness in rejection — recognizes personal frustration response following difficult customer interactions before that emotion carries into the next sales call Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Intentional call preparation — takes deliberate time before each customer visit to review account history and set a clear interaction goal rather than entering conversations reactively Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Pressure response regulation — manages physiological stress signals during high-stakes price negotiations to maintain composed, rational communication rather than reactive concession-making Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Attentive social cue reading — notices shifts in customer body language, tone, and engagement level during presentations and adjusts approach in real time based on those signals Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Applying
  1. Present-moment negotiation awareness — sustains full situational awareness during complex multi-session negotiations, tracking verbal commitments, emotional states, and power dynamics simultaneously across all parties Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Intentional territory prioritization — makes deliberate, criteria-based decisions about time and energy allocation across accounts rather than defaulting to the loudest or most recent customer demand Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Customer empathy practice — approaches each customer interaction with genuine curiosity about their operational pressures, suspending assumptions formed from prior visits or industry generalizations Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Mindful leadership modeling — demonstrates and teaches intentional communication practices to junior sales colleagues, showing how present-moment awareness improves both customer relationships and deal outcomes Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Systemic attention management — designs personal workflow structures that protect deep-focus time for strategic account planning while preventing reactive task fragmentation across a large territory Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
10Fortitude10 statements
Emerging
  1. Cold contact persistence — continues initiating outreach to unresponsive prospective accounts despite repeated non-replies or initial rejections Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Objection endurance — remains engaged and constructive when customers challenge product claims or pricing rather than withdrawing from the conversation Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Extended sales cycle resilience — maintains consistent account development activity on long-cycle technical purchases spanning multiple months without losing momentum or urgency Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Competitive displacement persistence — sustains a multi-touch engagement strategy against accounts locked into competitor relationships, returning after setbacks with updated value propositions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Quota pressure management — sustains productive selling activity and professional composure during periods of below-target performance rather than reverting to high-pressure tactics that damage customer trust Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Adversarial negotiation endurance — holds firm on value-based pricing positions through extended, high-pressure negotiation sessions without capitulating prematurely to preserve relationship comfort Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Market downturn resilience — sustains territory development effort and customer relationship investment during industry downturns when purchasing freezes reduce short-term deal volume Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Difficult customer relationship maintenance — continues professional, solution-focused engagement with chronically dissatisfied or demanding accounts without allowing emotional exhaustion to degrade service quality Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Organizational change navigation — maintains personal sales performance and team morale through major product line changes, company restructuring, or significant market disruptions Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Courageous advocacy — challenges internal pricing, product availability, or policy decisions that undermine customer commitments, persisting through organizational resistance until a workable resolution is reached Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab. O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Sources:Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
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Source anchors that ground each statement

Related titles
Abrasives Sales Representative · Agricultural Sales Representative · Aircraft Equipment and Parts Sales Representative · Aircraft Sales Representative · Animal Feed Products Sales Representative · Authorized Retailer · Auto Sales Consultant (Automotive Sales Consultant) · Building Equipment and Supplies Sales Representative · Chemical and Pharmaceutical Sales Representative · Chemical Sales Representative · Chemicals and Drugs Sales Representative · Commercial Solar Sales Consultant
RAPIDS apprenticeships
—
O*NET skills
SpeakingPersuasionActive ListeningNegotiationSocial PerceptivenessService OrientationReading ComprehensionCoordinationActive LearningCritical ThinkingComplex Problem SolvingWritingJudgment and Decision MakingTime ManagementMonitoring
Knowledge domains
Customer and Personal ServiceSales and MarketingEnglish LanguageAdministration and ManagementMathematicsProduction and ProcessingComputers and Electronics
Abilities
Oral ExpressionOral ComprehensionSpeech RecognitionSpeech ClarityWritten ComprehensionWritten ExpressionDeductive ReasoningNear VisionFluency of IdeasProblem Sensitivity
Work styles
PerseveranceSocial OrientationSelf-ConfidenceAchievement OrientationDependabilityAttention to Detail
Technology
Customer relationship management CRM softwareData base user interface and query softwareData base management system softwareAccess softwareEnterprise application integration softwareSales and marketing softwareData mining softwareOffice suite softwareElectronic mail softwareAnalytical or scientific software
Tasks · seed anchors for statements
  1. Negotiate prices or terms of sales or service agreements.
  2. Prepare and submit sales contracts for orders.
  3. Visit establishments to evaluate needs or to promote product or service sales.
  4. Maintain customer records, using automated systems.
  5. Answer customers' questions about products, prices, availability, or credit terms.
  6. Quote prices, credit terms, or other bid specifications.
  7. Contact new or existing customers to discuss how specific products or services can meet their needs.
  8. Emphasize product features, based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.
CIP education codes
52.1804

Sources: O*NET v30.2 (CC BY 4.0), SkillsCrosswalk.com, LER.me, Anthropic Economic Index, SAFI (Jadhav & Danve, 2026), WEF Skills Taxonomy 2021, Pathsmith Durable Skills Framework. © 2026 EBSCOed.