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Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products

SOC 41-4012.00Job Zone 4 · Considerable Preparationv.26.05

Context coveredThis 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.

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. 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.
  2. Product recommendations — formulate and present to prospective customers based on stated needs and interests, following established sales scripts and protocols with direct oversight.
  3. 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.
  4. Sales contracts and order forms — complete and submit accurately using CRM software and document management systems following step-by-step procedural guidelines.
  5. 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.
  6. Market conditions and competitor product information — gather and report observations to the sales team using structured monitoring templates provided by management.
  7. Sales records and expense account reports — maintain and file using word processing and CRM software in compliance with company administrative procedures.
  8. Post-sale client communication — conduct initial follow-up calls to resolve routine problems and confirm order status, escalating complex issues to senior representatives.
  9. Customer relationship management software — enter and update contact records, sales activities, and order notes consistently to support team pipeline visibility.
  10. Credit terms and warranty information — explain clearly to customers by referencing approved company documentation during supervised sales interactions.
Developing
Mid-level / Established
  1. 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.
  2. Product recommendations — develop and deliver tailored to individual customer needs and purchasing history, applying consultative selling techniques with minimal supervisory oversight.
  3. Price quotes, contract terms, and delivery schedules — estimate and negotiate within established authority limits, balancing customer expectations and company margin requirements on routine deals.
  4. 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.
  5. Post-sale client consultations — conduct proactively to resolve service issues and reinforce relationships, identifying upsell or cross-sell opportunities within an existing customer base.
  6. Market and competitor intelligence — monitor systematically using trade publications, CRM data, and industry contacts, summarizing findings in regular reports for the sales team.
  7. Sales budgets, activity reports, and performance metrics — prepare and analyze using CRM dashboards and spreadsheet tools to track progress against individual quota targets.
  8. Product samples, catalogs, and digital presentation materials — curate and deliver effectively during in-person and virtual sales calls to advance opportunities through the pipeline.
  9. Presentation software and web-based tools — use to create and deliver professional sales presentations tailored to mid-market customer segments.
  10. Time management across a multi-account territory — apply structured planning techniques to prioritize high-value customer interactions and administrative responsibilities efficiently.
Proficient
Senior / Expert IC
  1. 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.
  2. Strategic product recommendations — design and present to sophisticated buyers and procurement committees, aligning solutions to detailed operational and financial requirements.
  3. Multi-variable price and contract negotiations — lead independently, structuring terms, warranties, and delivery conditions to close high-value deals while protecting company profitability.
  4. 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.
  5. 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.
  6. Competitive landscape and product innovation trends — analyze continuously and translate into actionable positioning strategies that differentiate offerings in crowded market segments.
  7. Full suite of sales technology — operate proficiently, including CRM software, database query tools, and presentation platforms, to streamline workflows and extract decision-relevant insights.
  8. Sales documentation ecosystem — oversee comprehensively, ensuring contracts, order records, compliance files, and expense reports meet regulatory and organizational standards without error.
  9. Customer trust and long-term partnerships — cultivate through consistent consultative engagement, demonstrating service orientation and social perceptiveness that reduce churn and grow account value.
  10. 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
Lead / Principal / Executive
  1. 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.
  2. Sales talent development — lead by coaching emerging and developing representatives in consultative selling, negotiation, and CRM best practices, raising team-wide performance standards.
  3. 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.
  4. 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.
  5. 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.
  6. 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.
  7. 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.
  8. Organizational culture of customer service orientation and achievement — model and reinforce through leadership behaviors, recognition programs, and performance coaching that sustain high engagement.
  9. 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.
  10. 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.

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-assisted product lookup — uses an AI chat tool to quickly retrieve product specifications, pricing, and availability details before relaying answers to customers, reducing manual catalog searches Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab..
  2. Email draft support — pastes customer inquiries into an AI assistant to generate first-draft reply templates, then edits for tone and accuracy before sending Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab..
Developing
  1. Quote and proposal drafting — directs an AI tool to assemble initial price quotes, contract terms, and delivery estimates from structured inputs, then reviews and adjusts figures before presenting to clients 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. Customer needs synthesis — feeds call notes and CRM data into an AI assistant to surface product recommendations aligned with a specific customer's purchase history and stated interests, applying personal judgment to finalize the pitch Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab..
  3. Objection-response preparation — uses an AI tool to generate a bank of counter-arguments and value statements ahead of negotiations, selecting and adapting language to match each customer's context WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab..
Proficient
  1. Sales contract generation — directs an AI tool to draft complete order forms and sales contracts from a structured deal summary, then audits every clause for accuracy and compliance before presenting for signature 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. Post-sale follow-up orchestration — assigns an AI assistant to draft personalized check-in messages and issue-resolution summaries for active accounts, reviewing each communication for relationship nuance before delivery Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab..
  3. Competitive intelligence briefing — prompts an AI tool to compile and compare competitor product lines, pricing tiers, and market positioning, then integrates findings into a persuasive customer-facing narrative WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab..
  4. Pipeline reporting — uses AI-generated summaries of CRM activity and deal-stage data to prepare territory performance reports, correcting anomalies and adding qualitative context drawn from direct customer interactions Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab..
Advanced
  1. AI workflow design for the sales cycle — builds and refines multi-step AI-assisted workflows covering prospecting, quote generation, follow-up, and contract prep, then trains junior representatives on responsible human-review checkpoints 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. Strategic negotiation intelligence — commissions AI analysis of historical deal outcomes, customer concession patterns, and pricing elasticity, then applies those insights to structure high-stakes negotiation strategies where human social perceptiveness remains the decisive factor 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..
  3. Customer relationship governance — establishes team-level standards for when AI-drafted communications must be reviewed and rewritten by a human representative, preserving trust and relational depth that AI tools cannot replicate Jadhav & Danve, 2026Skill Automation Feasibility Index — Jadhav & Danve, 2026 (arXiv:2604.06906). Opens in new tab..
  4. Performance benchmarking and iteration — evaluates AI tool effectiveness across the territory by comparing time-to-quote, close rates, and customer satisfaction scores before and after adoption, using findings to advocate for or retire specific tools Anthropic Economic IndexAnthropic Economic Index — release_2026_03_24. Opens in new tab..
  5. Cross-functional AI coordination — partners with marketing and product teams to align AI-generated sales content with current product positioning, ensuring that automated materials reflect accurate messaging and are updated as offerings evolve WEF Skills TaxonomyWEF Skills Taxonomy 2021 — Building a Common Language for Skills at Work. Opens in new tab..
  6. Mentorship in human-AI collaboration — coaches developing sales representatives on distinguishing tasks suited for AI delegation from those requiring personal negotiation and social perceptiveness, embedding that judgment into onboarding and performance review processes 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..
Evidence pack
AEI usage
Task observations: 3455
Augment share: 95%
Time saved: 88%
AI autonomy: 3.09
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 inquiry response — answers basic customer questions about pricing, availability, and product uses using prepared scripts and catalog references 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. Written order documentation — completes sales contracts and order forms using standard templates with supervisor guidance O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Customer greeting protocol — initiates sales conversations with new prospects using structured introductory language appropriate to wholesale contexts Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Needs discovery dialogue — elicits customer requirements through targeted open-ended questions during product recommendation conversations 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. Credit and delivery communication — explains contract terms, warranties, and delivery dates clearly to buyers with varying levels of procurement experience O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Sales correspondence — composes professional follow-up emails and written proposals that accurately reflect quoted prices and product specifications 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. Multi-stakeholder product presentation — delivers persuasive product demonstrations and catalog walkthroughs tailored to the decision-making priorities of purchasing managers and end users simultaneously 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. Post-sale consultation communication — conducts structured follow-up calls to resolve client concerns, communicate order status, and reinforce product value after contract signing O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Sales reporting narrative — prepares clear, accurate sales budget reports and expense account summaries that communicate territory performance to management O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Executive-level account communication — leads high-stakes presentations to C-suite buyers, translating complex product lines and pricing structures into compelling business 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. Cross-functional market intelligence briefing — synthesizes competitor pricing, product innovation data, and market condition findings into concise written and verbal reports that inform team strategy O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Mentored communication coaching — models and teaches effective client communication techniques to junior sales representatives across the territory Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
2Leadership10 statements
Emerging
  1. Personal territory ownership — takes initiative in managing assigned account list without prompting, tracking call activity and follow-up tasks independently Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Sample and catalog stewardship — accepts responsibility for distributing product samples and maintaining catalog accuracy within the assigned territory O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Account growth initiative — proactively identifies upsell opportunities within existing accounts and pursues them without waiting for management direction 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. Problem escalation ownership — takes responsibility for resolving post-sale customer issues by coordinating internal resources rather than deferring entirely to management O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Applying
  1. Territory strategy execution — leads the development and implementation of a territory sales plan, including call scheduling, pipeline management, and quota forecasting 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. Peer knowledge sharing — guides newer sales representatives on product line positioning, pricing structures, and customer handling practices within the team Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Customer relationship stewardship — assumes long-term accountability for key account outcomes, acting as the primary advocate between the client and the organization O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Regional sales leadership — directs territory-level sales strategy, sets performance benchmarks, and mentors a team of representatives toward consistent quota attainment Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Cross-departmental influence — leads collaboration between sales, logistics, and product teams to resolve systemic delivery or pricing issues affecting multiple accounts O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Market expansion initiative — spearheads the identification and development of new wholesale market segments, building the business case and pioneering the outreach strategy 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.
3Metacognition9 statements
Emerging
  1. Sales call self-review — reflects on individual customer interactions to identify what product explanations or objection responses landed well versus fell short Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Learning resource utilization — identifies gaps in product knowledge and seeks out catalogs, spec sheets, or colleague expertise to fill them before the next customer call Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Quota gap analysis — monitors personal sales pipeline against monthly targets and adjusts daily prospecting and follow-up activity based on identified shortfalls 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 pattern recognition — notices recurring customer objections across accounts and modifies pitch strategy based on observed patterns rather than reacting anew each time Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Competitive positioning self-calibration — evaluates own product knowledge and market intelligence against competitor activity data and deliberately targets learning in areas of competitive weakness 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 strategy reflection cycle — after each major contract win or loss, conducts a structured personal debrief to extract transferable lessons and adjusts territory approach accordingly Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Time and territory audit — periodically evaluates how time is allocated across accounts and realigns effort toward the highest-value opportunities based on conversion data Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Adaptive selling model development — constructs a personal, evidence-based selling framework refined through years of deliberate self-assessment and iterative adjustment across diverse customer segments Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Mentored metacognitive practice — teaches junior representatives how to debrief their own sales calls, identify cognitive biases in account assessment, and build self-directed improvement plans Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
4Critical Thinking10 statements
Emerging
  1. Product-need matching — evaluates basic customer requirements against available product specifications to recommend an appropriate item from the catalog 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. Price verification logic — checks quoted prices against current price lists and flags discrepancies before submitting order forms O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Customer credit risk evaluation — assesses customer financial indicators and order history to determine appropriate credit terms and flag unusual requests for review O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Competitor price analysis — compares competitor pricing and product features against own portfolio to identify positioning advantages and vulnerabilities in active deals O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Delivery feasibility assessment — evaluates transportation constraints, inventory levels, and lead times to provide customers with realistic delivery date commitments O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Applying
  1. Complex needs diagnosis — analyzes multi-site customer operations, procurement workflows, and usage patterns to recommend product solutions that address root business needs beyond surface requests 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 trend interpretation — evaluates market condition data, product innovation trends, and competitor movements to draw actionable conclusions about territory strategy adjustments O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Contract term reasoning — identifies ambiguous or unfavorable contract clauses during negotiation and constructs evidence-based counterproposals that protect company and customer interests 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. Strategic account risk modeling — synthesizes financial, operational, and competitive intelligence across a portfolio to identify accounts at risk of churn and develops preemptive retention 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.
  2. Sales process assumption challenge — questions established pricing models, territory structures, or standard contract terms when evidence suggests they limit growth, and proposes data-supported alternatives Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
5Collaboration9 statements
Emerging
  1. Internal order coordination — works with warehouse and logistics colleagues to confirm product availability and delivery scheduling for customer orders O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Team sales meeting participation — contributes account updates and market observations during team meetings without dominating or withholding relevant information Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Cross-functional problem resolution — collaborates with customer service, credit, and shipping departments to resolve post-sale issues affecting shared accounts O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  2. Co-selling support — partners with technical or senior sales colleagues on complex accounts, contributing customer relationship knowledge while deferring on specialized product detail Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Key account team coordination — aligns efforts with internal stakeholders across sales, finance, and logistics to deliver consistent service and messaging to high-value wholesale 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.
  2. Peer territory intelligence sharing — proactively exchanges competitor pricing data, customer feedback, and product performance insights with colleagues to strengthen collective team performance O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
  3. Supplier relationship collaboration — works constructively with manufacturer representatives to stay current on product innovations and negotiate favorable terms that benefit customer accounts O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Exceeding
  1. Strategic partnership cultivation — builds and leads multi-organizational account teams that include customer procurement staff, internal sales support, and supplier contacts to manage large-volume distribution 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. Sales team culture building — fosters a collaborative territory environment where representatives share leads, coach each other, and collectively own regional quota outcomes Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
6Character9 statements
Emerging
  1. Accurate product representation — describes product capabilities and limitations honestly to customers without overstating features to close a sale 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. Expense reporting integrity — records actual travel and client entertainment costs on expense account reports without inflation or omission O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Developing
  1. Commitment follow-through — delivers on quoted prices, promised delivery dates, and contract terms stated during the sales process, and proactively communicates when circumstances change 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. Confidentiality maintenance — protects sensitive customer pricing agreements, volume data, and business information from disclosure to competing accounts or external parties Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Ethical objection handling — addresses customer concerns about product suitability with transparent assessments, including recommending a competitor product when it genuinely better fits the customer's need 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. Accountability under quota pressure — maintains honest sales forecasting and accurate pipeline reporting even when numbers fall short of targets, avoiding inflated projections to satisfy management Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Professional conduct in competitive situations — engages in competitive sales situations without disparaging competitors through false claims, relying instead on factual product differentiation Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Ethical sales culture modeling — establishes and enforces norms of honest customer dealing and transparent reporting within the sales team through consistent personal example and direct feedback Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Long-term customer trust stewardship — builds multi-year wholesale relationships grounded in reliability and integrity, demonstrated through consistent alignment of commitments with actions across hundreds of transactions 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.
7Creativity9 statements
Emerging
  1. Customized product bundling — suggests non-standard product combinations from the catalog that address a specific customer's stated operational need 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. Prospecting channel experimentation — tests new methods for identifying potential wholesale accounts beyond the standard call list, such as trade show outreach or referral requests Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. Tailored sales presentation design — constructs customized product demonstrations and proposal formats that reflect the specific industry context and business priorities of the target buyer 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. Incentive structure creativity — proposes creative volume discount structures or bundled service arrangements that create mutual value within company pricing guidelines O*NET v30.2O*NET Resource Center — Occupational Information Network, v30.2 (Sept 2025). Opens in new tab.
Applying
  1. Market gap opportunity development — identifies unmet product needs in the territory through customer feedback and market monitoring, then works with suppliers to explore filling those gaps 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. Problem-solving in stalled deals — devises unconventional but compliant approaches to revive dormant negotiations, such as restructuring order timelines, adjusting delivery formats, or introducing trial arrangements Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Competitive differentiation framing — reframes standard product offerings in novel ways that highlight unique value relative to competitor alternatives without changing the underlying product 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. New market segment invention — conceives and pilots outreach strategies for entirely new wholesale customer segments not previously served by the company within the territory 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 — develops and codifies a differentiated approach to wholesale selling that becomes a recognized best practice adopted across the broader sales organization Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
8Growth Mindset9 statements
Emerging
  1. Lost sale debrief acceptance — treats rejected proposals as learning data by asking customers for feedback and recording reasons for loss without defensiveness Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Product knowledge pursuit — actively studies new product lines, spec sheets, and market updates upon introduction rather than relying solely on existing 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.
Developing
  1. Quota setback recovery — responds to a down month by analyzing contributing factors and adjusting prospecting intensity and account prioritization rather than attributing outcomes solely to external causes Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Feedback integration from manager — incorporates specific coaching from sales managers on call technique or pipeline management into next-week behaviors without extended resistance Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Skill stretch in complex accounts — pursues large or technically demanding accounts that require learning new industry vocabulary, procurement processes, or product applications as a deliberate growth strategy 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 disruption adaptation — when competitor innovations or pricing shifts erode existing advantages, reframes the challenge as a skill-building opportunity and rapidly updates sales approach 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. Certification and training investment — voluntarily pursues sales training, product certification, or industry education beyond minimum requirements to expand capability and career trajectory Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Organizational learning advocacy — champions a culture of continuous improvement within the sales team by normalizing failure debriefs, sharing personal growth stories, and rewarding learning behavior in peers Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Mastery through discomfort modeling — deliberately takes on the most challenging accounts or market segments in the territory to accelerate personal development and demonstrate growth-oriented leadership to the team Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
9Mindfulness9 statements
Emerging
  1. Customer emotional cue awareness — notices shifts in a buyer's tone, body language, or engagement level during sales calls and adjusts pace or topic accordingly 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. Pre-call preparation intentionality — reviews account history, open orders, and prior conversation notes before each customer interaction rather than approaching calls reactively Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Developing
  1. High-pressure negotiation composure — maintains calm and measured communication during tense price negotiations or contract disputes without escalating emotional intensity 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. Reactive impulse management — pauses before responding to a customer complaint or aggressive objection, choosing a deliberate response over an automatic defensive reaction Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Full-presence customer engagement — gives complete attention during in-person or phone sales meetings, setting aside administrative distractions to accurately receive customer needs and 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.
  2. Stress-aware workload management — recognizes early signs of overload during high-volume selling periods and proactively restructures daily call plans and administrative tasks to maintain quality across all accounts Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  3. Intentional territory prioritization — makes deliberate, considered decisions about account call frequency and resource allocation rather than defaulting to habit or urgency-driven scheduling Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Emotionally regulated client recovery — manages personal frustration and disappointment when major accounts are lost, returning to subsequent customer interactions with full attentiveness and professional composure Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Mindful team influence — models and encourages present-moment attentiveness in sales team settings, helping colleagues recognize how distraction and reactivity undermine customer relationship quality Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
10Fortitude9 statements
Emerging
  1. Rejection persistence — continues prospecting activity following multiple consecutive customer refusals without reducing call volume or withdrawing from high-resistance accounts Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Difficult conversation initiation — raises uncomfortable topics such as overdue payments or delivery failures with customers directly rather than avoiding them to preserve short-term 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.
Developing
  1. Prolonged negotiation endurance — sustains focused, constructive engagement through extended contract negotiation cycles that span multiple meetings and weeks without abandoning position prematurely 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 perseverance — maintains consistent sales activity and customer contact during slow market periods when deals are scarce and quota attainment is uncertain Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Applying
  1. Major account loss recovery — after losing a significant customer to a competitor, rebuilds pipeline momentum through intensified prospecting and account development without sustained performance decline Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. High-stakes deadline execution — delivers completed sales contracts, budget reports, and customer proposals on time under compressed timelines and competing territory demands 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. Long-cycle deal commitment — sustains relationship-building and follow-up activity on strategic accounts with 12-to-24-month sales cycles, resisting the urge to abandon effort when progress is slow Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
Exceeding
  1. Sustained high-performance under adversity — maintains top-tier quota attainment through prolonged periods of market disruption, product availability issues, or internal organizational change Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. Opens in new tab.
  2. Team fortitude cultivation — actively supports colleagues navigating performance slumps, competitive setbacks, or difficult accounts by sharing coping strategies and reinforcing persistence as a professional value Pathsmith Durable SkillsPathsmith Durable Skills Framework — America Succeeds + CompTIA. 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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Related titles
Account Representative · Account Specialist · Agricultural Produce Commission Agent · Apparel Trimmings Sales Representative · Architectural Supplies Sales Representative · Artists Materials Sales Representative · Barber and Beauty Equipment Sales Representative · Barber and Beauty Supplies Sales Representative · Bottle Sales Representative · Bottling Equipment Sales Representative · Boys' Apparel Sales Representative · Bulk Plant Agent
RAPIDS apprenticeships
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O*NET skills
SpeakingActive ListeningSocial PerceptivenessPersuasionNegotiationCritical ThinkingReading ComprehensionWritingCoordinationService OrientationComplex Problem SolvingJudgment and Decision MakingActive LearningMonitoringTime Management
Knowledge domains
Sales and MarketingCustomer and Personal ServiceEnglish LanguageMathematicsTransportationComputers and Electronics
Abilities
Oral ExpressionOral ComprehensionSpeech ClaritySpeech RecognitionWritten ComprehensionWritten ExpressionCategory FlexibilityNear VisionFluency of IdeasProblem Sensitivity
Work styles
PerseveranceSocial OrientationSelf-ConfidenceAchievement OrientationOptimismDependability
Technology
Word processing softwareCustomer relationship management CRM softwareDocument management softwareGraphics or photo imaging softwareWeb page creation and editing softwareDesktop publishing softwareData base user interface and query softwareObject or component oriented development softwarePresentation softwareOperating system software
Tasks · seed anchors for statements
  1. Answer customers' questions about products, prices, availability, product uses, and credit terms.
  2. Recommend products to customers, based on customers' needs and interests.
  3. Estimate or quote prices, credit or contract terms, warranties, and delivery dates.
  4. Consult with clients after sales or contract signings to resolve problems and to provide ongoing support.
  5. Prepare sales contracts and order forms.
  6. Provide customers with product samples and catalogs.
  7. Monitor market conditions, product innovations, and competitors' products, prices, and sales.
  8. Perform administrative duties, such as preparing sales budgets and reports, keeping sales records, and filing expense account reports.
CIP education codes
01.010552.180152.189952.190252.190452.1909

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.