MANUFACTURERS' REPRESENTATIVE  

Manufacturers' Representatives (also called Manufacturers' Agents) sell single, related, diversified, or multi-line products to wholesalers or other customers for one or more manufacturers. Manufacturers' Representatives must know the products they sell and the needs of customers.  

NATURE OF THE OCCUPATION  

Manufacturers' Representatives may:

Call on regular and prospective customers to get their orders  

Meet with customers to demonstrate products and explain their features  

Answer questions about products, prices, durability and credit terms  

Estimate delivery dates and arrange delivery schedules  

Complete sales contracts  

Forward orders to manufacturers  

Advise customers on problems and product pricing  

Advise retailers on store layouts, displays, exhibits, special promotions and advertising  

Handle complaints about products  

Help customers sell products they purchase  

Prepare lists of prospective customers  

Write reports on sales and products  

Manufacturers' Representatives may also have related, non-selling duties:

Read business publications and information on new products  

Prepare and read sales correspondence  

Participate in public relations activities  

Contact manufacturers about selling their products  

Keep informed on developments in their field of sales and in their territories  

Tools and equipment used may include:

OCCUPATIONAL SPECIALTIES  

279.157-010 MANUFACTURERS' REPRESENTATIVES sell single, related, diversified, or multi-line products to wholesalers or other customers for one or more manufacturers. These Representatives must know the products they sell and the needs of the customers. Some Manufacturers' Representatives specialize in technical areas such as selling machinery, fabricated metal products, or electrical equipment. They may work closely with their customer's research and development departments in order to determine the proper products, materials, and equipment for the firm's needs. Others may specialize in nontechnical sales areas and represent manufacturers who make products such as clothing or food products.  

In addition to learning about these specialties, you may also find in helpful to explore the following MOIScripts:  

WORKING CONDITIONS AND REQUIREMENTS  

Manufacturers' Representatives usually work under the general direction of a sales manager or other type of supervisor. Most, however, generally work alone and plan their own schedules, appointments, and workdays.  

Manufacturers' Representatives do not work regular 8-hour days and 40-hour weeks. Most work long hours, irregular hours, and must arrange their appointments according to their customers' schedules.  

Much of their time is spent traveling and meeting with customers. Some have large territories and must do considerable traveling by automobile and airplane. Those with extremely large territories may be away from home for weeks at a time. Others may have small territories and be able to return home every evening. Weekend or evening travel is often necessary in order to meet or entertain customers, attend sales conferences, or attend meetings the next day. Manufacturers' Representatives often work evenings writing reports and arranging appointments. The job may also be physically demanding at times since Manufacturers' Representatives may have to carry heavy sample cases or spend much time on their feet.  

Although the work is steady and year-round, it may be affected by seasonal periods or general economic conditions when the demand for certain products may be higher or lower than usual.  

You Should Prefer:

• Activities involving business contact with people  

• Activities concerned with the communication of data  

You Should Be Able To:

• Reason logically  

• Understand the meanings/relationships between words  

• Use words them effectively  

• Use arithmetic quickly and accurately  

• Relate and work with all types of people  

• Influence people in their opinions about ideas or things  

• Work and solve problems without supervision  

• Rate information using personal judgment  

• See details/recognize errors in numbers/spelling/punctuation  

Math Problem You Should Be Able to Solve:

Yearly sales are $1.5 million. Inventory on January 1 is $600,000 (at cost). During the year, $1.5 million of merchandise (at cost) is purchased. The ending inventory is $880,000 (at cost). Operating costs are $100,000. Calculate the cost of goods sold and net profit, and set up a profit and loss statement.  

Reading Example You Should Be Able to Read and Comprehend:

The cost of unit pricing includes calculations of per unit prices, printing of product labels, printing of shelf labels, and computer records. These costs are affected by the way prices are adhered, the number of items in a store subject to unit pricing, the frequency of price changes, sales volume, and the number of stores in a chain.  

Writing Example You Should Be Able to Produce:

Prepare a product analysis for the new body lotion by Browns Inc.  

Thinking Skill You Should Be Able to Demonstrate:

Should be able to demonstrate excellent analytical skills in learning about, assessing, and selling manufactured products.  

Work experience or sales experience may be required for employment. A driver's license and a good driving record are often required. More and more employers are hiring graduates of 4-year college programs.  

EDUCATION AND PREPARATION OPPORTUNITIES  

NOTE: On-The-Job Training provided by the employer or a High School Diploma or Equivalent or a Certificate (program of up to one year of study beyond high school) or an Associate Degree (two years of study beyond high school) or a Bachelor's Degree (four years of study beyond high school) may qualify a person for this occupation.

The following education and preparation opportunities are helpful in preparing for occupations in the MOIScript:  

***SCHOOL SUBJECTS***

0300 AUTOMOTIVE , 0500 BUILDING TRADES , 0600 BUSINESS , 0700 CAREERS , 0900 COMMUNICATIONS , 1000 COMPUTERS , 1100 ECONOMICS , 1200 ELECTRONICS , 1300 ENGLISH , 2200 MATH , 2300 METALS , 2800 PUBLIC SPEAKING , 2900 SCIENCE , 3000 SOCIAL STUDIES , 3100 STUDY & WORK OPTIONS , 3200 TECHNICAL DRAWING , 3300 TECHNOLOGY , 3400 WOODS

***VOCATIONAL EDUCATION PROGRAMS***

There are no Vocational Education Programs related to this MOIScript  

***POSTSECONDARY PROGRAMS***

093 MARKETING & PURCHASING

Programs in Marketing and Purchasing provide opportunities to gain the knowledge and skills needed for managerial employment in activities that contribute to the exchange of goods and services. Marketing functions include buying, merchandising, advertising, selling, transportation and distribution, storage and finance, and market research. Individuals who teach Marketing and Purchasing at the secondary level must have a Michigan Teaching Certificate.  

Courses vary from school to school but may include:

155 SALES TRAINING

Programs in Sales Training provide opportunities to gain the knowledge and skills useful for employment selling insurance, real estate, or other products and services in a variety of different business settings. Individuals who teach retailing at the secondary school level must have a Michigan Teaching Certificate.  

Courses within this program will vary from school to school but may include:

                 Search for a College and/or Instructional Program

***APPRENTICESHIP OPPORTUNITIES***

There are no Apprenticeships related to this MOIScript  

***MILITARY TRAINING PROGRAMS***

There are no Military Programs related to this MOIScript  

  E-Learning Courses and Programs

OPPORTUNITIES FOR EXPERIENCE AND METHODS OF ENTRY  

Some of the ways to explore this occupation are summer, part-time, or full-time work as a sales clerk or a pick up and delivery person in retail or other establishments. Postsecondary programs in marketing and purchasing and in sales training may also offer opportunities for experience.  

School-to-Work opportunities include:

informal apprenticeships  

mentorships  

job shadowing experiences  

touring a local Manufacturer Representative employer  

internships  

volunteer work with a Manufacturer Representative employer  

community service work with an agency  

Manufacturers' Representatives commonly find their jobs through direct application to firms that employ Manufacturers' Representatives. Assistance may be available through placement offices of colleges and universities or a Michigan Works! local office. Job openings are often listed in newspaper want ads. Although a college degree is increasingly required, especially for technical products, many employers prefer previous sales experience. In addition, you should access and search the Internet's on-line employment services sites such as:  

Michigan Talent Bank

America's Job Bank  

CareerBuilder

Classifieds Employment  

Yahoo! Careers

MONSTER.COM

You should also enter an electronic resume on these on-line services.

EARNINGS AND ADVANCEMENT  

Earnings of Manufacturers' Representatives depend on sales skills, quantity of merchandise sold, commissions paid, type of product, demand for the products, and geographic location. Some manufacturing firms pay Representatives straight commission on dollar volume of sales; others pay fixed salaries. A majority of firms pay salaries plus commissions.  

Nationally, most recent graduates of bachelor's degree programs entering marketing and marketing management occupations had offers ranging from $22,000 to $37,000 per year in late 1998, with an average offer of $29,231 per year. Chief marketing and sales executives had estimated average annual earnings of $141,700 in mid 1999.  

Earnings of Manufacturers' Representatives in Michigan were similar to the national earnings. In addition to salaries and commissions, some of these workers receive bonuses.  

Manufacturers' Representatives may be reimbursed for business expenses such as hotel or motel rooms, travel expenses, meals and tips, secretarial services, and telephone calls. Employers either provide cars or pay a mileage allowance to those who use their own cars. Self-employed Manufacturers' Representatives must pay their own expenses.  

Manufacturers' Representatives may receive life and hospitalization insurance, paid vacations and holidays, and pension plans. Some employers may offer stock purchase or savings plans for salaried employees. Independent salespeople must pay the full cost of any fringe benefits they have.  

Manufacturers' Representatives may advance to become sales managers or start their own agencies. A few Representatives with good sales records and leadership ability may become regional or national sales managers or company vice-presidents. Others may start their own agencies and hire their own representatives.  

EMPLOYMENT AND OUTLOOK  

Nationally, the number of Manufacturers' Representatives employed was estimated to be about 482,100 in 1996. Employment of Manufacturers' Representatives is expected to decline through the year 2006. The availability of product information on the Internet directly from the manufacturer will negatively impact the number of job opportunities for Manufacturers' Representatives. There will be good chances for individuals with sales ability. However, some manufacturers have switched to wholesalers to sell their products, particularly during economic downturns, decreasing the need for Manufacturers' Sales Representatives.  

The number of Manufacturers' Representatives employed in Michigan is unknown. Most worked in urban areas. They represented all types of industrial manufacturing firms.  

The greatest number sold for firms that process foods. A great many represented publishing firms, makers of metal goods, and electronics and electrical industries.  

Manufacturers' Representatives called sales engineers work for firms that make heavy machinery (such as forges) and transportation equipment (such as buses). Sales engineers also sell scientific instruments.  

The trend toward industrial firms, chain stores, and institutions buying large quantities of goods directly from manufacturers and the increasing demand for more technically trained representatives to sell technical products will mean better opportunities for those with previous sales experience or advanced education or training. However, the number of openings may vary from year to year, depending on the state of the economy and the demand for manufactured articles. Jobs will be most plentiful in small wholesale and manufacturing firms.  

MICHIGAN'S EMPLOYMENT OUTLOOK TO 2005

SOURCES OF ADDITIONAL INFORMATION  

Printed Occupational information is available upon written request from sources below.  

SUMMARY PROFILE  

The occupation of Manufacturer's Representative can be summarized by the following:

MOISCRIPTS are Copyright 2003, Michigan Department of Career Development