Sales Representatives (Industrial Products)
Sales Representatives (Industrial Products) represent companies in selling a range of specialised chemicals, machines, manufacturing materials and other industrial supplies.
Compiles lists of prospective client businesses using directories and other sources.
Acquires and updates knowledge of employers' and competitors' goods and services, and market conditions.
Visits regular and prospective client businesses to establish and act on selling opportunities.
Assesses customers' needs, as well as recommends and explains goods and services to them.
Monitors customers' changing needs and competitor activity, and reports these developments to sales management.
Quotes and negotiates prices and credit terms, and completes contracts and records orders.
Arranges delivery of goods, installation of equipment and the provision of services.
Reports to sales management on sales made and the marketability of goods and services.
Follows up with clients to ensure satisfaction with goods and services purchased, and resolves any problems that arise.
Prepares sales reports and maintains and submits records of business expenses incurred.
Vocational Education and Training (VET)
Informal or on-the-job
JSA produces employment projections to show where likely future job opportunities may be. Employment projections data are only produced for occupations at the broad four digit Australian and New Zealand Standard Classification of Occupations (ANZSCO) level. While data are not available for this occupation, projections data are available for the parent occupation, Technical Sales Representatives, under the outlook section.
Earnings and hours
Around 92% of people employed as Sales Representatives (Industrial Products) work full-time hours, in all their jobs combined. This is 26 percentage points above the all jobs average (66%).
Full-time workers work an average of 44 hours per week in their main job. This is the same as the all jobs average.
Sources:Full-time share and full-time hours: ABS, 2016 Census, customised report. Compared to the all jobs average.
Employment across Australia
Employment by State and Territory (% Share)
|State||Sales Representatives (Industrial Products)||All Jobs Average|
Around 62% of Sales Representatives (Industrial Products) live in capital cities, similar to the all jobs average of 62%.
Western Australia has a large share of employment relative to its population size.
The regions with the largest share of workers are:
Source: Based on ABS Census 2016, Customised Report. Share of workers across Australian states, territories and regions, in this job compared to the all jobs average.
Age and gender
The median age of Sales Representatives (Industrial Products) is 45 years. This is higher than the all jobs average of 40 years.
A large share of workers are aged 45 to 54 years.
Females make up 13% of the workforce. This is 35 percentage points below the all jobs average of 48%.
Source: Based on ABS Census 2016, Customised Report. Age profile and gender share compared to the all jobs average.
Age Profile (% Share)
|Age Bracket||Sales Representatives (Industrial Products)||All Jobs Average|
|65 and Over||4.5||4.2|
Source: Based on ABS Census 2016, Customised Report. Age profile of workers in this job compared to the all jobs average.
Education, training and experience
Relevant industry experience is usually needed to work as a Sales Representative (Industrial Products). Some workers have a Vocational Education and Training (VET) or university qualification in business sales or engineering and related technologies.
- Course Seeker to search and compare higher education courses.
- ComparED to compare undergraduate and postgraduate student experiences and outcomes.
- My Skills to compare Vocational Education and Training (VET) courses, providers and student outcomes.
- AAPathways website to explore Retail Services VET training pathways.
Highest Level of Education (% Share)
|Type of Qualification||Sales Representatives (Industrial Products)||All Jobs Average|
|Post Graduate/Graduate Diploma or Graduate Certificate||5.2||10.1|
|Year 10 and below||11.0||12.5|
Source: ABS Census 2016, Customised Report. Highest qualification completed by workers in this job (in any field of study). Qualifications needed by new workers might be different from the qualifications of workers already in the job.
Skills and Knowledge
Employers look for Technical Sales Representatives who have strong communication skills and the ability to communicate with diverse audiences.
Skills can be improved through training or experience.
Listening to others, not interrupting, and asking good questions.
Reading work related information.
Bringing people together and trying to sort out their differences.
Talking people into changing their minds or their behaviour.
Talking to others.
Understanding why people react the way they do.
Being able to use what you have learnt to solve problems now and again in the future.
Thinking about the pros and cons of different ways to solve a problem.
Writing things for co-workers or customers.
Looking for ways to help people.
48%Coordination with others
Being adaptable and coordinating work with other people.
48%Judgment and decision making
Figuring out the pros and cons of different options and choosing the best one.
45%Complex problem solving
Noticing a problem and figuring out the best way to solve it.
Teaching people how to do something.
Keeping track of how well work is progressing so you can make changes or improvements.
Figuring out the best way to teach or learn something new.
Figuring out how a system should work and how changes in conditions, operations, and the environment will affect it.
Managing your own and other peoples' time to get work done.
Using maths to solve problems.
37%Management of financial resources
Figuring out how money is needed to do something, and keeping track of the money that's being spent.
These are important topics, subjects or knowledge areas.
68%Sales and marketing
Showing, promoting, and selling including marketing strategy, product demonstration, sales techniques, and sales control systems.
65%Customer and personal service
Understanding customer needs, providing good quality service, and measuring customer satisfaction.
54%Computers and electronics
Circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
Arithmetic, algebra, geometry, calculus, or statistics.
English language including the meaning and spelling of words, rules of composition, and grammar.
51%Administration and management
Business principles involved in strategic planning, leadership, and coordinating people and resources.
48%Production and processing
Raw materials, production processes, quality control, costs, and ways of making and distributing goods.
Word processing, managing files and records, stenography and transcription, designing forms, and other office work.
39%Education and training
Curriculum and training design, teaching and instruction for individuals and groups, and the measurement of training effects.
38%Engineering and technology
Use engineering, science and technology to design and produce goods and services.
Human behaviour; differences in ability, personality, and interests; learning and motivation; research methods; assessing and treating disorders.
33%Communications and media
Media production, communication, and dissemination. Includes written, spoken, and visual media.
Moving people or goods by air, rail, sea, or road.
Chemical composition, structure, and properties. How chemicals are made, used, mixed, and can change.
Design techniques, tools, and principles used to make detailed technical plans, blueprints, drawings, and models.
28%Economics and accounting
Economics and accounting, the financial markets, banking and checking and reporting of financial data.
Describing land, sea, and air, including their physical characteristics, locations, how they work together, and the location of plant, animal, and human life.
Transmission, broadcasting, switching, control, and operation of telecommunications systems.
26%Law and government
How our laws and courts work. Government rules and regulations, and the political system.
23%Personnel and human resources
Recruiting and training people, managing pay and other entitlements (like sick leave), and negotiating pay and conditions.
Workers use these physical and mental abilities..
Communicate by speaking.
Listen to and understand what people say.
Speak clearly so others can understand you.
Identify and understand the speech of another person.
Read and understand written information.
Write in a way that people can understand.
Use general rules to find answers or solve problems logically.
See details that are up-close (within a few feet).
Come up with a number of ideas about a topic, even if the ideas aren't very good.
Come up with unusual or clever ideas, or creative ways to solve a problem.
Notice when something is wrong or is likely to go wrong, even if you can't solve the problem.
Use lots of detailed information to come up with answers or make general rules.
46%Sorting or ordering
Order or arrange things in a pattern or sequence (e.g., numbers, letters, words, pictures, mathematical operations).
Remember things like words, numbers, pictures, and procedures.
45%Working with numbers
Add, subtract, multiply, or divide.
Come up with different ways of grouping things.
41%Speed of recognition
Quickly make sense of and organize things you can see like letters, numbers, pictures, or other things.
See details that are far away.
39%Flexibility of closure
See a pattern (a figure, object, word, or sound) hidden in other distracting material.
Choose the right maths method or formula to solve a problem.
These are kinds of activities workers regularly do in this job.
75%Building good relationships
Building good working relationships and keeping them over time.
67%Planning and prioritising work
Deciding on goals and putting together a detailed plan to get the work done.
60%Communicating within a team
Giving information to co-workers by telephone, in writing, or in person.
56%Communicating with the public
Giving information to the public, business or government by telephone, in writing, or in person.
55%Researching and investigating
Looking for, getting and understanding different kinds of information.
Convincing people to buy something or to change their minds or actions.
52%Negotiating and resolving conflicts
Handling complaints and disagreements, and negotiating with people.
50%Making decisions and solving problems
Using information to work out the best solution and solve problems.
47%Keeping your knowledge up-to-date
Keeping up-to-date with technology and new ideas.
45%Making sense of information and ideas
Looking at, working with, and understanding data or information.
42%Scheduling work and activities
Working out the timing of events, programs, and activities, as well as the work of others.
42%Looking for changes over time
Comparing objects, actions, or events. Looking for differences between them or changes over time.
41%Working with computers
Using computers to program, write software, set up functions, enter data, or process information.
Using your own ideas for developing, designing, or creating something new.
39%Collecting and organising information
Compiling, coding, categorizing, calculating, tabulating, auditing, or checking information or data.
39%Coming up with systems and processes
Deciding on goals and figuring out what you need to do to achieve them.
37%Providing office support
Doing day-to-day office work such as filing and processing paperwork.
36%Checking compliance with standards
Deciding whether events or processes comply with laws, regulations, or standards.
35%Coordinating the work of a team
Getting members of a group to work together to finish a task.
35%Explaining things to people
Helping people to understand and use information.
Interests and demands
Learn about the daily activities, and physical and social demands faced by workers. Explore the values and work styles that workers rate as most important.
Interests are the style or type of work we prefer to do. All interest areas are shown below.
Starting up and carrying out projects. Leading people and making many decisions. Sometimes require risk taking and often deal with business.
Following set procedures and routines. Working with numbers and details more than with ideas, usually following rules.
Ideas and thinking. Searching for facts and figuring out problems in your head.
Practical, hands-on work. Often with plants and animals, or materials like wood, tools, and machinery.
Working with people. Helping or providing service to others.
Working with forms, designs and patterns. Often need self-expression and can be done without following rules.
Work alone and make decisions. Workers are able to try out their own ideas, make decisions on their own, and work with little or no supervision.
Results oriented. Workers are able to use their strongest abilities, giving them a feeling of accomplishment.
Job security and good working conditions. There is usually a steady flow of interesting work, and the pay and conditions are generally good.
Serve and work with others. Workers usually get along well with each other, do things to help other people, and are rarely pressured to do things that go against their sense of right and wrong.
Advancement and the potential to lead. Workers are recognised for the work that they do, they may give directions and instructions to others, and they are looked up to in their company and their community.
Supportive management that stands behind employees. Workers are treated fairly by their company, they are supported by management, and have supervisors who train them well.
Use electronic mail.
Talk on the telephone.
Have freedom to decide on tasks, priorities, and goals.
94%Frequent decision making
Frequently make decisions that impact other people.
91%Contact with people
Have contact with people by telephone, face-to-face, or any other way.
Talk with people face-to-face.
87%Being exact or accurate
Be very exact or highly accurate.
85%Freedom to make decisions
Have freedom to make decision on your own.
Work with people in a group or team.
81%Impact of decisions
Make decisions that have a large impact on other people.
Work to strict deadlines.
76%Contact with the public
Work with customers or the public.
76%Lead or coordinate a team
Lead others to do work activities.
Compete with others, or be aware of competitive pressures.
75%Indoors, heat controlled
Work indoors with access to heating or cooling.
73%Letters and memos
Write letters and memos.
73%In an enclosed vehicle or equipment
Work in a closed vehicle (e.g., car).
Deal with conflict or disagreements.
70%Angry or unpleasant people
Deal with unpleasant, angry, or rude people.
67%Spend time sitting
Spend time sitting at work.
O*NET is a trademark of the U.S. Department of Labor, Employment and Training Administration.
The skills and importance ratings on this page are derived from the US Department of Labor O*NET Database Version 21.2, 41-4011.00 - Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products.