How Do I Become a Manufacturer's Representative?

A manufacturer’s representative, or sales agent, is a person that sells products for a wholesale or retail market on behalf of a manufacturer. To become a manufacturer’s representative, one usually needs experience selling products for other companies. Then the potential applicant can approach a firm which specializes in sales or can venture out on his or her own and work solo.

To become a manufacturer’s representative for a product or a line of products, one must work within contracts. The contract defines the products which the sales agent can sell. Some contracts limit the products to just one line or they might encompass all the products a manufacturer makes. Usually the contract will also define a certain territory, like a state or a region, in which the representative can approach potential or existing customers. Most importantly, the contract will outline the amount of commission, the method of payment and the length of the contract.

A love of travel is typically vital to become a manufacturer’s representative. Since a contract usually defines a territorial region, travel within that region is almost imperative. Face-to-face contact with customers is usually the key to great sales relationships. One must also have a thorough knowledge of the industry to become a manufacturer’s representative. The sales agent must represent the manufacturer and be as knowledgeable about the products and industry as someone working internally for the company.

After you become a manufacturer’s representative, it is imperative to stay up-to-date with any changes in company policies, products or procedures. Since a manufacturer’s representative is not an employee of the company whom he represents, this can be tricky. It is up to the sales representative to make sure that the information he or she is disbursing is current and accurate.

Sales is a highly-competitive industry, so to become a manufacturer’s representative might not be a good idea for a beginner in sales. It would be wise to begin working for a company doing internal sales direct to customers. Then one could either attempt to approach a manufacturer directly or attempt to be hired by a firm which employs a team of manufacturer’s representatives.

A career in sales can be a lucrative opportunity for those gifted in the techniques of selling. Sales commissions can vary from 1% to 50%, but an average range is 10-15%. When selling high-ticket items, this money can add up fast, but it usually takes a gifted salesperson to make high commissions.