They may show samples or catalogs that describe items their company stocks and inform customers about prices, availability, and how their products can save money and improve productivity. A vast number of manufacturers and wholesalers sell similar products, thus sales representatives must emphasize any unique qualities of their products and services. As independent agents, they might sell several complementary products made by different manufacturers and thus take an overall systems approach to their customer's business. Sales representatives may help install new equipment and train employees. They also take orders and resolve any problems or complaints with the merchandise.
Sales engineers are among the most highly trained sales workers.
Additionally, they provide information on their firm's products, help prospective and current buyers with technical problems, recommend improved materials and machinery for a firm's manufacturing process, design plans of proposed machinery layouts, estimate cost savings, and suggest training schedules for employees. In a process that may take several months, they present this information and negotiate the sale. Aided by a laptop computer connected to the Internet, they can often answer technical and non-technical questions immediately. Frequently, sales representatives who lack technical expertise work as a team with a technical expert. In this arrangement, the technical expert will attend the sales presentation to explain the product and answer questions or concerns.