Heavy Equipment Sales Training Program: Salary and Career Facts

Get information on the training and experience you'll need to sell heavy equipment, such as farm or commercial machinery. Learn about job opportunities and salaries in this field, and find out how to improve your knowledge of heavy equipment products. Schools offering Sales Management degrees can also be found in these popular choices.

What You Need to Know

As a heavy machinery sales representative, you are responsible for selling large items such as agricultural and mechanical equipment. Degrees are not always necessary to find a job in this field, but may help with finding work. For equipment that is technical in nature, including industrial equipment, a minimum of a bachelor's degree is generally required. Continuing education in the way of staying on top of new products in the field is also recommended.

Degrees Associate's or bachelor's degree in business or sales administration and marketing
Responsibilities Sales and customer service
Median Salary (2017)* $78,830 (for sales representatives, wholesale and manufacturing, technical and scientific products)

Source: *U.S. Bureau of Labor Statistics

How Can I Find a Job?

Working in heavy equipment sales does not necessarily require any formal schooling, but earning a college degree may be required in order to sell industrial equipment. Employers generally require applicants to have a bachelor's or an associate's degree in a business-related field. Degree programs in business administration, marketing or professional sales can help to prepare you for a career in heavy equipment sales. These programs can include courses on various sales strategies, customer relationship management and consumer behavior.

Any sales experience will also be beneficial and serve as training for this kind of employment. You might be able to participate in a sales internship or take part in a student sales team as part of your degree program's practicum requirement.

What Kind of Salary Can I Expect?

The U.S. Bureau of Labor Statistics (BLS) estimates that in 2016 there were about 343,600 wholesale and manufacturing representatives working with technical products, such as commercial machinery (www.bls.gov). This field is expected to grow 5% by 2026. In 2017, the BLS reports that sales representatives working with wholesale and manufacturing, technical and scientific equipment made a median annual wage of $78,830.

What Duties Will I Have in Heavy Equipment Sales?

In addition to selling your product, you will take on administrative duties such as analyzing statistics and preparing reports. You might work on the telephone as an inside sales representative doing the following:

  • Taking orders
  • Resolving complaints
  • Selling merchandise
  • 'Cold calling' potential clients

As an outside sales representative, you will sometimes travel between several states to meet with both new and prospective clients and answer questions about the product.

How Can I Better Understand the Equipment That I'm Selling?

To improve your knowledge about heavy machines, you can attend trade shows, conferences and conventions to keep track of new developments in the field. The manufacturers of heavy equipment offer information about their product, but generally do not offer training programs to salespeople. Working on the sales side, you will have an opportunity to earn a variety of professional certifications in sales, many of which are geared specifically towards helping sales people better interact with manufacturers. If you are selling high-tech equipment, you will often work with a technical expert who helps to explain the product.

To continue researching, browse degree options below for course curriculum, prerequisites and financial aid information. Or, learn more about the subject by reading the related articles below:

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