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TERRITORY MANAGER, IN-DEPTH: You Must Be Able To Handle Rejection

About this video 

Olivia, the territory manager for a technology certification company, describes the challenges of her job, what she likes most, her key decisions, how to get into the industry, and work-life balance. She tells us that in sales, you will get rejected 24 out of 25 times. However she notes that for her job, she is able to telecommute, which affords her a great work-life balance.

Degree: Business
Job Title: Territory Manager
Employer: Certified Internet Partners

Job Summary: Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products

Job Description

Sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies, and other organizations. They contact customers, explain product features, answer any questions that their customers may have, and negotiate prices.

On-the-Job Training

Many companies have formal training programs for beginning wholesale and manufacturing sales representatives that last up to 1 year.

Quick Facts

Average salary
Average salary
National Statistic Change Location
Confirm
$35,000 - $145,000
Projected job growth
Projected Job Growth
14 to 18 percent
Typical schedule
Typical schedule
Full-time, Flexible
Typical workplace
Typical workplace
Indoor, Office, Travel, Home
Personal qualities
Personal Qualities
People skills, Analytical skills, Networking, Teamwork, Verbal communication skills

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P3.instances[0].transcript.parse_transcript_data({"transcript":"<p><span m='320'>Rejection</span> <span m='1210'>is</span> <span m='1380'>probably</span> <span m='1680'>what</span> <span m='1900'>I</span> <span m='2120'>dislike</span> <span m='2375'>the</span> <span m='2630'>most,</span> <span m='3030'>because</span> <span m='3330'>in sales,</span> <span m='4090'>you're</span> <span m='4320'>going</span> <span m='4490'>to</span> <span m='4540'>get</span> <span m='5250'>1</span> <span m='5670'>yes</span> <span m='6090'>to</span> <span m='6450'>about</span> <span m='7080'>25</span> <span m='7810'>nos</span> <span m='8240'>or</span> <span m='8310'>50</span> <span m='8620'>nos.</span> <span m='10290'>Doing</span> <span m='10680'>presentations</span> <span m='11700'>is</span> <span m='11830'>probably</span> <span m='12140'>what</span> <span m='12340'>I</span> <span m='12430'>love</span> <span m='12890'>the</span> <span m='12980'>best</span> <span m='13420'>and</span> <span m='13540'>being</span> <span m='13800'>able</span> <span m='14050'>to</span> <span m='14140'>provide</span> <span m='14640'>the</span> <span m='14710'>solution,</span> <span m='15340'>of</span> <span m='15610'>knowing</span> <span m='16160'>that</span> <span m='16760'>I'm</span> <span m='16910'>helping</span> <span m='17270'>students</span> <span m='17740'>in</span> <span m='17870'>a</span> <span m='17920'>macro</span> <span m='18400'>level,</span> <span m='19290'>of</span> <span m='19450'>obtaining</span> <span m='20320'>skills</span> <span m='21000'>that</span> <span m='21160'>they</span> <span m='21290'>can</span> <span m='21440'>take</span> <span m='21710'>out</span> <span m='21830'>into</span> <span m='22330'>their</span> <span m='23320'>life</span> <span m='23860'>and</span> <span m='24100'>their</span> <span m='24320'>future.</span> </p><p><span m='25320'>I</span> <span m='25430'>would</span> <span m='25590'>say</span> <span m='25720'>the</span> <span m='25850'>key</span> <span m='26110'>thing</span> <span m='26360'>that</span> <span m='26510'>really</span> <span m='26880'>led</span> <span m='27140'>me</span> <span m='27300'>to</span> <span m='27430'>this</span> <span m='27660'>point</span> <span m='28360'>in</span> <span m='28750'>sales</span> <span m='29490'>is</span> <span m='29720'>that</span> <span m='29980'>I</span> <span m='30510'>originally</span> <span m='31280'>was</span> <span m='31690'>in</span> <span m='31890'>education,</span> <span m='33590'>nonprofit</span> <span m='34560'>education</span> <span m='35610'>companies.</span> <span m='36620'>And</span> <span m='37760'>I</span> <span m='38260'>decided</span> <span m='38790'>that</span> <span m='39040'>I</span> <span m='39190'>wanted</span> <span m='39500'>to</span> <span m='39580'>make</span> <span m='39720'>a</span> <span m='39790'>living</span> <span m='40060'>for</span> <span m='40170'>myself,</span> <span m='40690'>that</span> <span m='40830'>I</span> <span m='40860'>wanted</span> <span m='41210'>to own</span> <span m='41690'>my own car,</span> <span m='42190'>my own house,</span> <span m='42390'>my</span> <span m='42660'>own</span> <span m='42910'>everything.</span> <span m='43840'>And</span> <span m='44040'>so</span> <span m='44530'>working</span> <span m='44860'>in</span> <span m='44940'>nonprofit</span> <span m='45430'>was</span> <span m='45630'>great</span> <span m='46270'>and</span> <span m='46480'>fulfilling,</span> <span m='47230'>but</span> <span m='47430'>it</span> <span m='47480'>wasn't</span> <span m='47830'>paying</span> <span m='48090'>the</span> <span m='48150'>bills.</span> </p><p><span m='48920'>And</span> <span m='49220'>so</span> <span m='49700'>for</span> <span m='49790'>me</span> <span m='50210'>to</span> <span m='50410'>be</span> <span m='50640'>able</span> <span m='50930'>to</span> <span m='51120'>work</span> <span m='51580'>for</span> <span m='51730'>a</span> <span m='51780'>company</span> <span m='52220'>that's</span> <span m='52500'>providing</span> <span m='52930'>a</span> <span m='52990'>solution</span> <span m='53510'>to</span> <span m='53760'>students</span> <span m='54720'>and</span> <span m='54950'>still</span> <span m='55190'>helping</span> <span m='55560'>the</span> <span m='55680'>community</span> <span m='56610'>but</span> <span m='56850'>allowing</span> <span m='57270'>me</span> <span m='57370'>to</span> <span m='57480'>get</span> <span m='57640'>paid</span> <span m='58220'>and</span> <span m='58380'>be</span> <span m='58540'>able</span> <span m='58680'>to</span> <span m='58750'>provide</span> <span m='59410'>for</span> <span m='59540'>myself</span> <span m='60050'>all</span> <span m='60280'>the</span> <span m='60350'>materialistic</span> <span m='61020'>things</span> <span m='61330'>that I</span> <span m='61560'>always</span> <span m='61780'>wanted</span> <span m='61990'>as</span> <span m='62170'>a</span> <span m='62260'>child,</span> <span m='62980'>then</span> <span m='63120'>that</span> <span m='63290'>made</span> <span m='63540'>me</span> <span m='63660'>make</span> <span m='63940'>this</span> <span m='64560'>decision.</span> </p><p><span m='65458'>And</span> <span m='65906'>how</span> <span m='66354'>difficult</span> <span m='66802'>is it</span> <span m='67250'>to get</span> <span m='67700'>a</span> <span m='67950'>job</span> <span m='68255'>in education</span> <span m='68560'>sales?</span> </p><p><span m='70705'>It</span> <span m='71090'>can</span> <span m='71340'>be</span> <span m='71780'>difficult.</span> <span m='72540'>It</span> <span m='72750'>is</span> <span m='72960'>a</span> <span m='73070'>tight</span> <span m='73440'>knit</span> <span m='73660'>community</span> <span m='74820'>in</span> <span m='74970'>the</span> <span m='75030'>sense</span> <span m='75450'>that</span> <span m='76150'>typically</span> <span m='76730'>speaking,</span> <span m='77300'>you</span> <span m='77430'>have</span> <span m='77820'>to</span> <span m='78160'>have</span> <span m='78350'>been</span> <span m='78580'>a</span> <span m='78650'>teacher.</span> <span m='79610'>And</span> <span m='79760'>they</span> <span m='79930'>also</span> <span m='80220'>want</span> <span m='80470'>you</span> <span m='80550'>to</span> <span m='80610'>have</span> <span m='80840'>sales</span> <span m='81180'>experience.</span> <span m='83180'>And</span> <span m='83940'>you</span> <span m='84550'>typically</span> <span m='84950'>have</span> <span m='85130'>to</span> <span m='85240'>also</span> <span m='85540'>know</span> <span m='85790'>people</span> <span m='86180'>in</span> <span m='86350'>the</span> <span m='86470'>education</span> <span m='87840'>arena.</span> <span m='88640'>And</span> <span m='88890'>so</span> <span m='89590'>those</span> <span m='89930'>three</span> <span m='90160'>components</span> <span m='90770'>together</span> <span m='91400'>and</span> <span m='91560'>then</span> <span m='91740'>getting</span> <span m='92040'>in an</span> <span m='92400'>networking</span> <span m='93610'>and</span> <span m='93820'>making</span> <span m='94120'>the</span> <span m='94200'>friends</span> <span m='94620'>and</span> <span m='94710'>making</span> <span m='95000'>the</span> <span m='95120'>colleagues</span> <span m='95690'>and</span> <span m='95930'>various</span> <span m='96290'>things</span> <span m='96650'>that you</span> <span m='96740'>need</span> <span m='97080'>to</span> <span m='97170'>make</span> <span m='97460'>to</span> <span m='97560'>get</span> <span m='97760'>on</span> <span m='97960'>with</span> <span m='98140'>a</span> <span m='98370'>reputable</span> <span m='98950'>company,</span> <span m='99860'>that</span> <span m='100370'>would</span> <span m='100640'>probably</span> <span m='101060'>be</span> <span m='101340'>the</span> <span m='101440'>most</span> <span m='101680'>important</span> <span m='102370'>pieces.</span> </p><p><span m='103820'>I</span> <span m='104090'>have</span> <span m='104380'>pretty good</span> <span m='104540'>work</span> <span m='104830'>life</span> <span m='105070'>balance.</span> <span m='105915'>I'm</span> <span m='106180'>recently</span> <span m='106590'>married.</span> <span m='108400'>And</span> <span m='108680'>being</span> <span m='109130'>recently</span> <span m='109580'>married,</span> <span m='110610'>this</span> <span m='111470'>job</span> <span m='111870'>affords</span> <span m='112370'>me</span> <span m='112750'>a</span> <span m='112840'>free</span> <span m='114270'>schedule.</span> <span m='114920'>I</span> <span m='115010'>make</span> <span m='115210'>my</span> <span m='115280'>own</span> <span m='115440'>schedule.</span> <span m='116070'>And</span> <span m='116240'>so</span> <span m='116880'>with</span> <span m='117070'>my</span> <span m='117210'>husband</span> <span m='117610'>being</span> <span m='117880'>an</span> <span m='118000'>engineer</span> <span m='118830'>and</span> <span m='119120'>traveling</span> <span m='119550'>back</span> <span m='119760'>and</span> <span m='119860'>forth</span> <span m='120070'>to</span> <span m='120170'>Haiti</span> <span m='120730'>and</span> <span m='120960'>various</span> <span m='121330'>things</span> <span m='121550'>that</span> <span m='121630'>we</span> <span m='121710'>have</span> <span m='121890'>to</span> <span m='121980'>do,</span> <span m='122660'>it</span> <span m='122790'>provides</span> <span m='123220'>me</span> <span m='123440'>the</span> <span m='123640'>opportunity</span> <span m='124210'>to</span> <span m='124400'>work</span> <span m='125160'>from</span> <span m='125350'>home,</span> <span m='126190'>telecommute,</span> <span m='126900'>and</span> <span m='127300'>provide</span> <span m='127820'>myself</span> <span m='128750'>the</span> <span m='128850'>ability</span> <span m='129289'>to</span> <span m='129419'>make</span> <span m='129600'>my own</span> <span m='129860'>appointments.</span> <span m='130770'>So</span> <span m='131140'>I</span> <span m='131250'>don't</span> <span m='131460'>have</span> <span m='131590'>to</span> <span m='131690'>clock</span> <span m='132020'>in.</span> <span m='132320'>I</span> <span m='132370'>don't</span> <span m='132550'>have</span> <span m='132660'>to</span> <span m='132730'>go</span> <span m='132840'>to</span> <span m='132960'>a</span> <span m='133030'>desk</span> <span m='133500'>or</span> <span m='133970'>sit</span> <span m='134130'>somewhere</span> <span m='134560'>every</span> <span m='134660'>day.</span> <span m='135080'>I'm</span> <span m='135300'>pretty</span> <span m='135530'>much</span> <span m='135920'>out</span> <span m='136130'>and</span> <span m='136200'>about</span> <span m='136940'>making</span> <span m='137180'>appointments</span> <span m='137890'>and</span> <span m='138130'>closing</span> <span m='138490'>deals</span> <span m='139360'>and</span> <span m='139560'>talking</span> <span m='139910'>to</span> <span m='140270'>clients,</span> <span m='140780'>which</span> <span m='141060'>is</span> <span m='141320'>my</span> <span m='141450'>favorite</span> <span m='141790'>thing</span> <span m='141920'>to</span> <span m='142020'>do.</span> </p>","file":{"id":255855,"video_id":"2701214388001","name":"70590050","duration":143060,"thumbnail_url":null}});