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Occupation AtlasSales Representatives, Wholesale and Manufacturing, Technical and Scientific Products

O*NET · 41-4011.00

Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products

Sell goods for wholesalers or manufacturers where technical or scientific knowledge is required in such areas as biology, engineering, chemistry, and electronics, normally obtained from at least 2 years of postsecondary education.

Also called Abrasives Sales Representative · Agricultural Sales Representative · Aircraft Equipment and Parts Sales Representative · Aircraft Sales Representative · Animal Feed Products Sales Representative · Authorized Retailer · Auto Sales Consultant · Auto Sales Consultant (Automotive Sales Consultant)
87 more

Building Equipment and Supplies Sales Representative · Chemical and Pharmaceutical Sales Representative · Chemical Sales Representative · Chemicals and Drugs Sales Representative · Commercial Solar Sales Consultant · Communication Equipment Sales Representative · Computer Sales Representative · Construction Machinery Sales Representative · Dairy Supplies Sales Representative · Dental and Medical Equipment and Supplies Sales Representative · Dental Detail Representative · EDP Systems Sales Representative · EDP Systems Sales Representative (Electronic Data Processing Systems Sales Representative) · Electrical Sales Representative · Electronic Sales Representative · Electronics Parts Sales Representative · Electroplating Sales Representative · Elevators, Escalators, and Dumbwaiters Sales Representative · Enterprise Salesperson · Farm and Garden Equipment and Supplies Sales Representative · Field Marketing Representative · Field Sales Rep · Field Sales Representative (Field Sales Rep) · Field Service Representative · Foundry and Machine Shop Products Sales Representative · Green Building Materials Distributor · Healthcare Sales Representative · Industrial Machinery Sales Representative · Inside Sales Representative · Instruments Sales Representative · Lubricating Equipment Sales Representative · Marketing Representative · Material Handling Equipment Sales Representative · Mechanical Equipment Sales Representative · Medical Detail Representative · Medical Device Sales Rep · Medical Device Sales Representative (Medical Device Sales Rep) · Medical Field Representative · Medical Sales Representative · Medical Service Representative · Metals Sales Representative · Milking Machines Sales Service Representative · Oil Field Supplies and Equipment Sales Representative · Outside Sales Consultant · Outside Sales Executive · Outside Sales Representative · Pharmaceutical Detailer · Pharmaceutical Representative · Pharmaceutical Sales Representative · Pharmaceutical Sales Specialist · Pharmaceutical Salesperson · Pharmaceutical Service Representative · Pharmacy Sales Representative · Poultry Equipment and Supplies Sales Representative · Precision Instruments Sales Representative · Primary Care Pharma Sales Rep · Primary Care Pharmaceutical Sales Representative (Primary Care Pharma Sales Rep) · Radiographic Inspection Equipment and Services Sales Representative · Railroad Equipment and Supplies Sales Representative · Recyclable Materials Distributor · Retail Merchandiser · Route Sales Rep · Route Sales Representative (Route Sales Rep) · Sales Agronomist · Sales Consultant · Sales Engineer · Sales Representative · Sales Specialist · Surgical Appliances Salesperson · Surgical Instruments Sales Representative · Sustainable Products Sales Representative · Technical Sales Representative · Technical Sales Specialist · Technical Service Representative · Territory Sales Rep · Territory Sales Representative (Territory Sales Rep) · Textile Machinery Sales Representative · Ultrasonic Equipment Sales Representative · Utility Sales Representative · Veterinarian Supplies Sales Representative · Water Treatment Chemicals Sales Representative · Weighing and Force Measurement Instruments Sales Representative · Welding Equipment Sales Representative · Wholesale Ultrasonic Equipment Salesperson · Wire Rope Sales Representative · Wireless Sales Rep · Wireless Sales Representative (Wireless Sales Rep)

Job Zone 4 — Considerable Preparation NeededHolland code ECI35 skills on file

Compare with another occupationCompare with Advertising Sales Agents

Job Zone

  1. 1
  2. 2
  3. 3
  4. 4
  5. 5

Zone 4: Considerable Preparation Needed

Considerable preparation. Usually a bachelor's degree plus several years of work-related experience, knowledge, or training.

Job Zone is O*NET's rating of how much education, experience and training an occupation typically needs — a property of the work, not of anyone doing it.

Occupational interest profile

ECIEnterprising · Conventional · Investigative — the three strongest interests, in order

  • E Enterprising5.27
  • C Conventional5.14
  • I Investigative3.15
  • S Social3.12
  • R Realistic2.80
  • A Artistic1.44

RIASEC (Holland) interests on O*NET's 0–7 scale: what the work draws on, not what any individual prefers. Hover a row for what each dimension means.

Education and experience

The education level respondents say the job requires, and the most common answer for experience and training.

  • High School Diploma or the equivalent14%
  • Post-Secondary Certificate14%
  • Some College Courses31%
  • Bachelor's Degree40%
  • Post-Baccalaureate Certificate2%
Related work experience
Over 1 year, up to and including 2 years (33%)
On-site or in-plant training
Up to and including 1 month (53%)
On-the-job training
Over 1 month, up to and including 3 months (39%)

Typically associated skills

All 35 O*NET skills, most important first. Importance (1–5) says how much a skill matters here; level (0–7) says how much of it the work calls for, with O*NET's example of a nearby level. Neither is a proficiency rating of a person.

  • Persuasion4.34.0Level 4 looks like: Convince a supervisor to purchase new office equipment
  • Speakingbasic4.34.0Level 4 looks like: Interview applicants to obtain personal and work history
  • Active Listeningbasic4.14.1Level 4 looks like: Answer inquiries regarding credit references
  • Negotiation4.04.0Level 4 looks like: Contract with a wholesaler to sell items at a given cost
  • Social Perceptiveness3.93.8Level 4 looks like: Be aware of how a coworker's promotion will affect a work group
  • Reading Comprehensionbasic3.84.1Level 4 looks like: Understand an email from management describing new personnel policies
  • Service Orientation3.83.4Level 4 looks like: Make flight reservations for customers using an online booking site
  • Coordination3.63.4Level 4 looks like: Work with others to put a new roof on a house
  • Active Learningbasic3.53.8Level 4 looks like: Determine the impact of new menu changes on a restaurant's purchasing requirements
  • Critical Thinkingbasic3.43.8Level 4 looks like: Evaluate customer complaints and determine appropriate responses
  • Writingbasic3.43.6Level 4 looks like: Write an email to staff outlining new directives
  • Complex Problem Solving3.43.1Level 4 looks like: Redesign a floor layout to take advantage of new manufacturing techniques
Show the other 23
  • Judgment and Decision Making3.13.4Level 4 looks like: Evaluate a loan application for degree of risk
  • Monitoringbasic3.13.1Level 4 looks like: Monitor a meeting and revise the agenda to ensure important topics are discussed
  • Time Management3.13.0Level 2 looks like: Keep a monthly calendar of appointments
  • Instructing2.93.1Level 4 looks like: Instruct a coworker in how to operate a software program
  • Systems Analysis2.93.0Level 2 looks like: Determine how loss of a team member will affect the completion of a job
  • Mathematicsbasic2.92.9Level 2 looks like: Count the amount of change to be given to a customer
  • Learning Strategiesbasic2.83.0Level 2 looks like: Learn a different method of completing a task from a coworker
  • Management of Financial Resources2.62.6Level 2 looks like: Use available funds to buy office supplies and record the amount of the purchase
  • Management of Personnel Resources2.62.5Level 2 looks like: Encourage a coworker who is having difficulty finishing a project
  • Management of Material Resources2.52.5Level 2 looks like: Reserve a room for a management meeting
  • Systems Evaluation2.12.6Level 2 looks like: Determine why estimates for the time to complete a task are overly optimistic
  • Operations Analysis2.12.5Level 2 looks like: Select a printer for an office
  • Technology Design2.01.6Level 2 looks like: Adjust exercise equipment for use by a customer
  • Operation and Control2.01.3Level 2 looks like: Navigate the settings on an office printer to print on both sides of the paper
  • Programming2.01.0Level 2 looks like: Write a program to sort objects in a database
  • Operations Monitoring1.91.6Level 2 looks like: Monitor completion times while running a computer program
  • Quality Control Analysis1.91.1Level 2 looks like: Inspect a draft email for errors (e.g., grammar, punctuation)
  • Equipment Selection1.60.6
  • Sciencebasic1.50.6
  • Equipment Maintenance1.0—
  • Installation1.0—
  • Repairing1.0—
  • Troubleshooting1.0—

Tasks

21 core · 12 supplemental

What people in this occupation do, as O*NET records it, core tasks first by importance (1–5).

  1. Negotiate prices or terms of sales or service agreements.4.3
  2. Answer customers' questions about products, prices, availability, or credit terms.4.2
  3. Maintain customer records, using automated systems.4.2
  4. Visit establishments to evaluate needs or to promote product or service sales.4.2
  5. Prepare and submit sales contracts for orders.4.2
  6. Quote prices, credit terms, or other bid specifications.4.1
  7. Contact new or existing customers to discuss how specific products or services can meet their needs.4.1
  8. Emphasize product features, based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.4.0
  9. Compute customer's installation or production costs and estimate savings from new services, products, or equipment.4.0
  10. Prepare sales presentations or proposals to explain product specifications or applications.3.9
  11. Select or assist customers in selecting products based on customer needs, product specifications, and applicable regulations.3.9
  12. Inform customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products.3.8
Show the other 21
  1. Complete expense reports, sales reports, or other paperwork.3.8
  2. Verify that delivery schedules meet project deadlines.3.8
  3. Identify prospective customers, using business directories, leads from existing clients, participation in organizations, or trade show or conference attendance.3.8
  4. Collaborate with colleagues to exchange information, such as selling strategies or marketing information.3.7
  5. Provide customers with ongoing technical support.3.7
  6. Advise customers on product usage to improve production.3.7
  7. Study documentation or other information for new scientific or technical products.3.4
  8. Stock or distribute resources, such as samples or promotional or educational materials.3.3
  9. Attend sales or trade meetings or read related publications to obtain information about market conditions, business trends, environmental regulations, or industry developments.3.3
  10. Sell service contracts for technical or scientific products.4.2
  11. Demonstrate the operation or use of technical or scientific products.4.0
  12. Provide feedback to product design teams so that products can be tailored to clients' needs.3.9
  13. Arrange for installation and testing of products or machinery.3.8
  14. Initiate sales campaigns to meet sales and production expectations.3.7
  15. Verify accuracy of materials lists.3.6
  16. Verify customer credit ratings.3.6
  17. Consult with engineers regarding technical problems with products.3.5
  18. Sell technical and scientific products that are environmentally sound or designed for environmental remediation.3.5
  19. Visit establishments, such as pharmacies, to determine product sales.3.2
  20. Inform customers about issues related to responsible use and disposal of products, such as waste reduction or product or byproduct recycling or disposal.2.9
  21. Present information to customers about the energy efficiency or environmental impact of scientific or technical products.2.9

Knowledge

Bodies of knowledge the work draws on.

  • Customer and Personal Service4.44.6Level 4 looks like: Be responsible for 10 children at daycare
  • Sales and Marketing4.34.8Level 4 looks like: Introduce clients to a new line of products
  • English Language3.73.7Level 4 looks like: Edit an article for a news website
  • Administration and Management3.23.6Level 4 looks like: Monitor progress of a project to ensure timely completion
  • Mathematics3.23.7Level 4 looks like: Analyze data to determine areas with the highest sales
  • Production and Processing3.13.4Level 4 looks like: Supervise an appliance assembly line
  • Computers and Electronics3.03.8Level 4 looks like: Use a computer to format a document
  • Administrative2.93.3Level 4 looks like: Type 30 words per minute
Show all 33
  • Education and Training2.62.8
  • Engineering and Technology2.62.7
  • Communications and Media2.52.3Level 1 looks like: Write a thank you note
  • Psychology2.52.6
  • Economics and Accounting2.42.0Level 1 looks like: Answer billing questions from credit card customers
  • Telecommunications2.41.8Level 1 looks like: Send an email
  • Transportation2.32.1Level 1 looks like: Ride a train to work
  • Chemistry2.22.1Level 1 looks like: Use a common household bug spray
  • Design2.22.1Level 1 looks like: Draw a straight line 4 3/16 inches long
  • Geography2.11.9Level 1 looks like: Know the capital of the United States
  • Personnel and Human Resources2.11.6Level 1 looks like: Fill out a medical claim form
  • Law and Government1.91.8Level 1 looks like: Describe the length of a U.S. presidential term
  • Mechanical1.91.6Level 1 looks like: Replace the filters in a furnace
  • Sociology and Anthropology1.81.6Level 1 looks like: Identify two cultures in a story as being different
  • Public Safety and Security1.71.3Level 1 looks like: Use a seatbelt
  • Building and Construction1.61.1Level 1 looks like: Choose the proper type of wood for adding a deck onto a house
  • Foreign Language1.61.0Level 1 looks like: Say "please" and "thank you" in a foreign language
  • Medicine and Dentistry1.50.8Level 1 looks like: Use a band-aid
  • Therapy and Counseling1.51.0Level 1 looks like: Put ice on a sprained ankle
  • Physics1.4—
  • Biology1.3—
  • Food Production1.3—
  • Philosophy and Theology1.30.9Level 1 looks like: Watch a TV show on family values
  • History and Archeology1.2—
  • Fine Arts1.1—

Abilities

Enduring capacities the work calls for.

  • Oral Expression4.54.6Level 4 looks like: Give instructions to a lost motorist
  • Oral Comprehension4.04.5Level 4 looks like: Understand a coach's oral instructions for a sport
  • Speech Clarity4.04.1Level 4 looks like: Make stadium-wide announcements during a sporting event
  • Speech Recognition4.04.0Level 4 looks like: Identify a former customer's voice over the phone
  • Written Comprehension3.94.0Level 4 looks like: Understand an apartment lease
  • Written Expression3.83.9Level 4 looks like: Write a job recommendation for a subordinate
  • Deductive Reasoning3.53.9
  • Near Vision3.33.6
Show all 52
  • Fluency of Ideas3.13.6Level 4 looks like: Think of as many ideas as possible for the name of a new company
  • Problem Sensitivity3.13.6Level 4 looks like: Notice from a subtle difference in a client's mood that something is bothering them
  • Category Flexibility3.03.0Level 3 looks like: Classify flowers according to size, color, and smell
  • Inductive Reasoning3.03.3Level 4 looks like: Determine the prime suspect based on crime scene evidence
  • Information Ordering3.03.3Level 2 looks like: Follow the correct steps to make change
  • Memorization3.03.1Level 4 looks like: Recite the first names of the five people you just met
  • Originality3.03.6Level 4 looks like: Redesign job tasks to be interesting for employees
  • Mathematical Reasoning2.92.8
  • Number Facility2.93.1Level 3 looks like: Calculate a discounted price
  • Speed of Closure2.92.9Level 3 looks like: Recognize a song after hearing only the first few notes
  • Far Vision2.82.8Level 2 looks like: Read a roadside billboard
  • Flexibility of Closure2.82.8Level 2 looks like: Detect that your phone is ringing while at a concert
  • Selective Attention2.82.3Level 2 looks like: Answer a business call with coworkers talking nearby
  • Time Sharing2.62.1Level 2 looks like: Listen to music while entering numbers into a spreadsheet
  • Perceptual Speed2.52.1Level 2 looks like: Sort mail according to ZIP codes with no time pressure
  • Visualization2.52.3Level 2 looks like: Imagine how to place paper in a printer so that the letterhead comes out on top
  • Finger Dexterity2.42.0Level 2 looks like: Put coins in a parking meter
  • Visual Color Discrimination2.12.0Level 1 looks like: Separate laundry into colors and whites
  • Auditory Attention2.01.6Level 2 looks like: Listen to a lecture while people nearby are talking
  • Control Precision2.01.9Level 2 looks like: Adjust a room light with a dimmer switch
  • Hearing Sensitivity2.01.6Level 2 looks like: Notice a doorbell ringing
  • Multilimb Coordination2.01.9Level 2 looks like: Row a boat
  • Trunk Strength2.01.8Level 2 looks like: Sit up in an office chair
  • Depth Perception1.91.5Level 2 looks like: Merge a car into traffic on a city street
  • Arm-Hand Steadiness1.0—
  • Dynamic Flexibility1.0—
  • Dynamic Strength1.0—
  • Explosive Strength1.0—
  • Extent Flexibility1.0—
  • Glare Sensitivity1.0—
  • Gross Body Coordination1.0—
  • Gross Body Equilibrium1.0—
  • Manual Dexterity1.0—
  • Night Vision1.0—
  • Peripheral Vision1.0—
  • Rate Control1.0—
  • Reaction Time1.0—
  • Response Orientation1.0—
  • Sound Localization1.0—
  • Spatial Orientation1.0—
  • Speed of Limb Movement1.0—
  • Stamina1.0—
  • Static Strength1.0—
  • Wrist-Finger Speed1.0—

Work activities

Kinds of activity the work is made of.

  • Establishing and Maintaining Interpersonal Relationships4.45.2Level 4 looks like: Maintain good working relationships with almost all coworkers and clients
  • Getting Information3.73.9Level 4 looks like: Review a budget
  • Communicating with People Outside the Organization3.53.9Level 4 looks like: Present information to potential clients about available services
  • Communicating with Supervisors, Peers, or Subordinates3.54.2Level 4 looks like: Report the results of a sales meeting to a supervisor
  • Organizing, Planning, and Prioritizing Work3.54.7Level 4 looks like: Plan and adjust a personal to-do list according to changing demands
  • Selling or Influencing Others3.43.8Level 4 looks like: Make a sales pitch to convince others to buy a product
  • Resolving Conflicts and Negotiating with Others3.33.6Level 4 looks like: Get two subordinates to agree about vacation schedules
  • Making Decisions and Solving Problems3.03.5Level 4 looks like: Select the location for a major retail store
Show all 41
  • Working with Computers3.02.9
  • Developing Objectives and Strategies2.92.7
  • Evaluating Information to Determine Compliance with Standards2.72.5Level 1 looks like: Review forms for completeness
  • Performing Administrative Activities2.72.6
  • Updating and Using Relevant Knowledge2.73.3Level 4 looks like: Keep current on changes in maintenance procedures for repairing sports cars
  • Analyzing Data or Information2.63.1Level 4 looks like: Determine the interest cost to finance a new building
  • Identifying Objects, Actions, and Events2.62.9
  • Interpreting the Meaning of Information for Others2.62.5Level 1 looks like: Interpret a blood pressure reading
  • Processing Information2.62.8
  • Scheduling Work and Activities2.63.0Level 4 looks like: Prepare the work schedule for salesclerks in a large retail store
  • Thinking Creatively2.62.9
  • Coordinating the Work and Activities of Others2.52.5Level 1 looks like: Exchange information during a shift change
  • Documenting/Recording Information2.52.6
  • Monitoring Processes, Materials, or Surroundings2.52.6
  • Providing Consultation and Advice to Others2.53.2Level 4 looks like: Recommend a new software package to increase operational efficiency
  • Judging the Qualities of Objects, Services, or People2.42.8
  • Developing and Building Teams2.32.0Level 1 looks like: Encourage two coworkers to stick with a tough assignment
  • Assisting and Caring for Others2.22.1Level 1 looks like: Help a coworker complete an assignment
  • Operating Vehicles, Mechanized Devices, or Equipment2.21.6Level 1 looks like: Drive a car
  • Performing for or Working Directly with the Public2.11.8Level 1 looks like: Check tickets at a concert
  • Training and Teaching Others2.12.1Level 1 looks like: Give coworkers brief instructions on a simple procedural change
  • Coaching and Developing Others2.01.8Level 1 looks like: Show a coworker how to operate a piece of equipment
  • Estimating the Quantifiable Characteristics of Products, Events, or Information2.01.7Level 1 looks like: Estimate the size of household furniture to be shipped
  • Inspecting Equipment, Structures, or Materials1.81.5Level 1 looks like: Check that doors to building are locked
  • Performing General Physical Activities1.81.0Level 1 looks like: Walk between workstations in a small office
  • Monitoring and Controlling Resources1.71.5Level 1 looks like: Work as a server responsible for keeping track of utensils
  • Guiding, Directing, and Motivating Subordinates1.61.1Level 1 looks like: Work occasionally as a backup supervisor
  • Controlling Machines and Processes1.51.0Level 1 looks like: Operate a cash register
  • Handling and Moving Objects1.51.2Level 1 looks like: Change settings on copy machines
  • Staffing Organizational Units1.41.3Level 1 looks like: Work in a position that has minimal staffing requirements
  • Drafting, Laying Out, and Specifying Technical Devices, Parts, and Equipment1.2—
  • Repairing and Maintaining Electronic Equipment1.1—
  • Repairing and Maintaining Mechanical Equipment1.1—

Work context

The conditions most characteristic of the work, on O*NET's 1–5 context scale.

  • E-Mail5.0
  • Telephone Conversations5.0
  • Determine Tasks, Priorities and Goals4.7
  • Frequency of Decision Making4.7
  • Contact With Others4.6
  • Face-to-Face Discussions with Individuals and Within Teams4.6
  • Importance of Being Exact or Accurate4.4
  • Freedom to Make Decisions4.3
  • Work With or Contribute to a Work Group or Team4.3
  • Impact of Decisions on Co-workers or Company Results4.0

Technology

63 tools

Software used in this work. In demand: among the tools job postings for this occupation name most. Hot: often named in job postings across the economy.

In demand (4)

  • Microsoft Excelhot
  • Microsoft Office softwarehot
  • Microsoft Outlookhot
  • Salesforce softwarehot

Hot (21; 4 more marked hot above)

  • Amazon Web Services AWS software
  • Apache Hadoop
  • Google Analytics
  • Google Workspace software
  • HubSpot software
  • IBM SPSS Statistics
  • Intuit QuickBooks
  • Linux
  • Microsoft Access
  • Microsoft Azure software
  • Microsoft PowerPoint
  • Microsoft Project
  • Microsoft SharePoint
  • Microsoft Word
  • Oracle Database
  • Oracle PeopleSoft
  • R
  • SAP software
  • SAS
  • Teradata Database
  • Zoom
Other tools (38)
  • Act!
  • ActionWare
  • AdTrack Customer Acquisition Management CAM
  • AMG Teleran SalesInSync
  • Cegedim Target Software Target SFA Pharmaceutical Suite
  • Citrix cloud computing software
  • Enterprise application integration EAI software
  • FileMaker Pro
  • Google Ads
  • HEAT Software GoldMine
  • IBM InfoSphere DataStage
  • IBM Notes
  • Infor ERP SyteLine
  • InsideSales.com
  • Khameleon
  • LexisNexis
  • LinkedIn
  • LogMeIn GoToMeeting
  • LogMeIn GoToWebinar
  • McAfee
  • Microsoft Dynamics
  • Microsoft Exchange
  • Microsoft Publisher
  • MicroStrategy
  • NetSuite ERP
  • NetSuite NetCRM
  • NortonLifeLock cybersecurity software
  • Oracle Fusion Applications
  • Oracle Hyperion
  • Salesforce.com Salesforce CRM
  • SAP Sybase SQL Anywhere
  • Scheduling software
  • StataCorp Stata
  • Tax software
  • Virtual private networking VPN software
  • Voice over internet protocol VoIP system software
  • Web browser software
  • YouTube

Related occupations

O*NET's own list of the occupations most related to this one, closest first.

  1. Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products
  2. Sales Engineers
  3. Wholesale and Retail Buyers, Except Farm Products
  4. Industrial Production Managers
  5. Solar Sales Representatives and Assessors
  6. Purchasing Agents, Except Wholesale, Retail, and Farm Products
  7. First-Line Supervisors of Non-Retail Sales Workers
  8. Sales Managers
  9. Advertising Sales Agents
  10. Purchasing Managers

ESCO equivalents

From the official ESCO–O*NET crosswalk, strongest match first. A broader occupation takes in this one; a narrower one is a part of it.

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This page includes information from the O*NET 31.0 Database by the U.S. Department of Labor, Employment and Training Administration (USDOL/ETA), used under the CC BY 4.0 license; O*NET® is a trademark of USDOL/ETA. ESCO occupations and skills are from the European Commission's ESCO classification, and the occupation crosswalk is the official ESCO–O*NET mapping by the ESCO Secretariat with USDOL/ETA. This service uses the ESCO classification of the European Commission. BlissPoint Analytics has modified all or some of this information: skill, task and descriptor ratings are rounded to one decimal, and ESCO occupations show Job Zone and interests copied from a crosswalked O*NET occupation. USDOL/ETA has not approved, endorsed, or tested these modifications.