### Bureau of Labor Statistics U.S. Bureau of Labor Statistics

Wholesale and Manufacturing Sales Representatives Summary
                        
            
                                                        
                                                                
                        
            
            
            
                            
                                                
                                                
                                                
                                                
            									
							
				                                                
                                            




            			wholesale and manufacturing sales representatives imageWholesale and manufacturing sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies, and other organizations.							
						Quick Facts:     Wholesale and Manufacturing Sales Representatives2023     Median Pay
            						$73,080     per year
										$35.13     per hourTypical Entry-Level Education
                                    See How to Become OneWork Experience in a Related Occupation
                                    NoneOn-the-job Training
                                    Moderate-term on-the-job trainingNumber of Jobs, 2022
                                    1,649,900Job Outlook, 2022-32
                                    1% (Little or no change)Employment Change, 2022-32
                                    20,500What Wholesale and Manufacturing Sales Representatives Do
                                                
                        
                        
Wholesale and manufacturing sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies, and other organizations.
            
                        Work Environment
                        
Wholesale and manufacturing sales representatives work under pressure because their income and job security depend on the amount of merchandise they sell. Some sales representatives travel frequently.
            
                                                How to Become a Wholesale or Manufacturing Sales Representative
                                                
                        
Educational requirements vary for sales representatives and depend on the type of products sold. If the products are not scientific or technical, a high school diploma is generally sufficient for entry into the occupation. If the products are scientific or technical, sales representatives typically need at least a bachelor's degree.
            
                        Pay
                        												                            																				    														The median annual wage for sales representatives, wholesale and manufacturing, except technical and scientific products was $65,630 in May 2023.									                                														The median annual wage for sales representatives, wholesale and manufacturing, technical and scientific products was $99,710 in May 2023.									                                					
						
            
                        Job Outlook
                        						
												Overall employment							of wholesale and manufacturing sales representatives is projected to show little or no change							 from 2022 to 2032.
						Despite  limited  employment growth, about 148,000 openings for wholesale and manufacturing sales representatives are projected each year, on average, over the decade.
            			
            			 Most of those openings are expected to result from the need to replace workers who transfer to different occupations or exit the labor force, such as to retire.
						State & Area Data
                       Explore resources for employment and wages by state and area for wholesale and manufacturing sales representatives.
            
            
						
                        Similar Occupations
                        
                                                    Compare the job duties, education, job growth, and pay of wholesale and manufacturing sales representatives with similar occupations.
            
            
                        More Information, Including Links to O*NET
                        
                                               
                        Learn more about wholesale and manufacturing sales representatives by visiting additional resources, including O*NET, a source on key characteristics of workers and occupations.
 What Wholesale and Manufacturing Sales Representatives Do 
            

			Wholesale and manufacturing sales representativesSome wholesale and manufacturing sales representatives specialize in technical and scientific products, ranging from agricultural and mechanical equipment to computer and pharmaceutical goods.			
Wholesale and manufacturing sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies, and other organizations. They contact customers, explain the features of the products they are selling, negotiate prices, and answer any questions that their customers may have about the products.
Duties
Wholesale and manufacturing sales representatives typically do the following:
Identify prospective customers by using business directories, following leads from existing clients, and attending trade shows and conferences
Contact new and existing customers to discuss their needs and explain how specific products and services can meet these needs
Help customers select products to meet customers’ needs, product specifications, and regulations
Emphasize product features that will meet customers’ needs, and exhibit the capabilities and limitations of their products
Answer customers’ questions about the prices, availability, and uses of the products they are selling
Negotiate prices and terms of sales and service agreements
Prepare sales contracts and submit orders for processing
Collaborate with colleagues to exchange information, such as information on selling strategies and marketing information
Follow up with customers to make sure that they are satisfied with their purchases and to answer any questions or concerns they might haveWholesale and manufacturing sales representatives—sometimes called *manufacturers’ representatives* or *manufacturers’ agents*—generally work for manufacturers or wholesalers. Some work for a single organization, while others represent several companies and sell a range of products.
Unlike retail sales workers, who sell goods directly to consumers, wholesale and manufacturing sales representatives deal with businesses, government agencies, and other organizations.
Some wholesale and manufacturing sales representatives work with nonscientific products, such as food, office supplies, and clothing. Other representatives specialize in technical and scientific products, ranging from agricultural and mechanical equipment to computer and pharmaceutical goods.
Wholesale and manufacturing sales representatives who lack expertise about a given product frequently team with a technical expert. In this arrangement, the technical expert—sometimes a sales engineer—attends the sales presentation to explain the product and answer questions or concerns. The sales representative makes the initial contact with customers, introduces the company’s product, and obtains final agreement from the potential buyer.
By working with a technical expert, the representative is able to spend more time maintaining and soliciting accounts and less time seeking technical knowledge.
After the sale, representatives may make followup visits to ensure that equipment is functioning properly and may even help train customers’ employees to operate and maintain new equipment.
Those selling consumer goods often suggest how and where merchandise should be displayed. When working with retailers, they may help arrange promotional programs, store displays, and advertising.
In addition to selling products, wholesale and manufacturing sales representatives analyze sales statistics, prepare reports, and handle administrative duties such as filing expense accounts, scheduling appointments, and making travel plans.
Staying up to date on new products and the changing needs of customers is important. Sales representatives accomplish this aim in a variety of ways, including attending trade shows at which new products and technologies are showcased. They attend conferences and conventions to meet other sales representatives and clients and to discuss new product developments. They also read about new and existing products and monitor the sales, prices, and products of their competitors.
The following are examples of types of wholesale and manufacturing sales representatives:
***Inside sales representatives*** work mostly in offices while making sales. Frequently, they are responsible for getting new clients by “cold-calling” various organizations, meaning that they call potential customers who are not expecting to be contacted. That way, a representative can establish an initial contact. They also take incoming calls from customers who are interested in their product, and they process paperwork to complete the sale.
***Outside sales representatives*** spend much of their time traveling to and visiting with current clients and prospective buyers. During a sales call, they discuss the client’s needs and suggest how they can meet those needs with merchandise or services. They may show samples or catalogs that describe items their company provides, and they may inform customers about the prices and availability of the products they are selling and the ways in which their products can save money and boost productivity.
 Work Environment
			Wholesale and manufacturing sales representativesSome wholesale and manufacturing sales representatives have large territories and travel considerably.			

	    
				
	
	
	
	
	
	
	    					 Sales representatives, wholesale and manufacturing, except technical and scientific products held about 1.3 million jobs in 2022. The largest employers of sales representatives, wholesale and manufacturing, except technical and scientific products were as follows:
        Merchant wholesalers, durable goods
                32%Merchant wholesalers, nondurable goods
                19Manufacturing
                18Wholesale trade agents and brokers
                11Retail trade
                5Sales representatives, wholesale and manufacturing, technical and scientific products held about 305,600 jobs in 2022. The largest employers of sales representatives, wholesale and manufacturing, technical and scientific products were as follows:
        Professional and commercial equipment and supplies merchant wholesalers
                23%Merchant wholesalers, nondurable goods
                17Manufacturing
                12Professional, scientific, and technical services
                12Wholesale trade agents and brokers
                6Some wholesale and manufacturing sales representatives have large territories and travel considerably. Because a sales region may cover several states, representatives may be away from home for several days or weeks at a time. Sales representatives who cover a smaller region may not spend much time away from home.
Other wholesale and manufacturing sales representatives spend a lot of their time on the phone, selling goods, taking orders, and resolving problems or complaints about the merchandise. They also use Web technology, including chats, email, and video conferencing, to contact clients.
Workers in this occupation can be under considerable stress because their income and job security often depend directly on the amount of merchandise they sell and their companies usually set goals or quotas that they are expected to meet.
Work Schedules
Most wholesale and manufacturing sales representatives work full time and many work more than 40 hours per week.
 How to Become a Wholesale or Manufacturing Sales Representative

			Wholesale and manufacturing sales representativesSales representatives of scientific or technical products, such as pharmaceuticals or medical instruments, typically need a degree in a field related to the product sold.			
Educational requirements vary with the type of product sold. If the products are not scientific or technical, a high school diploma is generally enough for entry into the occupation. If the products are scientific or technical, sales representatives typically need at least a bachelor’s degree.
Education
A high school diploma is typically sufficient for many positions, primarily those selling nontechnical or nonscientific products. However, representatives selling scientific and technical products usually must have a bachelor’s degree. Scientific and technical products include pharmaceuticals, medical instruments, and industrial equipment. A field of degree related to the product sold, such as agriculture or biology, is sometimes required.
Many sales representatives attend seminars in sales techniques or take courses in marketing, economics, communication, or even a foreign language to improve their ability to make sales.
Training
Many companies have formal training programs for beginning wholesale and manufacturing sales representatives. These programs may last up to 1 year. In some, trainees rotate among jobs in plants and offices in order to learn all phases of producing, installing, and distributing the product. In others, trainees receive formal technical instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.
New employees may be trained by going along with experienced workers on their sales calls. As they gain familiarity with the firm’s products and clients, the new workers gain more responsibility until they eventually get their own territory.
Licenses, Certifications, and Registrations
The Certified Professional Manufacturers’ Representative (CPMR) certification and the Certified Sales Professional (CSP) certification are both offered by the Manufacturers’ Representatives Educational Research Foundation (MRERF). Certification typically involves completing formal technical training and passing an exam. In addition, the CPMR requires 10 hours of continuing education every year in order to maintain certification.
Advancement
Frequently, promotion takes the form of an assignment to a larger account or territory, for which commissions are likely to be greater. Those who have good sales records and leadership ability may advance to higher level positions, such as sales manager, sales supervisor, district manager, or vice president of sales.
Important Qualities
***Customer-service skills.*** Wholesale and manufacturing sales representatives must be able to listen to the customer’s needs and concerns before and after the sale.
***Interpersonal skills.*** Wholesale and manufacturing sales representatives must be able to work well with many types of people. They must be able to build good relationships with clients and with other members of the sales team.
***Physical stamina.*** Wholesale and manufacturing sales representatives are often on their feet for a long time and may carry heavy sample products.
***Self-confidence.*** Wholesale and manufacturing sales representatives must be confident and persuasive when making sales presentations. In addition, making a call to a potential customer who is not expecting to be contacted, or “cold-calling,” requires confidence and composure.
 Pay

			



	
 
                                                     
            
    
                        Wholesale and Manufacturing Sales RepresentativesMedian annual wages, May 2023Sales representatives, wholesale and manufacturing, technical and scientific products$99,710  Sales representatives, wholesale and manufacturing$73,080  Sales representatives, wholesale and manufacturing, except technical and scientific products$65,630  Total, all occupations$48,060  Sales and related occupations$36,760Note: All Occupations includes all occupations in the U.S. Economy.Source: U.S. Bureau of Labor Statistics, Occupational Employment and Wage Statistics
 

	
	



		
	
	
	
The median annual wage for sales representatives, wholesale and manufacturing, except technical and scientific products was $65,630 in May 2023. 


The median wage is the wage at which half the workers in an occupation earned more than that amount and half earned less. The lowest 10 percent earned less than $37,240, and the highest 10 percent earned more than $133,010.The median annual wage for sales representatives, wholesale and manufacturing, technical and scientific products was $99,710 in May 2023. 


The lowest 10 percent earned less than $48,140, and the highest 10 percent earned more than $193,470.





		
	    					 In May 2023, the median annual wages for sales representatives, wholesale and manufacturing, except technical and scientific products in the top industries in which they worked were as follows:	
        Wholesale trade agents and brokers
                $76,660Manufacturing
                74,930Merchant wholesalers, nondurable goods
                63,690Merchant wholesalers, durable goods
                62,720Retail trade
                57,240In May 2023, the median annual wages for sales representatives, wholesale and manufacturing, technical and scientific products in the top industries in which they worked were as follows:	
        Merchant wholesalers, nondurable goods
                $127,180Wholesale trade agents and brokers
                105,270Professional, scientific, and technical services
                103,360Manufacturing
                101,160Professional and commercial equipment and supplies merchant wholesalers
                94,340Compensation for representatives varies considerably with the type of firm and the product sold. Most employers use a combination of salary and commissions or salary plus bonuses. Commissions usually are based on a percentage of sales. Bonuses may depend on the individual’s performance, on the performance of all sales workers in the group or district, or on the company’s performance.
Most wholesale and manufacturing sales representatives work full time and many work more than 40 hours per week.
 Job Outlook

   
        
    
          
        
    
                       Wholesale and Manufacturing Sales RepresentativesPercent change in employment, projected 2022-32Sales representatives, wholesale and manufacturing, technical and scientific products4%  Total, all occupations3%  Sales representatives, wholesale and manufacturing1%  Sales representatives, wholesale and manufacturing, except technical and scientific products1%  Sales and related occupations-3%Note: All Occupations includes all occupations in the U.S. Economy.Source: U.S. Bureau of Labor Statistics, Employment Projections program
            
            
			 
	
	
	

			Overall employment				of wholesale and manufacturing sales representatives is projected to show little or no change				 from 2022 to 2032.
			
			Despite  limited  employment growth, about 148,000 openings for wholesale and manufacturing sales representatives are projected each year, on average, over the decade.
			
			 Most of those openings are expected to result from the need to replace workers who transfer to different occupations or exit the labor force, such as to retire.
			Employment
	
			
Projected employment of wholesale and manufacturing sales representatives varies by occupation (see table).
A rising total volume of sales, as well as a wider range of products and technologies, will create demand for sales representatives. Wholesale sales are increasingly being conducted online. However, these online sales are expected to complement, rather than replace, face-to-face selling.
			

                        Employment projections data for     wholesale and manufacturing sales representatives, 2022-32
                Occupational Title
                        SOC Code
                        Employment, 2022
                        Projected Employment, 2032
                        Change, 2022-32
                        Employment by IndustryPercent
                        NumericSOURCE: U.S. Bureau of Labor Statistics, Employment Projections program**Sales representatives, wholesale and manufacturing**
			41-4000
			1,649,900
			1,670,400
			1
			20,500
			Get data**Sales representatives, wholesale and manufacturing, technical and scientific products**
			41-4011
			305,600
			317,100
			4
			11,400
			Get data**Sales representatives, wholesale and manufacturing, except technical and scientific products**
			41-4012
			1,344,300
			1,353,400
			1
			9,100
			Get data
 State & Area Data **Occupational Employment and Wage Statistics (OEWS)** The Occupational Employment and Wage Statistics (OEWS) program produces employment and wage estimates annually for over 800 occupations. These estimates are available for the nation as a whole, for individual states, and for metropolitan and nonmetropolitan areas. The link(s) below go to OES data maps for employment and wages by state and area. Sales representatives, wholesale and manufacturing, except technical and scientific products
					Sales representatives, wholesale and manufacturing, technical and scientific products **Projections Central** Occupational employment projections are developed for all states by Labor Market Information (LMI) or individual state Employment Projections offices. All state projections data are available at www.projectionscentral.com. Information on this site allows projected employment growth for an occupation to be compared among states or to be compared within one state. In addition, states may produce projections for areas; there are links to each state’s websites where these data may be retrieved. **CareerOneStop** CareerOneStop includes hundreds of occupational profiles with data available by state and metro area. There are links in the left-hand side menu to compare occupational employment by state and occupational wages by local area or metro area. There is also a salary info tool to search for wages by zip code.
 Similar Occupations This table shows a list of occupations with job duties that are similar to those of wholesale and manufacturing sales representatives. Occupation
                Job Duties
                ENTRY-LEVEL EDUCATION
                2023     MEDIAN PAY**Advertising Sales Agents**
            Advertising sales agents sell advertising space to businesses and individuals.
            High school diploma or equivalent
            $61,270**Insurance Sales Agents**
            Insurance sales agents contact potential customers and sell one or more types of insurance.
            High school diploma or equivalent
            $59,080**Purchasing Managers, Buyers, and Purchasing Agents**
            Buyers and purchasing agents buy products and services for organizations. Purchasing managers oversee the work of buyers and purchasing agents.
            Bachelor's degree
            $77,180**Real Estate Brokers and Sales Agents**
            Real estate brokers and sales agents help clients buy, sell, and rent properties.
            High school diploma or equivalent
            $56,620**Retail Sales Workers**
            Retail sales workers help customers find products they want and process customers’ payments.
            No formal educational credential
            $33,900**Sales Engineers**
            Sales engineers sell complex scientific and technological products or services to businesses.
            Bachelor's degree
            $116,950**Securities, Commodities, and Financial Services Sales Agents**
            Securities, commodities, and financial services sales agents connect buyers and sellers in financial markets.
            Bachelor's degree
            $76,900**Customer Service Representatives**
            Customer service representatives interact with customers to handle complaints, process orders, and answer questions.
            High school diploma or equivalent
            $39,680**Public Relations Specialists**
            Public relations specialists create and maintain a positive public image for the clients they represent.
            Bachelor's degree
            $66,750**Sales Managers**
            Sales managers direct organizations' sales teams.
            Bachelor's degree
            $135,160
 Contacts for More Information
								
For more information about wholesale sales representatives, visit
Manufacturers’ Agents National Association (MANA)
For more information about certification, visit
Manufacturers’ Representatives Educational Research Foundation (MRERF)

                                                
                                                        
                                                                                                    O*NET
                                        Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific ProductsSales Representatives, Wholesale and Manufacturing, Technical and Scientific ProductsSolar Sales Representatives and Assessors
 Suggested citation: Bureau of Labor Statistics, U.S.  Department of Labor, Occupational Outlook Handbook, Wholesale and Manufacturing Sales Representatives, 
        	 at https://www.bls.gov/ooh/sales/wholesale-and-manufacturing-sales-representatives.htm (visited *May 21, 2024*).
 **Last Modified Date:**
                        Wednesday, April 17, 2024


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