Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products

Sell goods for wholesalers or manufacturers to businesses or groups of individuals. Work requires substantial knowledge of items sold.

Sample of reported job titles: Account Representative, Customer Account Technician, Inside Salesperson, Outside Sales Representative, Route Sales Representative, Sales Consultant, Sales Professional, Sales Representative (Sales Rep), Salesman, Salesperson

Occupation-Specific Information

Tasks

  • Answer customers' questions about products, prices, availability, product uses, and credit terms.
  • Recommend products to customers, based on customers' needs and interests.
  • Estimate or quote prices, credit or contract terms, warranties, and delivery dates.
  • Consult with clients after sales or contract signings to resolve problems and to provide ongoing support.
  • Prepare sales contracts and order forms.
  • Provide customers with product samples and catalogs.
  • Monitor market conditions, product innovations, and competitors' products, prices, and sales.
  • Perform administrative duties, such as preparing sales budgets and reports, keeping sales records, and filing expense account reports.
  • Contact regular and prospective customers to demonstrate products, explain product features, and solicit orders.
  • Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
  • Negotiate with retail merchants to improve product exposure, such as shelf positioning and advertising.
  • Check stock levels and reorder merchandise as necessary.
  • Plan, assemble, and stock product displays in retail stores, or make recommendations to retailers regarding product displays, promotional programs, and advertising.
  • Negotiate details of contracts and payments.
  • Prepare drawings, estimates, and bids that meet specific customer needs.
  • Obtain credit information about prospective customers.
  • Forward orders to manufacturers.
  • Arrange and direct delivery and installation of products and equipment.
  • Buy products from manufacturers or brokerage firms and distribute them to wholesale and retail clients.

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Technology Skills

  • Access software — Citrix cloud computing software
  • Accounting software — Fund accounting software; Intuit QuickBooks Hot technology ; Sage 50 Accounting; Tax software
  • Analytical or scientific software — IBM SPSS Statistics Hot technology ; SAS Hot technology
  • Application server software — Oracle WebLogic Server
  • Business intelligence and data analysis software — IBM Cognos Impromptu; Oracle Business Intelligence Enterprise Edition; Qlik Tech QlikView; Tableau Hot technology ; 1 more
  • Calendar and scheduling software — Computerized call calendars; Computerized time management systems
  • Cloud-based data access and sharing software — Dropbox; Google Drive; Microsoft SharePoint Hot technology ; Slack Hot technology
  • Computer aided design CAD software — Autodesk AutoCAD Hot technology
  • Customer relationship management CRM software — HEAT Software GoldMine; Oracle Eloqua; Sage SalesLogix; Salesforce software In-Demand Hot technology ; 21 more
  • Data base management system software — Relational database management software
  • Data base reporting software — SalesInSync
  • Data base user interface and query software — Airtable; Blackboard software; Oracle Database Hot technology ; Yardi software Hot technology ; 4 more
  • Data mining software — Google Analytics Hot technology
  • Desktop communications software — Eko; Skype
  • Desktop publishing software — Adobe InDesign Hot technology ; Contract Central; Microsoft Publisher
  • Development environment software — Eclipse IDE Hot technology ; Microsoft Visual Basic Hot technology
  • Document management software — Adobe Acrobat Hot technology
  • Electronic mail software — IBM Notes; Microsoft Exchange; Microsoft Outlook In-Demand Hot technology ; Mozilla Thunderbird
  • Enterprise application integration software — Extensible markup language XML Hot technology
  • Enterprise resource planning ERP software — Microsoft Dynamics Hot technology ; Oracle JD Edwards EnterpriseOne; Oracle PeopleSoft Hot technology ; SAP software Hot technology ; 6 more
  • Enterprise system management software — IBM Power Systems software
  • Expert system software — MASterMind
  • Financial analysis software — Delphi Technology; Oracle E-Business Suite Financials
  • Geographic information system — ESRI ArcGIS software Hot technology ; Geographic information system GIS software
  • Graphics or photo imaging software — Adobe Creative Cloud software Hot technology ; Adobe Illustrator Hot technology ; Adobe Photoshop Hot technology ; SmugMug Flickr
  • Information retrieval or search software — LexisNexis
  • Instant messaging software — Blink; GroupMe
  • Internet browser software — Microsoft Internet Explorer; Mozilla Firefox; SeaMonkey
  • Internet protocol IP multimedia subsystem software — Voice over internet protocol VoIP system software
  • Medical software — Epic Systems Hot technology ; Healthcare common procedure coding system HCPCS; Medical condition coding software
  • Network conferencing software — LogMeIn GoToWebinar
  • Network security and virtual private network VPN equipment software — Virtual private networking VPN software
  • Object or component oriented development software — Apache Groovy
  • Office suite software — Microsoft Office software In-Demand Hot technology
  • Operating system software — Apple macOS Hot technology ; Handheld computer device software; Microsoft Windows Hot technology ; UNIX Hot technology
  • Presentation software — Apple Keynote; Google Slides; Microsoft PowerPoint In-Demand Hot technology
  • Process mapping and design software — Microsoft Visio Hot technology
  • Project management software — Google Classroom; Microsoft Project Hot technology ; Microsoft Teams Hot technology ; Oracle Primavera Enterprise Project Portfolio Management Hot technology
  • Sales and marketing software — Google Ads; HubSpot software Hot technology ; Marketo Marketing Automation Hot technology
  • Spreadsheet software — Microsoft Excel In-Demand Hot technology
  • Transaction security and virus protection software — McAfee; NortonLifeLock cybersecurity software
  • Video conferencing software — Cisco Webex Hot technology ; Google Meet; LogMeIn GoToMeeting; Zoom Hot technology ; 1 more
  • Video creation and editing software — Screencastify; YouTube
  • Web page creation and editing software — Adobe Dreamweaver; Facebook Hot technology ; LinkedIn Hot technology ; Social media sites
  • Web platform development software — Hypertext markup language HTML Hot technology
  • Word processing software — 3M Post-it App; Google Docs Hot technology ; Microsoft OneNote; Microsoft Word Hot technology ; 1 more
Hot technology
Hot Technologies are requirements most frequently included across all employer job postings.
In demand
In Demand skills are frequently included in employer job postings for this occupation.

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Occupational Requirements

Work Activities

  • Selling or Influencing Others — Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
  • Getting Information — Observing, receiving, and otherwise obtaining information from all relevant sources.
  • Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems.
  • Updating and Using Relevant Knowledge — Keeping up-to-date technically and applying new knowledge to your job.
  • Establishing and Maintaining Interpersonal Relationships — Developing constructive and cooperative working relationships with others, and maintaining them over time.
  • Communicating with Supervisors, Peers, or Subordinates — Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
  • Identifying Objects, Actions, and Events — Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events.
  • Working with Computers — Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
  • Monitoring Processes, Materials, or Surroundings — Monitoring and reviewing information from materials, events, or the environment, to detect or assess problems.
  • Operating Vehicles, Mechanized Devices, or Equipment — Running, maneuvering, navigating, or driving vehicles or mechanized equipment, such as forklifts, passenger vehicles, aircraft, or watercraft.
  • Communicating with People Outside the Organization — Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.
  • Documenting/Recording Information — Entering, transcribing, recording, storing, or maintaining information in written or electronic/magnetic form.
  • Thinking Creatively — Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.
  • Performing for or Working Directly with the Public — Performing for people or dealing directly with the public. This includes serving customers in restaurants and stores, and receiving clients or guests.
  • Processing Information — Compiling, coding, categorizing, calculating, tabulating, auditing, or verifying information or data.
  • Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish your work.
  • Resolving Conflicts and Negotiating with Others — Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.
  • Performing General Physical Activities — Performing physical activities that require considerable use of your arms and legs and moving your whole body, such as climbing, lifting, balancing, walking, stooping, and handling materials.
  • Performing Administrative Activities — Performing day-to-day administrative tasks such as maintaining information files and processing paperwork.
  • Handling and Moving Objects — Using hands and arms in handling, installing, positioning, and moving materials, and manipulating things.
  • Judging the Qualities of Objects, Services, or People — Assessing the value, importance, or quality of things or people.
  • Scheduling Work and Activities — Scheduling events, programs, and activities, as well as the work of others.
  • Evaluating Information to Determine Compliance with Standards — Using relevant information and individual judgment to determine whether events or processes comply with laws, regulations, or standards.
  • Estimating the Quantifiable Characteristics of Products, Events, or Information — Estimating sizes, distances, and quantities; or determining time, costs, resources, or materials needed to perform a work activity.

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Detailed Work Activities

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Work Context

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Experience Requirements

Job Zone

Title
Job Zone Four: Considerable Preparation Needed
Education
Most of these occupations require a four-year bachelor's degree, but some do not.
Related Experience
A considerable amount of work-related skill, knowledge, or experience is needed for these occupations. For example, an accountant must complete four years of college and work for several years in accounting to be considered qualified.
Job Training
Employees in these occupations usually need several years of work-related experience, on-the-job training, and/or vocational training.
Job Zone Examples
Many of these occupations involve coordinating, supervising, managing, or training others. Examples include real estate brokers, sales managers, database administrators, graphic designers, conservation scientists, art directors, and cost estimators.
SVP Range
(7.0 to < 8.0)

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Training & Credentials

State training
Local training
Certifications
State licenses

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Apprenticeship Opportunities

Start your career and build your skillset. Visit Apprenticeship.gov external site to learn about opportunities related to this occupation.

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Worker Requirements

Skills

  • Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
  • Speaking — Talking to others to convey information effectively.
  • Negotiation — Bringing others together and trying to reconcile differences.
  • Persuasion — Persuading others to change their minds or behavior.
  • Social Perceptiveness — Being aware of others' reactions and understanding why they react as they do.
  • Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.
  • Reading Comprehension — Understanding written sentences and paragraphs in work-related documents.
  • Writing — Communicating effectively in writing as appropriate for the needs of the audience.
  • Active Learning — Understanding the implications of new information for both current and future problem-solving and decision-making.
  • Complex Problem Solving — Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
  • Coordination — Adjusting actions in relation to others' actions.
  • Judgment and Decision Making — Considering the relative costs and benefits of potential actions to choose the most appropriate one.
  • Monitoring — Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
  • Service Orientation — Actively looking for ways to help people.
  • Time Management — Managing one's own time and the time of others.

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Knowledge

  • Sales and Marketing — Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
  • Customer and Personal Service — Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
  • English Language — Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
  • Mathematics — Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
  • Transportation — Knowledge of principles and methods for moving people or goods by air, rail, sea, or road, including the relative costs and benefits.
  • Computers and Electronics — Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.

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Education

How much education does a new hire need to perform a job in this occupation? Respondents said:

  • High school diploma or equivalent required for some jobsmore info
  • Bachelor’s degree required for some jobs
  • Some college, no degree required for some jobsmore info

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Worker Characteristics

Abilities

  • Oral Expression — The ability to communicate information and ideas in speaking so others will understand.
  • Oral Comprehension — The ability to listen to and understand information and ideas presented through spoken words and sentences.
  • Speech Clarity — The ability to speak clearly so others can understand you.
  • Speech Recognition — The ability to identify and understand the speech of another person.
  • Written Comprehension — The ability to read and understand information and ideas presented in writing.
  • Written Expression — The ability to communicate information and ideas in writing so others will understand.
  • Category Flexibility — The ability to generate or use different sets of rules for combining or grouping things in different ways.
  • Deductive Reasoning — The ability to apply general rules to specific problems to produce answers that make sense.
  • Fluency of Ideas — The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).
  • Information Ordering — The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations).
  • Near Vision — The ability to see details at close range (within a few feet of the observer).
  • Problem Sensitivity — The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing that there is a problem.
  • Inductive Reasoning — The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
  • Originality — The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem.

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Interests

Interest code: EC
Want to discover your interests? Take the O*NET Interest Profiler at My Next Move.
  • Enterprising — Work involves managing, negotiating, marketing, or selling, typically in a business setting, or leading or advising people in political and legal situations. Enterprising occupations are often associated with business initiatives, sales, marketing/advertising, finance, management/administration, professional advising, public speaking, politics, or law.
  • Conventional — Work involves following procedures and regulations to organize information or data, typically in a business setting. Conventional occupations are often associated with office work, accounting, mathematics/statistics, information technology, finance, or human resources.

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Work Values

  • Relationships — Occupations that satisfy this work value allow employees to provide service to others and work with co-workers in a friendly non-competitive environment. Corresponding needs are Co-workers, Moral Values and Social Service.
  • Achievement — Occupations that satisfy this work value are results oriented and allow employees to use their strongest abilities, giving them a feeling of accomplishment. Corresponding needs are Ability Utilization and Achievement.
  • Independence — Occupations that satisfy this work value allow employees to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy.

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Work Styles

  • Analytical Thinking — Job requires analyzing information and using logic to address work-related issues and problems.
  • Dependability — Job requires being reliable, responsible, and dependable, and fulfilling obligations.
  • Initiative — Job requires a willingness to take on responsibilities and challenges.
  • Adaptability/Flexibility — Job requires being open to change (positive or negative) and to considerable variety in the workplace.
  • Stress Tolerance — Job requires accepting criticism and dealing calmly and effectively with high-stress situations.
  • Attention to Detail — Job requires being careful about detail and thorough in completing work tasks.
  • Innovation — Job requires creativity and alternative thinking to develop new ideas for and answers to work-related problems.
  • Integrity — Job requires being honest and ethical.
  • Achievement/Effort — Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
  • Self-Control — Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
  • Cooperation — Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.
  • Persistence — Job requires persistence in the face of obstacles.
  • Independence — Job requires developing one's own ways of doing things, guiding oneself with little or no supervision, and depending on oneself to get things done.
  • Leadership — Job requires a willingness to lead, take charge, and offer opinions and direction.
  • Social Orientation — Job requires preferring to work with others rather than alone, and being personally connected with others on the job.
  • Concern for Others — Job requires being sensitive to others' needs and feelings and being understanding and helpful on the job.

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Workforce Characteristics

Wages & Employment Trends

Median wages (2022)
$30.40 hourly, $63,230 annual
State wages
Local wages
Employment (2022)
1,344,300 employees
Projected growth (2022-2032)
Little or no change
Projected job openings (2022-2032)
119,500
State trends
Top industries (2022)

Source: Bureau of Labor Statistics 2022 wage data external site and 2022-2032 employment projections external site. “Projected growth” represents the estimated change in total employment over the projections period (2022-2032). “Projected job openings” represent openings due to growth and replacement.

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Job Openings on the Web

State job openings
Local job openings

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More Information

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Sources of Additional Information

Disclaimer: Sources are listed to provide additional information on related jobs, specialties, and/or industries. Links to non-DOL Internet sites are provided for your convenience and do not constitute an endorsement.

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