Wholesale Sales Representative
A Wholesale Sales Representative is a professional who sells products or services on behalf of manufacturers or wholesalers to various organizations, including businesses and government agencies. They play a crucial role in demonstrating products and explaining their benefits to potential clients, which requires strong communication skills and an understanding of the clients' specific needs. Typically, these representatives are assigned specific territories, which may require significant travel to meet clients in person or through virtual presentations.
The median earnings for wholesale sales representatives are approximately $73,080 per year, and the job outlook indicates little or no change in employment opportunities. While a high school diploma may be sufficient for entry-level positions, many employers prefer candidates with a bachelor's degree, particularly for roles involving technical or scientific products. Successful representatives often enjoy working with people, thrive under pressure, and exhibit a strong interest in sales and customer service. The role also involves ongoing client communication post-sale to address any questions or issues, making relationship management a key aspect of the job.
Wholesale Sales Representative
Snapshot
Career Cluster(s): Agriculture, Food & Natural Resources, Architecture & Construction, Business, Management & Administration, Human Services
Marketing, Sales & Service
Interests: Sales, interpersonal communication, business, customer service, economics, traveling
Earnings (Yearly Median): $73,080 per year $35.13 per hour
Employment & Outlook: 1% (Little or no change)
Entry-Level Education Bachelor's degree
Related Work Experience None
On-the-job Training Moderate-term on-the-job training
Overview
Sphere of Work. Wholesale sales representatives sell products or services on behalf of the manufacturer or wholesaler. They sell to a variety of organizations, including businesses and government agencies. Some wholesale sales representatives are employed by independent agencies whose clients are wholesalers or manufacturers. A representative demonstrates the products or services to the client and explains how they will be beneficial. Representatives target specific customers based on their needs, specifications, and regulations.
Work Environment. Wholesale sales representatives are typically assigned a territory in which to sell. Some have large territories, such as entire regions of the United States, while others have smaller ones, such as a city or county. Because of this, a representative may need to spend a significant amount of time traveling. Representatives generally work indoors, meeting clients and creating presentations using computers and other materials. They also utilize computers and the Internet to communicate with clients.
Occupation Interest. Wholesale sales representatives are outgoing people who enjoy working with others. The job entails a great deal of travel, so the profession attracts individuals who are comfortable working away from home. Representatives must have good communication skills to express how their product will benefit their clients thoroughly. Because their job security and income usually depend on the amount of products they sell, sales representatives also need to be able to work under pressure.
A Day in the Life—Duties and Responsibilities. The most important aspect of a wholesale sales representative’s job is communicating with clients. Representatives must understand their clients' needs to explain to them how specific products and services can meet those needs. Some representatives work in specialized fields such as science, agriculture, or mechanical equipment. Others deal in clothing, food, or office supplies.
To search for clients, a representative follows leads from established clients, attends conferences, and uses business directories. Once a potential client has been contacted, the representative discusses the client’s needs and explains how the products and services on offer can meet those particular needs. If the client is interested, the representative may travel to their location for a meeting. Sometimes, the representative can present products and services remotely, using video chat or email.
When presenting to a potential client, a representative highlights the features of the products and services that can satisfy the client’s needs. The representative addresses any questions the client may have regarding cost, availability, or service agreements. Clients also negotiate the price and contract through the representative. After making a sale, the representative stays in touch with the client to answer questions and resolve any issues.
Representatives may collaborate to exchange sales strategies and other marketing information.
Chemical and Drug Sales Representatives (262.357-010). Chemical and drug sales representatives sell chemicals or pharmaceuticals to businesses.
Petroleum Products Sales Representatives (269.357-014). Petroleum products sales representatives sell fuel and lubricants to vehicle service stations.
Home Furnishings Sales Representatives (270.357-010). Home furnishings sales representatives sell items for homes to retailers and other outlets.
Communication Equipment Sales Representatives (271.257-010). Communication equipment sales representatives sell electronic communication equipment.
Animal Feed Sales Representatives (272.357-010). Animal feed sales representatives sell animal feed products to farmers and retail stores.
Motor Vehicle and Parts Sales Representatives (273.357-022). Motor vehicle and parts sales representatives sell vehicles and parts to dealers and service stations.
Recreation and Sporting Goods Sales Representatives (277.357-026). Recreation and sporting goods sales representatives sell to retailers and park managers.
General Merchandise Sales Representatives (279.357-014). General merchandise sales representatives sell various dry goods and housewares to retailers.
Work Environment
Immediate Physical Environment. Wholesale sales representatives travel often, so their work environment may include trains, airplanes, and cars. Client locations can consist of various commercial, industrial, and government buildings. Office environments are typical in this field.
Human Environment. Wholesale sales representatives communicate and collaborate daily with clients, other sales representatives, managers, and business owners. Communication and collaboration with others in the profession are essential for keeping up with marketing and product information.
Technological Environment. Wholesale sales representatives use various technologies, depending on the industry they are working in. They also use computers, projectors, and software to communicate and prepare presentations for clients.
Education, Training, and Advancement
High School/Secondary. Wholesale sales representatives are generally required to have a high school diploma or the equivalent, though some employers prefer a bachelor's degree. High schools usually offer several introductory courses that a student will find beneficial for a job in sales, including mathematics, computer science, English, and classes that develop interpersonal communication skills. Representatives may work with scientific and technical products, so any courses related to those would also be beneficial.
Postsecondary. Although it may not be required for some wholesale sales representatives, those working with scientific, pharmaceutical, industrial, or technical products are usually required to have a bachelor’s degree. A degree in any related field, such as chemistry, biology, or engineering, would be helpful. Representatives in less technical and scientific fields may benefit from a degree in business or economics. Being a wholesale sales representative involves a wide range of subjects, so students should pursue a multidisciplinary approach to education.
Some technical and vocational schools offer courses and training programs related to the products and services typically represented by wholesale sales representatives. These programs last anywhere from several months to a year. Such schools offer an excellent way for an individual to network with more experienced people in the field, and some offer job placement programs.
Related Occupations
− Manufacturers Representative
− Services Sales Representative
− Technical Sales Representative
Bibliography
"Occupational Employment and Wages, May 2023 41-4011 Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products." US Bureau of Labor Statistics Occupational Employment and Wage Statistics, 3 Apr. 2024, www.bls.gov/oes/current/oes414011.htm. Accessed 27 Aug. 2024.
“Wholesale and Manufacturing Sales Representatives.” Occupational Outlook Handbook. Bureau of Labor Statistics, US Department of Labor, 17 Apr. 2024, www.bls.gov/ooh/sales/wholesale-and-manufacturing-sales-representatives.htm. Accessed 27 Aug. 2024.