What does a sales representative do? Duties, pay, education and outlook
A wholesale and manufacturing sales representative sells goods for wholesalers or manufacturers to businesses, government agencies and other organizations. A high school diploma is generally enough for non-technical products, while scientific or technical products usually call for a degree. BLS reports a median of $76,460 per year (May 2025).
At a glance
| Item | Detail |
|---|---|
| SOC codes | 41-4011 and 41-4012 (O*NET-SOC 41-4011.00 and 41-4012.00) |
| Typical entry-level education | Varies by product: high school diploma for non-technical goods, at least a bachelor's degree for scientific or technical goods |
| On-the-job training | Moderate-term on-the-job training |
| Licensing | None listed by BLS |
| Median annual wage | $76,460 per year (May 2025) |
| Projected growth | 0 percent, 2025 to 2035 (little or no change) |
| Number of jobs | 1,571,400 (2025) |
Source: BLS Occupational Outlook Handbook, accessed 31 October 2026.
What the job is and what sales representatives do
Sales representatives work for a wholesaler or manufacturer and sell to organizations rather than to individual shoppers. They build relationships with buyers, learn what each customer needs, present products and follow up after the sale. BLS divides the occupation in two: representatives who sell products other than technical and scientific ones, and representatives who sell technical and scientific products such as equipment and instruments. The second group usually needs product expertise as well as selling skill.
Work environment
BLS notes that these representatives work under pressure because income and job security depend on how much they sell. Some travel frequently to visit customers. Most work full time and many work more than 40 hours a week.
Education, training and licensing
Educational requirements vary with the products sold. If the products are not scientific or technical, a high school diploma is generally sufficient. If they are scientific or technical, representatives typically need at least a bachelor's degree. BLS lists moderate-term on-the-job training for the occupation, so expect to learn the product line, the customer base and the sales process after you are hired.
Skills that matter
BLS highlights customer-service skills (listening to the customer's needs before and after the sale), interpersonal skills (building good relationships with clients and teammates), physical stamina (long periods on your feet and carrying sample products) and self-confidence (making persuasive presentations). To show these on a resume, use results you can stand behind: accounts managed, territories covered, quotas you were given and met, and the products you know. Clean formatting helps applicant tracking systems read it; see ATS resume.
Pay
BLS reports a median of $76,460 per year (May 2025), or $36.76 per hour. BLS prints separate ranges for the two groups (May 2025):
- Except technical and scientific products: the lowest 10 percent earned less than $39,090 and the highest 10 percent earned more than $137,550.
- Technical and scientific products: the lowest 10 percent earned less than $52,600 and the highest 10 percent earned more than $200,440.
Many sales jobs include commission or bonuses, so ask how pay is structured. See the OOH pay tab and OEWS data, then how to research salary and salary negotiation.
Job outlook
BLS projects 0 percent change from 2025 to 2035, little or no change, with a decrease of about 7,700 jobs. About 123,400 openings are projected each year, on average, so there is still hiring as people move on.
How to get hired
- Decide between non-technical and technical sales, since the entry requirements differ.
- Learn one product category well and be ready to explain who buys it and why.
- Build a results-based ATS-friendly resume.
- Use networking for your job search to reach people in the industry you want.
- Practice selling yourself with interview prep.
- Search jobs on LiveRec and apply to sales roles in your territory.
Related occupations
Advertising sales agents, insurance sales agents, purchasing managers, buyers and purchasing agents, real estate brokers and sales agents, retail sales workers, sales engineers, securities, commodities and financial services sales agents, customer service representatives, public relations specialists, sales managers.
Frequently asked questions
Do you need a degree to be a sales representative? Not always. A high school diploma is generally sufficient for non-technical products, while technical and scientific products typically call for at least a bachelor's degree.
How much do sales representatives make? BLS reports a median of $76,460 per year (May 2025), with separate ranges for non-technical and technical sales.
Is the outlook growing? BLS projects little or no change (0 percent) from 2025 to 2035.
Is travel required? Some representatives travel frequently, according to BLS.
Sources
- BLS, Occupational Outlook Handbook, Wholesale and Manufacturing Sales Representatives: https://www.bls.gov/ooh/sales/wholesale-and-manufacturing-sales-representatives.htm (accessed 31 October 2026)
- BLS, Occupational Employment and Wage Statistics: https://www.bls.gov/oes/ (accessed 31 October 2026)
- O*NET OnLine, 41-4012.00: https://www.onetonline.org/link/summary/41-4012.00 and 41-4011.00: https://www.onetonline.org/link/summary/41-4011.00 (accessed 31 October 2026)
This is general information, not legal, tax or immigration advice. Rules change and your situation may differ. Consult a licensed attorney or qualified adviser.