Call a possible customer
Ask what the company buys now and what it needs before you suggest an order.
Career profile
Wholesale and Manufacturing Sales Representative
Sales reps sell clothing, food, office supplies and more to businesses for manufacturers or wholesalers.
Part salesperson, part problem-solver: you help a company's buyer choose what to order and fix trouble that could sink the next sale.
A day in the life
Walk a buyer through options
Look over a catalog or sample with the client and explain which option fits the buyer's needs.
Turn a quote into an order
Verify prices and arrival dates on the quote, bargain over terms, then record the agreed order.
Sort out a short delivery
When a delivery shows up missing items, handle the customer's complaint and keep the buyer updated.
Quick facts
High school + job training
United States · 2025–2035 projections classification
$72,080/year
United States · May 2025
Little overall change
United States · 2025–2035
Quick orientation
Preparation, pay & outlook
Preparation
High school + job trainingA high school diploma or equivalent is typical entry preparation; employers teach the products and sales process.
Pay
$72,080/yearNational median for nontechnical wholesale and manufacturing sales; the hourly median is $34.65.
Outlook
Little overall changeEmployment is projected to decline 0.9%, with about 99,800 openings a year, including replacement needs.
Fit, tradeoffs & changing tools
You might like this if…
- You enjoy asking questions before recommending something.
- You can stay courteous when a buyer says no.
- You like keeping prices, orders, and follow-ups organized.
Things to weigh
- Sales targets can create pressure, especially when earnings depend on results.
- Many representatives work more than 40 hours; large territories can mean nights away.
Where AI may help
Customer relationship management software keeps account information together; video calls let you meet buyers at a distance.
What people still lead
You still negotiate terms and work through buyers’ concerns.
What we can’t predict yet
Online ordering and artificial intelligence may reduce some sales work; how much buying moves to self-service remains uncertain.
Pay in context
Earnings
Pay often combines a salary with commissions or bonuses.
Median and spread
The median was $72,080 a year, or $34.65 an hour. The lowest 10% earned below $39,090; the highest 10% earned above $137,550. These are wage percentiles, not career stages.
Industry matters
Annual medians were $77,280 in manufacturing, $67,780 at durable-goods merchant wholesalers, and $66,940 at nondurable-goods merchant wholesalers.
Understand the pay plan
Commissions usually depend on sales; bonuses may reflect individual, team, or company results.
Openings despite a slight decline
Employment is projected to fall 0.9% during 2025–35. About 99,800 openings are projected annually, including people leaving the occupation. Openings are not all newly created jobs.
Getting started
Join a formal trainee program
- What the route involves
- Learn products through company instruction and rotations among departments.
- What it can lead to
- Build the product knowledge needed to begin handling sales.
Learn alongside a representative
- What the route involves
- Accompany an experienced representative on customer calls.
- What it can lead to
- Take on more responsibility as you learn the customers and products.
A high school diploma or equivalent is typical; related work experience is not typically required. Training arrangements differ.
After entry
Career paths
This starts where the entry routes leave off: early work, growing capability, and advancement or specialization.
Get established
Learn your product range and customers’ needs.
Manage a territory
Take responsibility for your own group of customers.
Handle larger accounts
Strong results can lead to larger accounts or territories.
- Develop leadership skills for a sales manager role.
Where you can work
Inside sales office
Reach buyers by phone and online; much of your day happens at a desk.
- Indoors
- Office
Outside sales territory
Visit customers with samples or catalogs. A large territory may require overnight travel.
- Field work
- Travel
- Vehicle
Try it
See whether the job clicks before you commit to the path.
Choose two paper products from a free supplier catalog. Ask a friend playing a café buyer about quantity, budget, and use, then recommend one. Have them change a requirement and revise your recommendation. Notice whether you enjoy the questions as much as the pitch.
Stay safe: Use a pretend order; you do not need to buy anything or contact a seller.
Sources
- O*NET OnLine. 41-4012.00 — Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products. Accessed 2026-10-02.
- U.S. Bureau of Labor Statistics. Wholesale and Manufacturing Sales Representatives — Occupational Outlook Handbook. Accessed 2026-10-02.
- U.S. Bureau of Labor Statistics. Table 1.2 Occupational projections and worker characteristics, 2025–2035. Accessed 2026-10-02.