Job growth of sales representatives, wholesale and manufacturing, is expected to be average, but keen competition is expected for these highly paid sales jobs.
Employment change. Employment of sales representatives, wholesale and manufacturing, is expected to grow by 9 percent between 2006 and 2016, which is about as fast as the average for all occupations. Given the size of this occupation, a large number of new jobs, about 182,000 will arise over the projections decade. This is primarily because of continued growth in the variety and number of goods sold throughout the economy. Technological progress will also have an impact on job growth. Sales representatives can help ensure that retailers offer the latest technology available to their customers or that businesses acquire the right technical products that will increase their efficiency in operations. Advances in technology will therefore lead to more products being demanded and sold, and thus growth in the sales representative profession.
At the same time, however, computers and other information technology are also making sales representatives more effective and productive, allowing sales representatives to handle more clients, and thus hindering job growth somewhat.
Employment growth will be greatest in independent sales companies as manufacturers and wholesalers continue to outsource sales activities to independent agents rather than using in-house or direct sales workers. Independent agent companies are paid only if they sell, a practice that reduces the overhead cost to their clients. Also, by using agents who usually contract their services to more than one company, companies can share costs of the agents with each other. As the customers of independent agents continue to merge with other companies, independent agent companies and other wholesale trade firms will also merge with each other in response to better serve their clients.
Job prospects. Earnings of sales representatives, wholesale and manufacturing are relatively high, especially for those selling technical and scientific products, so keen competition is likely for jobs. Prospects will be best for those with a solid technical background and the personal traits necessary for successful selling. Opportunities will be better for sales representatives working for an independent sales company as opposed to working directly for a manufacturer because manufacturers are expected to continue contracting out field sales duties.
Opportunities for sales representatives in manufacturing are likely to be best for those selling products for which there is strong demand. Jobs will be most plentiful in small wholesale and manufacturing firms because a growing number of these companies will rely on agents to market their products as a way to control their costs and expand their customer base.
Employment opportunities and earnings may fluctuate from year to year because sales are affected by changing economic conditions, legislative issues, and consumer preferences. Also, many job openings will result from the need to replace workers who transfer to other occupations or leave the labor force.
Manufacturers' and wholesale sales representatives held about 2 million jobs in 2006. About 21 percent worked with technical and scientific products. Almost 60 percent of all representatives worked in wholesale trade. Others were employed in manufacturing, retail trade, information, and construction. Because of the diversity of products and services sold, employment opportunities are available throughout the country in a wide range of industries. In addition to those working directly for a firm, some sales representatives are self-employed manufacturers' agents. They often form small sales firms that may start with just themselves and gradually grow to employ a small staff.
Job Zone 4 - Preparation needed
Overall Experience
A minimum of two to four years of work-related skill, knowledge, or experience is needed for these occupations. For example, an accountant needs four years of college and several years of accounting work to be considered qualified.
Education
Most of these occupations require a four-year bachelor's degree, but some do not.
Job Training
Employees in these occupations usually need several years of work-related experience, on-the-job training, and/or vocational training.
Examples
Accountants, chefs and head cooks, computer programmers, historians, and police detectives.
These occupations often involve coordinating, supervising, managing, and/or training others.
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Information on careers for manufacturers' representatives and sales agents is available from:
- Manufacturers' Agents National Association, One Spectrum Pointe, Suite 150, Lake Forest, CA 92630. Internet: http://www.manaonline.org
- Manufacturers' Representatives Educational Research Foundation, 8329 Cole St., Arvada, CO 80005. Internet: http://www.mrerf.org
Sources: O*Net data version 12.0
Occupational Outlook Handbook
Department of Labor
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