Wholesale Sales Representatives represent wholesale firms (firms selling in large quantity to others who resell at a higher price) and call on retail, industrial, and commercial firms and institutions in assigned territories to sell various goods and products.  

NATURE OF THE OCCUPATION  

Wholesale Sales Representatives may:

Call on regular customers to take orders  

Show samples, pictures, or catalogs illustrating products to customers  

Point out features of products to customers  

Check inventories of retail stores and order needed items  

Help retailers update their inventory and order systems  

Advise retailers on advertising, pricing, and arranging window and counter displays  

Write up new orders  

Check on delivery dates  

Seek business from new customers  

Entertain customers  

Issue credits to retailers for shortages, errors, or damaged goods  

Read about new products  

Make lists of prospective customers  

Set up appointments  

Collect money for the company  

Write reports  

Tools, equipment, and materials used may include:

OCCUPATIONAL SPECIALTIES  

Wholesale Sales Representatives may specialize in selling different types of products such as:  

260.357-014 SALES REPRESENTATIVE, FOOD PRODUCTS  

279.357-026 SALES REPRESENTATIVE, PAPER & PAPER PRODUCTS  

262.357-010 SALES REPRESENTATIVE, CHEMICALS & DRUGS  

274.357-038 SALES REPRESENTATIVE, INDUSTRIAL MACH.  

277.357-022 SALES REPRESENTATIVE, PUBLICATIONS  

274.357-054 SALES REPRESENTATIVE, METALS  

272.357-014 SALES REPRESENTATIVE, FARM & GARDEN EQUIP. & SUP.  

In addition to these specialties, you may also find it helpful to explore the following MOIScripts:  

WORKING CONDITIONS AND REQUIREMENTS  

Wholesale Sales Representatives usually work under the general direction of a sales manager. They generally work alone and plan their own schedules, appointments, and workdays. Most of their time may be spent meeting with regular customers and seeking new business.  

Wholesale Sales Representatives usually work from 9:00 A.M. to 5:00 P.M., when business establishments are open. Workdays, however, may be long, and the hours may be irregular. Evening work may be necessary in order to write reports, attend meetings, or set up appointments. The job may be physically demanding at times since Wholesale Sales Representatives may have to carry heavy sample cases or spend considerable time on their feet.  

Travel on weekends, holidays, or at night may be necessary in order to attend meetings or to keep scheduled appointments with customers. Wholesale Sales Representatives whose sales territories cover three or four states may spend several days at a time away from home. Those who cover small territories are usually able to return home every evening.  

You Should Prefer:

• Activities involving business contact with people  

• Activities concerned with communicating information to others  

You Should Be Able To:

• Work without direct supervision  

• Communicate well in speech and writing  

• Make accurate arithmetic calculations  

• Make decisions based on personal judgment/verifiable information  

• Relate to and work with all types of people  

• Influence people in their opinions about ideas or things  

• See details/recognize errors in numbers/spelling/punctuation  

Math Problem You Should Be Able to Solve:

Yearly sales are $1.5 million. Inventory on January 1 is $600,000 (at cost). During the year, $1.5 million of merchandise (at cost) is purchased. The ending inventory is $880,000 (at cost). Operating costs are $100,000. Calculate the cost of goods sold and net profit, and set up a profit and loss statement.  

Reading Example You Should Be Able to Read and Comprehend:

The costs of unit pricing include calculations of per unit prices, printing of product labels, printing of shelf labels, and computer records. These costs are affected by the way prices are adhered, the number of items in a store subject to unit pricing, the frequency of price changes, sales volume, and the number of stores in a chain.  

Writing Example You Should Be Able to Produce:

Develop a checklist for coordinating a promotional plan.  

Thinking Skill You Should Be Able to Demonstrate:

Excellent analytical skills in learning about, assessing, and selling merchandise.  

Although no previous experience is required for the job, experience in a distributing firm or stockroom, or at a pricing or order desk is often helpful. Wholesale Sales Representatives who travel by automobile must have a driver's license.  

EDUCATION AND PREPARATION OPPORTUNITIES  

NOTE: On-The-Job Training provided by the employer or a High School Diploma or Equivalent or a Certificate (program of up to one year of study beyond high school) or an Associate Degree (two years of study beyond high school) or a Bachelor's Degree (four years of study beyond high school) may qualify a person for this occupation.

The following education and preparation opportunities are helpful in preparing for occupations in the MOIScript:  

***SCHOOL SUBJECTS***

0600 BUSINESS , 0700 CAREERS , 0900 COMMUNICATIONS , 1000 COMPUTERS , 1100 ECONOMICS , 1300 ENGLISH , 2200 MATH , 2800 PUBLIC SPEAKING

***VOCATIONAL EDUCATION PROGRAMS***

There are no Vocational Education Programs related to this MOIScript  

***POSTSECONDARY PROGRAMS***

155 SALES TRAINING

Programs in Sales Training provide opportunities to gain the knowledge and skills useful for employment selling insurance, real estate, or other products and services in a variety of different business settings. Individuals who teach retailing at the secondary school level must have a Michigan Teaching Certificate.  

Courses within this program will vary from school to school but may include:  

                Search for a College and/or Instructional Program

***APPRENTICESHIP OPPORTUNITIES***

There are no Apprenticeships related to this MOIScript  

***MILITARY TRAINING PROGRAMS***

There are no Military Programs related to this MOIScript  

E-Learning Courses and Programs

OPPORTUNITIES FOR EXPERIENCE AND METHODS OF ENTRY  

Some of the ways to gain experience in this field are summer or part-time work as a sales assistant in retail sales, as a door-to-door salesperson, or as a worker in a wholesale firm. Postsecondary sales training programs may offer opportunities for experience also.  

School-to-Work opportunities include:

informal apprenticeships  

mentorships  

job shadowing experiences  

touring a local Wholesale Sales Representative employer  

internships  

volunteer work with a Wholesale Sales Representative employer  

community service work with an agency  

Persons wishing to find jobs as Wholesale Sales Representatives should apply directly to wholesale firms that hire salespersons. Assistance may be obtained through college placement offices, local offices of the Michigan Works!, and newspaper want ads that list openings. In addition, you should access and search the Internet's on-line employment services sites such as: 

Michigan Jobs & Career Portal  

Michigan Talent Bank

America's Job Bank  

Classifieds Employment  

Yahoo! Careers

MONSTER.COM  

You should also enter an electronic resume on these on-line services.

EARNINGS AND ADVANCEMENT  

Earnings depend on the individual's experience and ability, the territory, plus the type of firm and amount of sales. Wholesale Sales Representatives may earn a fixed salary, straight commission, or a combination. Most companies pay a salary plus commission. Workers who sell technical products generally have the highest earnings.  

Nationally, in 1998, Wholesale Sales Representatives earned the following average annual salaries:  

In 1998, the median annual salary of all Wholesale Sales Representatives was $37,856. In late 1998, college graduates with bachelor's degrees and entering sales jobs in marketing or marketing management were offered starting salaries averaging $29,231.  

Most wholesales distributors either provide their Representatives with a car or pay a mileage allowance. Representatives who must travel long distances usually have expense accounts. In Michigan, salaries of Wholesale Sales representatives are comparable to salaries earned nationally.  

Most Wholesale Sales Representatives receive paid vacations; life, accident, disability, and hospitalization insurance; retirement plans; and savings and stock investment plans.  

Wholesale Sales Representatives usually start as trainees. After the training program, they may work with an experienced Representative until they are assigned their own territory or product line.  

Sales Representatives who have good sales records and leadership ability may advance to positions as sales supervisors, district and regional managers, and other executive sales positions. Others may transfer to jobs in purchasing, personnel, or public relations. A few Wholesale Sales Representatives go into business for themselves, often as Manufacturers' Representatives.  

EMPLOYMENT AND OUTLOOK  

Nationally, more than 1,527,000 Wholesale Sales Representatives, were employed in 1997. Many were self-employed. Growth will be somewhat limited by increased productivity due to advances in office automation. Advances include, but are not limited to lap-top computers, cellular phones, and facsimile machines. More wholesalers and their customers are linking their computers so that customers may directly place their orders, track shipments and pay for merchandise automatically. Opportunities will be best for persons with sales ability and knowledge of technical products, as well as for those with expertise in selling products to foreign customers. Most openings will be due to replacement.  

There are approximately 52,500 Sales Representatives, including Wholesale Sales Representatives employed in Michigan. Most worked in urban areas.  

The employment of Wholesale Sales Representatives in Michigan is expected to increase about as fast as the average for all occupations through the year 2005. An average of 1,920 annual openings is expected with 610 due to growth and 1,310 due to replacement of those who retire, die or leave the labor force for other reasons. Additional openings may occur as representatives change jobs or occupations.  

The trend toward centralized purchasing by retail chain stores and other organizations may limit the number of Wholesale Sales Representatives needed. Ultimately, electronic commerce will allow customers to interface directly with the manufacturer through "direct retail". The number of openings may vary yearly, depending on swings in the business cycle and general conditions of the economy.  

MICHIGAN'S EMPLOYMENT OUTLOOK TO 2005  

SOURCES OF ADDITIONAL INFORMATION  

Printed Occupational information is available upon written request from sources below.  

MOISCRIPTS are Copyright 2003, Michigan Department of Career Development