Technical Sales Representative
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Sales & Retail career
Wholesale Sales Representative
Also called: Manufacturer’s Representative · Territory Sales Representative · Outside Sales Representative · Distribution Sales Rep
What wholesale sales representatives do, what they earn, how long training takes and how to get started, with official BLS pay data and practical, job-level detail.
What does a wholesale sales representative do?
Wholesale and manufacturing sales representatives sell goods such as food, building materials, industrial supplies and consumer products to retailers, contractors and businesses. The median pay is $72,080 per year (BLS, May 2025), most people train for about 1–6 months, and employment is projected to grow -0.9% from 2025–35.
Pay data: BLS OEWS, May 2025 · Outlook: BLS 2025–35 · Checked October 15, 2026
- Median pay$72,080$34.65/hour · May 2025
- Job growth-0.9%2025–35, little or no change
- Openings per year99,800Average, 2025–35
- Typical entry educationHigh school diploma or equivalentBLS classification
- Time to train1–6 monthsTypical program length
- U.S. jobs1,279,400Employment, 2025
What wholesale sales representatives do
Wholesale sales reps connect manufacturers and distributors with the businesses that buy their products. They visit customers in a territory, present products, take orders, negotiate pricing, follow up on deliveries, solve problems and build long-term relationships. Products range from groceries and beverages to lumber, HVAC equipment and auto parts.
Many reps don’t need a degree; product knowledge and relationship skills matter most. Pay often includes commission. Reps with strong territories and accounts can earn very well.
Typical duties
- Visit and call on customers in a territory
- Present and demonstrate products
- Take orders and quote pricing
- Negotiate terms and contracts
- Resolve delivery and quality issues
- Track sales and market trends
- Build long-term customer relationships
Work environment and schedule
Reps spend much of the day driving to customers, with time in offices and at home. Some travel overnight in large territories.
Schedule: Most work full-time with flexible schedules, some early mornings and occasional travel.
A day in the life
- Plan the day’s route and review accounts in the CRM.
- Visit a grocery store to check shelf placement and take an order.
- Meet a restaurant owner about new products.
- Resolve a delivery shortage with the warehouse.
See a full day in the life of a wholesale sales representative →
Wholesale Sales Representative salary
Half of wholesale sales representatives earned more than $72,080 and half earned less in May 2025. Pay ranged from about $39,090 for the lowest 10% to $137,550 for the top 10%.
Full wholesale sales representative pay scale and hourly rates →
How to become a wholesale sales representative
- Gain sales or industry experience
- Learn the products
- Get a territory
- Grow relationships
- Advance
A high school diploma is typical, though some employers prefer degrees. Reps learn products and sales methods on the job.
Step-by-step guide to becoming a wholesale sales representative →
Skills and tools
Technical skills
- Product knowledge
- Territory management
- Negotiation
- Order management
- CRM use
People skills
- Relationship building
- Persistence
- Communication
- Self-motivation
All wholesale sales representative skills and tools →
Pros and cons
Pros
- Independence on the road
- Commission earning potential
- No degree required for many roles
- Long-term relationships
Cons
- Lots of driving
- Sales targets
- Income can vary
- Customer problems land on you
Certifications and licenses
- Certified Professional Manufacturers’ Representative (CPMR): Credential for independent reps.
- Certified Sales Professional (CSP): National Association of Sales Professionals credential.
- Product certifications: Manufacturer product training.
- Food safety or industry training: For food and specialty products.
Career path
- Sales Representative: Sell in a territory.
- Senior or Key Account Rep: Manage major accounts.
- Regional Sales Manager: Lead reps in a region.
- Sales Director: Lead sales strategy.
Learn the job before day one
Our Wholesale Sales Representative training (10 hours, $89.99) covers the role, 15+ key terms, step-by-step procedures such as plan a sales route and present a new product, safety and how to land your first job.
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Compare: Wholesale Sales Rep vs. Technical Sales Rep · Wholesale Sales Rep vs. Account Executive · Wholesale Sales Rep vs. Purchasing Agent · Wholesale Sales Rep vs. Parts Salesperson
Wholesale Sales Representative FAQ
Do wholesale reps need a degree?
Not usually, except for technical products.
How are reps paid?
Often base salary plus commission.
Is travel required?
Most drive to customers; some travel overnight.
How much does a wholesale sales representative make?
The median annual wage for wholesale sales representatives was $72,080 ($34.65 per hour) in May 2025, according to the U.S. Bureau of Labor Statistics. The lowest 10% earned less than $39,090 and the highest 10% earned more than $137,550.
How long does it take to become a wholesale sales representative?
Most people need about 1–6 months of training. A high school diploma is typical, though some employers prefer degrees. Reps learn products and sales methods on the job.
Do you need a degree to be a wholesale sales representative?
No four-year degree is typically required. BLS lists “high school diploma or equivalent” as the typical entry-level education, plus moderate-term on-the-job training.
More wholesale sales representative questions →
Sources
- U.S. Bureau of Labor Statistics, BLS Occupational Employment and Wage Statistics (OEWS), May 2025, SOC 41-4012 (Sales representatives, wholesale and manufacturing, except technical and scientific products).
- U.S. Bureau of Labor Statistics, BLS Employment Projections, Table 1.2 (2025–35).
- O*NET OnLine summary for Sales representatives, wholesale and manufacturing, except technical and scientific products (U.S. Department of Labor).
- BLS Occupational Outlook Handbook.
Reviewed by the Career Education Institute Curriculum Team. Pay figures are national estimates; local pay varies. See our editorial policy.