Career roadmap
How to Become a Wholesale Sales Representative
The education, training, certifications and steps it takes to start working as a wholesale sales representative, plus how long it takes and where the career can lead.
To become a wholesale sales representative: (1) gain sales or industry experience, (2) learn the products, (3) get a territory, (4) grow relationships, (5) advance. Most people need about 1–6 months. BLS lists “high school diploma or equivalent” as the typical entry-level education.
5 steps to become a wholesale sales representative
Gain sales or industry experience
Retail, customer service or industry jobs help.
Learn the products
Get trained by your company.
Get a territory
Start with smaller accounts.
Grow relationships
Become trusted by customers.
Advance
Manage key accounts, regions or sales teams.
Education and training requirements
A high school diploma is typical, though some employers prefer degrees. Reps learn products and sales methods on the job.
| Typical entry-level education (BLS) | High school diploma or equivalent |
|---|---|
| Related work experience | None |
| On-the-job training | Moderate-term on-the-job training |
| Typical training time | 1–6 months |
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.
Skills to build now
Start with product knowledge, territory management, and negotiation, and practice relationship building and persistence. Learning the wholesale sales representative vocabulary early makes training and interviews easier.
Where the career can lead
- 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.
Get a head start
Our self-paced Wholesale Sales Representative training gives you a realistic, practical overview of the job (duties, terminology, step-by-step tasks, safety and interview prep) so you can decide with confidence and show employers you’re serious.
Common questions about getting started
Do wholesale reps need a degree?
Not usually, except for technical products.
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.
What certifications are available for wholesale sales representatives?
Common credentials include Certified Professional Manufacturers’ Representative (CPMR), Certified Sales Professional (CSP), Product certifications, and Food safety or industry training. Requirements vary by state and employer.
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.