Sales representatives sell goods and services to businesses, government agencies and other organizations rather than directly to consumers. Manufacturers and wholesalers rely heavily on sales reps – also called manufacturers’ representatives or manufacturers’ agents – to market merchandise, which might be anything from laboratory equipment to soft drinks. Two traits critical to succeeding as a sales rep are an enthusiastic personality and a tolerance for travel. Sales reps are expected to attend trade shows and conferences to keep abreast of evolving products and changing customer needs. They might also be responsible for administrative duties such as analyzing sales statistics or filing expense accounts.

Job opportunities for sales representatives generally depend on the growth of the economy. New and specialized products also lead to a boost in hiring of sales representatives. The Bureau of Labor Statistics projects 0.7% employment growth for sales representatives between 2022 and 2032. In that period, an estimated 9,100 jobs should open up.

There are no formal education requirements for sales representative positions. Many jobs can be obtained with just a high school diploma or its equivalent, although prior sales experience is advantageous. However, many employers appreciate some postsecondary education, and positions involving scientific and technical products will most likely require a bachelor’s degree. To stand out from the rest of the applicant pool, many aspiring sales representatives attend seminars in sales techniques or take courses in marketing, economics, communication or even a foreign language. There are also certifications – such as the Certified Sales Professional certificate – that can give representatives a leg-up in the industry. Most companies require new sales representatives to attend formal training programs. During these programs, trainees are often rotated through different offices and production plants to learn about all the phases that go into manufacturing and distributing a product.