A sales representative sells products to businesses and organizations by finding prospects, explaining products, negotiating prices and terms and following up after the sale. It is a people-first career in almost every industry, and many jobs require only a high school diploma and on-the-job training.
This guide explains what sales representatives do each day, the skills and requirements employers expect, what the work is like, what they earn and how to get hired in the United States.
The figures cover wholesale and manufacturing sales representatives, the main BLS category for this job; retail and other sales jobs have different data.
All numbers come from the U.S. Bureau of Labor Statistics and O*NET unless noted.
Quick jump: Daily dutiesSkillsRequirementsQualificationsWork environmentSalaryOutlookCareer pathHow to get hiredJob facts
Sales Representative Daily Duties and Responsibilities
Duties change by product, territory and company, but most days follow the same pattern: prospect, pitch, quote, close and follow up.
| Part of the day | Typical duties |
|---|---|
| Start of day | Check email, orders and the CRM, review your leads and plan calls and visits |
| Prospecting | Identify prospective customers using business directories, leads, trade shows and conferences |
| Calls and meetings | Contact regular and prospective customers to demonstrate products, explain features and solicit orders |
| Quotes and contracts | Estimate or quote prices, credit and contract terms and delivery dates, and prepare sales contracts and order forms |
| Customer support | Answer questions about products, prices and availability and resolve problems after the sale |
| Administration | Prepare sales budgets and reports, keep sales records and file expense reports |
| End of day | Update the CRM, send follow-ups and plan tomorrow’s route or call list |
Here is the full list of sales representative duties and responsibilities, based on O*NET and the BLS:
| Duty | What it means on the job |
|---|---|
| Find prospects | Identify prospective customers using business directories, leads, organizations and trade shows |
| Contact customers | Contact regular and prospective customers to demonstrate products, explain features and solicit orders |
| Recommend products | Recommend products based on customers’ needs and interests |
| Answer questions | Answer questions about products, prices, availability, product uses and credit terms |
| Quote prices and terms | Estimate or quote prices, credit or contract terms, warranties and delivery dates |
| Negotiate | Negotiate details of contracts and payments |
| Prepare contracts | Prepare sales contracts and order forms, and forward orders to the manufacturer |
| Provide samples | Provide customers with product samples and catalogs |
| Support customers after the sale | Consult with clients after sales or contract signings to resolve problems and provide ongoing support |
| Track the market | Monitor market conditions, product innovations and competitors’ products, prices and sales |
| Handle reports and expenses | Prepare sales budgets and reports, keep sales records and file expense account reports |
| Support retail partners | Negotiate with retail merchants to improve product exposure and recommend displays, promotions and advertising |
| Coordinate delivery | Check stock levels, reorder merchandise and arrange delivery and installation of products and equipment |
Sales Representative Skills
Employers look for a mix of selling skills you can show in results and people skills that build trust.
Hard skills
| Skill | How you use it |
|---|---|
| Prospecting and lead generation | Finding and qualifying new customers |
| Product knowledge | Explaining features, uses, prices and availability |
| Negotiation and closing | Agreeing on prices, contract terms and payments |
| CRM and sales software | Salesforce and HubSpot, which O*NET lists among hot technologies |
| Quoting and order processing | Preparing quotes, contracts and order forms accurately |
| Reports and spreadsheets | Microsoft Excel, Outlook and PowerPoint for sales reports and presentations |
Soft skills
| Quality | What the BLS and O*NET say |
|---|---|
| Customer-service skills | Build trust and keep customers happy (BLS) |
| Interpersonal skills | Work well with many different buyers (BLS) |
| Self-confidence | Stay confident, especially when cold-calling (BLS) |
| Physical stamina | Handle travel and long days on the road (BLS) |
| Persuasion and negotiation | O*NET lists both among transferable skills |
| Initiative and perseverance | O*NET lists initiative, optimism, perseverance and achievement orientation as work styles |
O*NET also lists critical thinking, reading comprehension, writing, coordination and time management as skills.
Sales Representative Position Requirements
| Requirement | What to expect |
|---|---|
| Education | A high school diploma is often enough for nontechnical products; technical or scientific products typically require a bachelor’s degree, sometimes in a related field such as agriculture or biology |
| Experience | None required |
| Training | Moderate-term; some companies run formal programs lasting up to 1 year, and new hires often shadow experienced reps until they earn their own territory |
| Certification | Optional; the BLS says CareerOneStop lists available certifications |
| Driver’s license and travel | Outside sales reps travel to visit clients, and O*NET reports 61% spend time in an enclosed vehicle every day |
| Availability | Most work full time, and many work more than 40 hours a week |
Requirements vary by employer and product, so read each posting closely before you apply.
Sales Representative Qualifications
Requirements are the minimum to apply. Qualifications are what make a candidate stand out.
| Qualification | What employers look for |
|---|---|
| Minimum qualifications | A high school diploma or equivalent for nontechnical products, strong communication skills and a willingness to travel or make calls |
| Preferred education | A bachelor’s degree, especially for technical or scientific products; seminars or courses in sales, marketing, economics or communication can help |
| Preferred experience | Prior sales, customer service or industry experience |
| Technical product knowledge | For technical or scientific products, knowledge of the product and the ability to work with a sales engineer |
| Software skills | CRM, Microsoft Office and email and meeting tools such as Teams and Zoom |
| Core abilities | Customer service, interpersonal skills, physical stamina and self-confidence |
Sales Representative Work Environment
| Work condition | What sales representatives report |
|---|---|
| Contact with others | 100% say they have constant contact with others, and 100% talk on the telephone every day (O*NET) |
| Customers and teamwork | 92% say dealing with external customers is extremely important, and 92% say working as part of a team is extremely important (O*NET) |
| Decisions | 89% say they make decisions every day (O*NET) |
| Hours | 66% say a typical week runs more than 40 hours (O*NET) |
| Competition | 43% say the level of competition is highly competitive (O*NET) |
| Stress | The BLS says income and job security often depend on sales, and companies usually set quotas |
| Travel | Reps with large territories may be away from home for days or weeks, while others work mainly by phone, chat, email or video (BLS) |
Most sales representatives work full time, and many work more than 40 hours a week.
Where sales representatives work
| Industry (nontechnical products) | Share of jobs | Median salary (May 2025) |
|---|---|---|
| Merchant wholesalers, durable goods | 33% | $67,780 |
| Merchant wholesalers, nondurable goods | 21% | $66,940 |
| Manufacturing | 18% | $77,280 |
| Wholesale trade agents and brokers | 9% | $76,750 |
Sales Representative Salary
The BLS reports a May 2025 median salary of $72,080 a year ($34.65 an hour) for sales representatives of nontechnical products and $104,920 for technical and scientific products, compared with $50,980 for all occupations and $38,530 for sales and related occupations. Most employers offer a salary plus commission or bonuses. Commissions are usually a percentage of sales, and bonuses may depend on individual, group or company performance.
| Group (BLS, May 2025) | Median salary | Lowest 10% earned less than | Highest 10% earned more than |
|---|---|---|---|
| Nontechnical products | $72,080 | $39,090 | $137,550 |
| Technical and scientific products | $104,920 | $52,600 | $200,440 |
| All wholesale and manufacturing sales reps | $76,460 |
Your salary depends on your product, industry, territory and results.
Sales Representative Job Outlook
The BLS projects employment of wholesale and manufacturing sales representatives to change little (0%) from 2025 to 2035, with a 1% decline for nontechnical products (about 11,200 jobs) and 1% growth for technical and scientific products (about 3,500 jobs). About 123,400 openings are projected each year, mostly from workers who leave the occupation. The BLS expects rising sales volume and a wider range of products to support demand, says online wholesale sales should complement face-to-face selling and notes that AI and automation tools such as chatbots may restrain growth, so relationship and problem-solving skills matter.
Sales Representative Career Path
The BLS says reps can move to larger accounts or territories with higher commissions, then to sales manager, sales supervisor, district manager or vice president of sales. O*NET lists job titles such as inside salesperson, outside sales representative, account representative, route sales representative and sales consultant.
Sales experience also connects to other careers:
| Related job | Typical entry education | Median salary (May 2025) |
|---|---|---|
| Advertising sales agents | High school diploma | $64,820 |
| Insurance sales agents | High school diploma | $62,280 |
| Sales engineers | Bachelor’s degree | $124,900 |
| Sales managers | Bachelor’s degree | $148,270 |
How to Get a Sales Representative Job
- Choose your product area. Nontechnical products often need only a high school diploma, while technical products typically need a bachelor’s degree.
- Build your selling skills. Seminars or courses in sales, marketing, communication and economics can help.
- Learn the tools. Practice a CRM, Excel and email and video meeting tools.
- Start with inside sales if you like. Inside reps work mostly from offices, often cold-calling and processing orders.
- Apply and show your strengths. Highlight communication, persistence and results in your application.
Is this job right for you?
- Do you enjoy talking with people and building relationships?
- Can you stay confident when you hear no?
- Are you comfortable working toward quotas?
- Can you travel or spend long days on the phone?
- Do you like earning commission for your results?
Sales Representative Job Facts at a Glance
| Quick fact | What to know |
|---|---|
| What sales representatives do | Find prospects, explain products, quote prices, negotiate terms, prepare contracts and follow up after the sale |
| Median salary (May 2025) | $72,080 a year, or $34.65 an hour, for nontechnical products; $76,460 for all wholesale and manufacturing sales reps (BLS) |
| Jobs in 2025 | About 1,279,400 nontechnical sales reps; about 1,571,400 in all |
| Job outlook, 2025 to 2035 | 1% decline for nontechnical products; 0% overall; about 99,800 projected openings (O*NET) |
| Education | High school diploma often enough for nontechnical products; a bachelor’s degree typically for technical or scientific products |
| Experience | None required |
| Training | Moderate-term; some companies run formal programs of up to 1 year |
| Compensation | Most employers offer salary plus commission or bonuses |
Frequently Asked Questions
What does a sales representative do?
Sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies and other organizations. Tasks include finding prospects, explaining products, negotiating prices and terms, preparing contracts and following up after sales, according to the BLS.
What are the main duties of a sales representative?
Finding prospects, contacting customers, recommending products, quoting prices, negotiating contracts, preparing orders, supporting customers after the sale, tracking the market and handling reports and expenses.
What skills does a sales representative need?
The BLS lists customer service, interpersonal skills, physical stamina and self-confidence. O*NET adds active listening, speaking, negotiation, persuasion and social perceptiveness.
What education do you need to be a sales representative?
A high school diploma is often enough for nontechnical products, and technical or scientific products typically require a bachelor’s degree, according to the BLS.
Do you need experience to be a sales representative?
No. The BLS lists no related work experience, and new hires often shadow experienced reps until they earn their own territory.
What is the difference between inside and outside sales?
Inside sales reps work mostly from offices, often cold-calling and processing orders. Outside sales reps travel to visit current and prospective clients, according to the BLS.
How much do sales representatives make?
The BLS reports a May 2025 median salary of $72,080 a year for nontechnical products and $104,920 for technical and scientific products. Most employers offer a salary plus commission or bonuses.
Where do sales representatives work?
For nontechnical products, merchant wholesalers of durable goods employ 33%, nondurable goods wholesalers 21%, manufacturing 18% and wholesale agents and brokers 9%, according to the BLS.
Is sales stressful?
It can be. The BLS says income and job security often depend on sales and companies usually set quotas, and O*NET reports that 66% work more than 40 hours in a typical week.
What is the job outlook for sales representatives?
The BLS projects 0% change overall from 2025 to 2035, a 1% decline for nontechnical products and 1% growth for technical products, with about 123,400 openings a year. It says online wholesale sales are expected to complement face-to-face selling, while AI and automation tools such as chatbots may restrain growth.
Conclusion
A sales representative finds prospects, explains products, negotiates terms and supports customers after the sale. The job can start with a high school diploma, on-the-job training and strong communication and relationship skills. If you are ready to apply, use the resources below to prepare.
Related Reading
- Top 2 sales resume samples
- Sales representative CV example
- Inside sales rep cover letter sample
- Entry-level sales rep cover letter with no experience
Sources: U.S. Bureau of Labor Statistics, Occupational Outlook Handbook: Wholesale and Manufacturing Sales Representatives. O*NET OnLine, 41-4012.00 Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products. Requirements vary by employer and product; check the posting before you apply.