Wholesale Sales Representatives
Overview
Wholesale sales representatives sell products from manufacturers and wholesalers to businesses, government agencies, and other organizations. They find new customers through trade shows and networking, then explain how their products can solve customers' specific problems and negotiate deals. Using modern CRM software and digital communication tools, they build relationships with clients and work closely with their sales team to share strategies and market insights. This career offers great earning potential and requires strong communication skills, with many professionals entering through business or marketing degrees.
Did you know?
Success requires developing strong long-term relationships with business clients in a highly competitive American market where personal connections often drive purchasing decisions.
At a Glance
Median Wage
$66,566.40 Avg/yr
Growth
Stable
Top Skill
Troubleshooting
Key Responsibilities
- Contact regular and prospective customers to demonstrate products, explain product features, and solicit orders.
- Forward orders to manufacturers.
- Plan, assemble, and stock product displays in retail stores, or make recommendations to retailers regarding product displays, promotional programs, and advertising.
- Prepare sales contracts and order forms.
- Arrange and direct delivery and installation of products and equipment.
- Negotiate details of contracts and payments.
- Recommend products to customers, based on customers' needs and interests.
- Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
- Consult with clients after sales or contract signings to resolve problems and to provide ongoing support.
- Estimate or quote prices, credit or contract terms, warranties, and delivery dates.
- Provide customers with product samples and catalogs.
- Perform administrative duties, such as preparing sales budgets and reports, keeping sales records, and filing expense account reports.
- Prepare drawings, estimates, and bids that meet specific customer needs.
- Negotiate with retail merchants to improve product exposure, such as shelf positioning and advertising.
- Obtain credit information about prospective customers.
- Monitor market conditions, product innovations, and competitors' products, prices, and sales.
- Check stock levels and reorder merchandise as necessary.
- Answer customers' questions about products, prices, availability, product uses, and credit terms.
Career Considerations
Relationship Building and Competition
Success requires developing strong long-term relationships with business clients in a highly competitive American market where personal connections often drive purchasing decisions.
Extensive Travel Requirements
The role typically involves significant travel across assigned territories within the United States to meet clients face-to-face and maintain business relationships.
Performance-Based Compensation
Most positions offer commission-based pay structures where income directly correlates with sales performance, reflecting American business culture's emphasis on results-driven compensation.