Wholesale Manufacturers
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Wholesale Manufacturers and Sale Representatives(sales representatives sometimes called manufacturers’ representatives or manufacturers’ agents) generally work for manufacturers, wholesalers, or technical companies. Manufacturing held about 2 million jobs in 2008. About 432,900 of these worked with technical and scientific products.

EMPLOYMENT
Wholesale Manufacturers - About 432,900 of these worked with technical and scientific products. Around 61 percent of all representatives worked for wholesale companies. Others were employed in manufacturing establishments, retail organizations, and professional, technical, and scientific firms. Because of the diversity of products and services sold, employment opportunities are available throughout the country. About 73,800 sales representatives were self-employed - Wholesale Manufacturers

JOB OUTLOOK
Employment of Wholesale Manufacturers is expected to grow by 7 percent between 2008 and 2018, about as fast as the average for all occupations. Given the size of this occupation, a large number of new jobs, about 143,200, will arise over the projection period. Job growth will result from the continued expansion in the variety and number of goods sold throughout the economy. Because they play an important role in the transfer of goods between organizations, sales representatives will be needed to accommodate this expansion. In addition, as technology continues to progress, sales representatives can help ensure that retailers offer the latest products to their customers and that businesses acquire the tools they need to increase their efficiency in operations. - Wholesale Manufacturers

Employment growth will be greatest in independent sales companies as manufacturers continue to outsource sales activities to independent agents rather than using in-house sales workers. Independent sales agents generally are more efficient, reducing the overhead cost to their clients. Also, by using agents who contract their services to more than one company, companies can share costs of the agents with each other.- Wholesale Manufacturers

EDUCATION AND QUALIFICATIONS
There usually is no formal educational requirement for sales representatives. Some positions, especially those which deal with scientific and technical products, require a bachelor's degree. For other jobs, however, applicants can be fully qualified with a high school diploma or its equivalent. For these positions, previous sales experience may be desirable.

Job prospects will be best for those with a college degree, the appropriate technical expertise, and the personal traits necessary for successful selling. Opportunities will be better in independent sales companies than with manufacturers, who are expected to continue contracting out field sales duties.

EARNINGS IN MAY 2008
Median annual wages of wholesale manufacturers, sales representatives, technical and scientific products, were $70,200, including commissions.
The middle 50 percent earned between $48,540 and $99,570.
The lowest 10 percent earned less than $34,980. The highest 10 percent earned more than $133,040.
Median annual wages in the industries employing the largest numbers of sales representatives, wholesale and manufacturing, technical and scientific products, were as follows:

• Computer systems design and related services - $80,060
• Wholesale electronic markets and agents - $77,190
• Drugs and druggists' sundries merchant wholesalers - $74,840
• Professional and commercial equipment and
  supplies merchant wholesalers - $70,140
• Electrical and electronic goods merchant wholesalers - $63,050

Compensation methods for representatives vary significantly by the type of firm and the product sold. Most employers use a combination of salary and commissions or salary plus bonus. Commissions usually are based on the value of sales, whereas bonuses may depend on individual performance, on the performance of all sales workers in the group or district, or on the company's performance. Unlike those working directly for a manufacturer or wholesaler, sales representatives working for an independent sales company usually are not reimbursed for expenses. Depending on the type of product or products they are selling, their experience in the field, and the number of clients they have, they can earn significantly more or less than those working in direct sales for a manufacturer or wholesaler.

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