Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products
Also called: Inside Sales Representative, Marketing Representative, Sales RepresentativeSell goods for wholesalers or manufacturers where technical or scientific knowledge is required in such areas as biology, engineering, chemistry, and electronics, normally obtained from at least 2 years of postsecondary education.
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What the data says: AI could halve the time on 26 of its 33 tasks, yet jobs are projected to grow 1.2% by 2035. In the most exposed occupations, the squeeze shows up first among early-career workers. How to think about this →
About this projection
BLS builds AI into its projections where the research supports it: “BLS generally applies adjustments based on this research conservatively, where there is convincing evidence for a change.”
It also notes a limit: “BLS projection methods are not designed to capture extremely rapid technological change.”
On its AI exposure groups, BLS says exposure “does not imply job loss.”
BLS figures cover the broader occupation “Sales representatives, wholesale and manufacturing, technical and scientific products”, which includes this one and others.
Recent conditions
- In 2024, 2.5% of people in this work were unemployed, against 3.8% across all occupations Census ACS 2024, all workers in the Census group “Sales representatives, wholesale and manufacturing”
- From Sep 2025 to Aug 2026, 7.8 hires for every 10 job openings in wholesale trade, which employs about 62% of people in this work, against 7.3 across all industries BLS JOLTS
One box per opening, filled for each hire; hires beyond the openings are added in a lighter shade. Higher can mean openings get filled, or that people leave often; lower, that jobs go unfilled, or hiring is slow.7.8 this industry7.3 all industries
Median pay by state BLS OEWS May 2025, state estimates
Tap a state for its figures.
Median pay in every state
| State | Median | Middle half earn | Jobs |
|---|---|---|---|
| Alabama | $87,140 | $60,120 to $116,060 | 2,780 |
| Alaska | $77,080 | $59,790 to $128,560 | 440 |
| Arizona | $100,620 | $67,040 to $144,250 | 8,860 |
| Arkansas | $71,830 | $46,130 to $124,510 | 1,520 |
| California | $124,220 | $80,300 to $164,170 | 27,590 |
| Colorado | $135,000 | $103,140 to $172,070 | 4,150 |
| Connecticut | $98,000 | $75,960 to $136,580 | 2,980 |
| Delaware | $107,830 | $85,350 to $129,800 | 960 |
| District of Columbia | $92,940 | $54,990 to $115,300 | 600 |
| Florida | $107,700 | $71,670 to $160,430 | 19,840 |
| Georgia | $128,850 | $75,730 to $165,650 | 5,700 |
| Hawaii | $126,110 | $84,370 to $158,480 | 540 |
| Idaho | $101,390 | $75,490 to $128,950 | 1,880 |
| Illinois | $107,570 | $73,150 to $152,190 | 7,350 |
| Indiana | $102,910 | $76,200 to $157,140 | 4,370 |
| Iowa | $103,380 | $66,780 to $136,010 | 2,580 |
| Kansas | $130,850 | $89,990 to $166,460 | 2,440 |
| Kentucky | $97,640 | $66,640 to $155,460 | 4,170 |
| Louisiana | $124,200 | $77,490 to $157,840 | 2,340 |
| Maine | $101,850 | $69,990 to $103,070 | not published |
| Maryland | $95,040 | $61,570 to $138,620 | 6,330 |
| Massachusetts | $118,980 | $80,520 to $159,210 | 11,650 |
| Michigan | $125,650 | $81,270 to $157,690 | 9,140 |
| Minnesota | $103,000 | $78,900 to $145,330 | 4,960 |
| Mississippi | $74,990 | $54,590 to $96,380 | 810 |
| Missouri | $94,840 | $62,490 to $138,890 | 5,060 |
| Montana | $83,610 | $60,760 to $114,960 | 690 |
| Nebraska | $84,400 | $63,230 to $112,650 | 1,700 |
| Nevada | $98,500 | $51,570 to $140,250 | 1,880 |
| New Hampshire | $97,960 | $69,990 to $133,320 | 2,660 |
| New Jersey | $131,360 | $98,770 to $174,890 | 5,600 |
| New Mexico | $87,310 | $63,650 to $147,490 | 980 |
| New York | $129,410 | $89,430 to $166,340 | 10,500 |
| North Carolina | $125,370 | $77,590 to $167,430 | 11,990 |
| North Dakota | $102,720 | $74,590 to $137,280 | 510 |
| Ohio | $108,370 | $65,060 to $162,080 | 9,870 |
| Oklahoma | $72,480 | $49,360 to $119,910 | 3,970 |
| Oregon | $113,830 | $90,140 to $160,750 | 3,040 |
| Pennsylvania | $103,790 | $69,080 to $158,390 | 7,190 |
| Puerto Rico | $62,160 | $50,900 to $101,470 | 1,080 |
| Rhode Island | $117,670 | $62,870 to $164,420 | 530 |
| South Carolina | $111,190 | $75,510 to $161,210 | 3,760 |
| South Dakota | not published | not published | 1,730 |
| Tennessee | $94,450 | $63,000 to $133,810 | 8,290 |
| Texas | $99,080 | $69,610 to $138,710 | 44,400 |
| Utah | not published | not published | 3,930 |
| Vermont | $95,900 | $80,920 to $149,990 | 410 |
| Virginia | $128,270 | $92,260 to $161,030 | 6,060 |
| Washington | $127,390 | $80,670 to $168,600 | 9,960 |
| West Virginia | $97,230 | $76,740 to $128,820 | 760 |
| Wisconsin | $78,480 | $60,680 to $103,770 | 3,390 |
| Wyoming | $100,850 | $80,730 to $112,670 | 280 |
Nationally: $104,920. Shades run from the lowest state median to the highest; a territory below that range takes the lightest. How to read this
How AI touches the work
What AI could speed up, task by task, and where people already use it.
AI could halve the time on 26 of its 33 tasks
| AI rating | Its main tasks | Share of Claude conversations May 2026 |
|---|---|---|
| AI alone | Answer customers' questions about products, prices, availability, or credit terms. | 0.21% |
| Not much | Contact new or existing customers to discuss how specific products or services can meet their needs. | 0.01% |
| Not much | Visit establishments to evaluate needs or to promote product or service sales. | Not published |
| AI + software | Complete expense reports, sales reports, or other paperwork. | under 0.01% |
| AI alone | Quote prices, credit terms, or other bid specifications. | under 0.01% |
| Not much | Negotiate prices or terms of sales or service agreements. | 0.01% |
See all 33 tasks
| AI + software | Collaborate with colleagues to exchange information, such as selling strategies or marketing information. | Not published |
| AI alone | Inform customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products. | under 0.01% |
| AI alone | Identify prospective customers, using business directories, leads from existing clients, participation in organizations, or trade show or conference attendance. | under 0.01% |
| AI + software | Prepare sales presentations or proposals to explain product specifications or applications. | 0.04% |
| AI alone | Emphasize product features, based on analyses of customers' needs and on technical knowledge of product capabilities and limitations. | 0.05% |
| AI + software | Maintain customer records, using automated systems. | under 0.01% |
| AI alone | Prepare and submit sales contracts for orders. | Not published |
| AI + software | Verify that delivery schedules meet project deadlines. | Not published |
| AI alone | Select or assist customers in selecting products based on customer needs, product specifications, and applicable regulations. | 0.04% |
| Not much | Attend sales or trade meetings or read related publications to obtain information about market conditions, business trends, environmental regulations, or industry developments. | Not published |
| AI alone | Advise customers on product usage to improve production. | 0.03% |
| AI alone | Provide customers with ongoing technical support. | 0.05% |
| AI + software | Compute customer's installation or production costs and estimate savings from new services, products, or equipment. | under 0.01% |
| AI + software | Demonstrate the operation or use of technical or scientific products. | Not published |
| AI + software | Study documentation or other information for new scientific or technical products. | Not published |
| Not much | Stock or distribute resources, such as samples or promotional or educational materials. | Not published |
| AI + software | Consult with engineers regarding technical problems with products. | Not published |
| AI alone | Initiate sales campaigns to meet sales and production expectations. | Not published |
| AI + software | Provide feedback to product design teams so that products can be tailored to clients' needs. | Not published |
| AI + software | Verify accuracy of materials lists. | under 0.01% |
| AI + software | Verify customer credit ratings. | Not published |
| AI + software | Arrange for installation and testing of products or machinery. | Not published |
| Not much | Sell service contracts for technical or scientific products. | Not published |
| AI + software | Visit establishments, such as pharmacies, to determine product sales. | Not published |
| AI alone | Present information to customers about the energy efficiency or environmental impact of scientific or technical products. | under 0.01% |
| AI alone | Inform customers about issues related to responsible use and disposal of products, such as waste reduction or product or byproduct recycling or disposal. | under 0.01% |
| Not much | Sell technical and scientific products that are environmentally sound or designed for environmental remediation. | Not published |
Ordered by how important O*NET's respondents rate each task (1 to 5) times the share who say it is part of their job. The ordering is ours. 17 of the 33 have a published share of Claude conversations; “not published” means too few conversations for Anthropic to publish a figure.
Where people already use AI
The tasks above say what AI could speed up. This shows what people are using it for. Its 33 tasks fall under 23 work activities that many occupations share, and Microsoft counted how often each one came up in 200,000 conversations with its Copilot assistant in 2024.
- #3 Respond to customer problems or inquiries
- #4 Maintain current knowledge in area of expertise
- #7 Explain technical details of products or services
- and 4 more, in the table below
| Work activity | This occupation's tasks under it | People asked AI for help in 10,000 conversations |
AI did it for them in 10,000 conversations |
|---|---|---|---|
| Promote products, services, or programs | |||
| Advise others on products or services | |||
| Explain technical details of products or services | |||
| Direct organizational operations, activities, or procedures | |||
| Maintain current knowledge in area of expertise | |||
| Communicate with others about specifications or project details | |||
| Determine values or prices of goods or services | |||
| Evaluate the quality or accuracy of data |
Show all 23 activities
| Sell products or services | |||
| Respond to customer problems or inquiries | |||
| Monitor external affairs, trends, or events | |||
| Develop marketing or promotional materials | |||
| Prepare documentation for contracts, applications, or permits | |||
| Execute financial transactions | |||
| Identify business or organizational opportunities | |||
| Collect data about consumer needs or opinions | |||
| Monitor financial data or activities | |||
| Prepare financial documents, reports, or budgets | |||
| Maintain operational records | |||
| Communicate with others about business strategies | |||
| Maintain sales or financial records | |||
| Negotiate contracts or agreements | |||
| Stock supplies or products |
How people in this work use Claude
What people in this work made with Claude % of conversations
- An explanation or answer33%
- Advice or a recommendation32%
- A document or report5%
- An email or message5%
- A presentation or slides3%
How they worked with Claude
28% of these conversations were about work. Anthropic Economic Index, May 2026.
How to read this
Work activities come from O*NET, which links every task to the broader activities it involves. Microsoft's figures are for the activity across everyone who used Copilot, not for sales representatives, wholesale and manufacturing, technical and scientific products specifically. Copilot is a general chat assistant; dedicated coding tools are not included, so programming help is under-counted here. Activities are listed by how many of this occupation's tasks fall under them.
The task ratings say whether AI could halve the time a task takes: on its own (“AI alone”), or with software built on it (“AI + software”). They were made by people in 2023 (Eloundou et al.). Claude's share is the task's share of all Claude.ai conversations in May 2026; Anthropic doesn't publish a task with too few conversations. None of these add up to the BLS exposure group, which combines five research measures.
More in the Guide: task ratings · task order · work activities · Copilot figures · Claude
High exposure doesn't mean fewer jobs
BLS projects most occupations in its two most exposed groups to grow: 141 of 206 rated Very high and 165 of 206 rated High. Each dot is one of the 831 occupations BLS rates.
Career moves into and out of this occupation
From moves between occupations found in online resumes, 2002–2016. Career changes only: a first job after school isn't a move.
Where people moved next
of 62,219 moves out
- 1 Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products Very high -0.9% 19%
- 2 Sales Managers High +4.5% 13%
- 3 Managers, All Other (2010 group) an older group BLS has since split; no exposure group today 4%
- 4 General and Operations Managers High +5.0% 3%
- 5 Management Analysts Very high +10.1% 3%
Where people moved in from
of 63,622 moves in
- 1 Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products Very high -0.9% 21%
- 2 Sales Managers High +4.5% 10%
- 3 Managers, All Other (2010 group) an older group BLS has since split; no exposure group today 3%
- 4 General and Operations Managers High +5.0% 3%
- 5 Retail Salespersons Very high -0.3% 3%
Resumes over-represent younger, white-collar job-seekers and moves into management. Schubert, Stansbury and Taska (resume data).
Education and training for the occupation
O*NET survey of workers in this occupation
- 14% high school
- 14% postsecondary certificate
- 30% some college
- 39% bachelor's
- 2% post-bachelor's certificate
O*NET 31.0 survey of workers in this occupation · 30 people answered.
Census survey (American Community Survey)
- 3% less than high school
- 19% high school
- 20% some college
- 9% associate's
- 40% bachelor's
- 8% master's
- 1% professional degree
- 1% doctorate
Census ACS 2024, all workers in the Census group “Sales representatives, wholesale and manufacturing” · 11,868 people surveyed.
Why the two can differ
O*NET asks about 20 people in each occupation, which makes its shares uncertain, but it reports the exact occupation and counts certificates. The Census survey reaches thousands, but it groups some occupations together and counts degrees only. More in the Guide
Median pay by highest degree full-time, year-round · Census ACS 2024, all workers in the Census group “Sales representatives, wholesale and manufacturing”
1 program: Selling Skills and Sales Operations.
Jobs that require a credential BLS Occupational Requirements Survey 2023
75.2% this occupation
45.3% all occupations
| By kind | This occupation | All occupations |
|---|---|---|
| a license | <0.5% | 19.1% |
| a certification | <0.5% | 5.8% |
| an educational certificate | <0.5% | 2.8% |
Share of jobs whose employer requires it. BLS doesn't say which credential. How to read this
Look up certifications, training and licenses U.S. Department of Labor
- Certification Finder ↗ certifications CareerOneStop lists for this occupation
- Training Finder ↗ schools and programs, nationwide; narrow the place there
- License Finder ↗ licenses by state
- Apprenticeship Finder ↗ DOL lists 2 registered apprenticeships in this occupation (Technical Sales Representative; Technical Sales Specialist). Apprenticeship.gov can't be linked to one occupation, so search for “Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products” there.
These open in a new tab and send only the occupation's public code. More in the Guide
BLS AI exposure categories (Aug 2026) · BLS Employment Projections 2025–35 · O*NET 31.0 · Task ratings: Eloundou et al., Science (2024) · Microsoft "Working with AI" v1.1 · Anthropic Economic Index (2026-06-26) · Schubert, Stansbury and Taska · NCES CIP–SOC · Census ACS 2024 · BLS JOLTS · Brynjolfsson, Chandar and Chen, Stanford (Aug 2026)
See it online, and explore any career: https://www.pathmosaic.com/card/41-4011.00