Technical Sales Specialists, Wholesale Trade
At Work
Technical sales specialists work for wholesalers, pharmaceutical companies, industrial equipment manufacturing companies, computer services and engineering firms, hydro-electric companies, and other organizations that produce and provide technical goods and services. They may specialize in selling scientific and industrial products, telecommunication and computer services and other particular products or services. Their job duties may require them to:
- promote sales to existing clients, and identify and solicit potential clients;
- assess the needs and resources of clients and recommend appropriate goods and services;
- provide input into product design where goods or services must meet clients' specific needs;
- develop reports and proposals and deliver presentations;
- estimate costs of installation and maintenance of equipment and service;
- prepare and administer sales contracts.
This occupation also includes representatives in sales of aircraft, communication equipment, construction equipment, heavy duty equipment, electricity and medical instrumentation.
Education, Training and Experience
Technical specialists require a high school diploma. Most recent entrants have a community college diploma or an undergraduate university degree.
They may need experience in sales or in a technical occupation related to the product and service they sell.
Technical sales supervisors need experience as a technical sales specialist.
With additional training or experience, they may move into sales management positions.
In These Occupations ...
92,000 people were employed in 1998, an increase of 49.8% from 1988. Most of the growth occurred from 1993 to 1998, when employment increased 30.0%. In comparison, employment in all occupations grew 12.3% over the same ten years, and 8.2% over the last five.
6% work part-time, well below the average of 19% for all occupations.
21% are self-employed, compared to an average of 17% for all occupations.
21% are women, well below the average of 45% for all occupations. The proportion of women in these occupations has increased significantly over the last ten years.
the unemployment rate averaged 3.6% from 1996 to 1998, compared to the national average of 6.0%. This rate is among the lowest for occupations in the sales and service sectors.
the average earnings are comparable to those for other technical, paraprofesssional and skilled occupations and for other occupations in the sales and service sectors.
National Outlook to 2004
Currently, chances of finding work in these occupations are rated "Fair", since employment opportunities and earnings are both at average levels.
Over the next five years, this outlook is not expected to change, as the number of job openings is expected to be matched by the number of qualified job seekers.
Rapid technological change means those working in these occupation must stay abreast of ever-changing product lines available on the market. Increasingly, these representatives will need to use electronic data banks to retrieve information for their customers.
Employment requirements for these occupations are expected to increase across a broad range of industries through 2004, with much of the increase in the wholesale trade and business services industries.
Where They Work | |
| Wholesale Trade | 35.0% |
| Business Services | 7.3% |
| Telecommunication Carriers | 7.2% |
| Chemicals Manufacturing | 7.1% |
| Electrical and Electronic Products | 4.0% |
| Machinery - Except Electrical | 4.0% |
| Retail Trade | 2.5% |
Type of Employment |
| This Occupation | All Occupations |
| Full-time | 94.2% | 81.1% |
| Part-time | 5.8% | 18.9% |
Distribution by Age |
| This Occupation | All Occupations |
| 15 - 29 | 22.9% | 26.5% |
| 30 - 39 | 37.6% | 28.5% |
| 40 - 54 | 31.5% | 35.2% |
| 55 & over | 8.1% | 9.8% |
Work Prospects |
| Current | 2004 |
| Fair | Fair |
Earnings |
| Age Groups | 20 - 29 | 30 - 39 | 40 - 49 |
| Highest 20% | 34,600 | 46,200 | 50,100 |
| Average | 26,600 | 35,900 | 37,400 |
| Lowest 20% | 17,400 | 22,000 | 21,300 |
Unemployment Rate |
| This Occupation | All Occupations |
| 1998 | 3.1% | 5.5% |
| 1997 | 2.5% | 5.9% |
| 1996 | 5.1% | 6.5% |
| 1995 | 3.0% | 6.5% |
| 1994 | 5.0% | 7.0% |
| 1993 | 6.0% | 7.9% |
| 1992 | 6.0% | 8.5% |
| 1991 | 5.6% | 8.3% |
| 1990 | 3.6% | 6.7% |
| 1989 | 2.8% | 6.1% |
| 1988 | 2.9% | 6.2% |
| 1987 | 2.6% | 6.9% |
| 1986 | 5.2% | 7.4% |
| 1985 | 4.5% | 7.9% |
| 1984 | 4.6% | 8.4% |