Activities	Sell medical equipment, products, and services, not including pharmaceuticals. Some of the more specific tasks you would do are: promote the sale of medical and dental equipment, supplies, and services to doctors, dentists, hospitals, medical schools, and retail establishments; select surgical appliances from what's available and fit and sell appliances to customers; and study data describing new products to accurately recommend the purchase of equipment and supplies.
Outlook	Average job growth
Median Income	$70,200 in 2008
Work Context & Conditions	Some manufacturers and wholesale sales representatives have large territories and travel considerably. A sales region may cover several states, and so representatives may be away from home for several days or weeks at a time. Others work near their "home base" and travel mostly by automobile. Due to the nature of the work and the amount of travel, sales representatives typically work more than 40 hours per week.
Minimum Education Requirements	Academic High School Program
Skills	Active Listening, Speaking
Abilities	Oral Expression, Oral Comprehension

Job Category		Sales & Related
Job Description		Promote the sale of medical and dental equipment, supplies, and services to doctors, dentists, hospitals, medical schools, and retail establishments. Select surgical appliances from what's available and fit and sell appliances to customers. Study data describing new products to accurately recommend the purchase of equipment and supplies. Write specifications for ordering custom-made surgical appliances, using customers measurements and physicians prescriptions. Advise customers about office layout, legal and insurance regulations, cost analysis, and collection methods. Design and build custom-made medical appliances.
Working Conditions		Some manufacturers and wholesale sales representatives have large territories and travel considerably. A sales region may cover several states, and so representatives may be away from home for several days or weeks at a time. Others work near their "home base" and travel mostly by automobile. Due to the nature of the work and the amount of travel, sales representatives typically work more than 40 hours per week. Although the hours are long and often irregular, most sales representatives have the freedom to determine their own schedule. Consequently, they can arrange their appointments so they can have time off when they want it. The job requires a lot of social interaction and the ability to be very persuasive. Dealing with different types of people can be demanding but stimulating. Sales representatives often face competition from representatives of other companies as well as from fellow workers. Companies usually set goals or quotas that representatives are expected to meet. Since their earnings depend on commissions, manufacturers agents are also under the added pressure to maintain and expand their clientele.
Salary Range		Median annual earnings of sales representatives, wholesale and manufacturing, technical and scientific products, were $72,200, in 2008. The middle 50 percent earned between $48,500 and $99,600 a year. The lowest 10 percent earned less than $35,000, and the highest 10 percent earned more than $133,00 a year.

Education Required		The background needed for sales jobs varies by product line and market. The number of college graduates has increased, and the job requirements have become more technical and analytical. Most firms now emphasize a strong educational background. Nevertheless, many employers still hire individuals with previous sales experience who do not have a college degree. For some consumer products, other factors such as sales ability, personality, and familiarity with brands are as important as a degree. On the other hand, firms selling industrial products often require a degree in science or engineering in addition to some sales experience. In general, companies are looking for the best and brightest individuals who have the personality and desire to sell. Many companies have formal training programs for beginning sales representatives, lasting up to two years. However, most businesses are accelerating these programs to reduce costs and expedite the returns from training. In some programs, trainees rotate among jobs in plants and offices to learn all phases of the production, installation, and distribution of the product. In others, trainees take formal classroom instruction at the plant, followed by on-the-job training under the supervision of a field sales manager. Some sales representatives complete certification courses to become Certified Professional Manufacturers Representatives (CPMRs). New workers may be trained by accompanying experienced workers on their sales calls. As they gain familiarity with the firms products and clients, these workers are given increasing responsibility until they are eventually assigned their own territory. As businesses experience greater competition, increased pressure is placed on sales representatives to produce faster. These workers stay abreast of new merchandise and the changing needs of their customers in a variety of ways. They attend trade shows where new products and technologies are showcased. They also attend conferences and conventions to meet other sales representatives and clients and discuss new product developments. In addition, the entire sales force may participate in company-sponsored meetings to review sales performance, product development, sales goals, and profitability. Those who want to become manufacturers and wholesale sales representatives should be goal-oriented, persuasive, and work well both independently and as part of a team. A pleasant personality and appearance, the ability to communicate well with people, and problem-solving skills are highly valued. Furthermore, completing a sale can take several months and thus requires patience and perseverance. These workers are on their feet for long periods and may carry heavy sample cases, which necessitates some physical stamina. They should also enjoy traveling. Sales representatives spend much of their time visiting current and prospective clients. Promotion frequently takes the form of an assignment to a larger account or territory where commissions are likely to be greater. Experienced sales representatives may move into jobs as sales trainers, who instruct new employees on selling techniques and company policies and procedures. Those who have good sales records and leadership ability may advance to sales supervisor or district manager. In addition to advancement opportunities within a firm, some manufacturers agents go into business for themselves. Others find opportunities in purchasing, advertising, or marketing research.
Recommended High School Courses		Mathematics, English, Communications
Postsecondary Instructional Programs
Certification and Licensing		None

Interest Area		Enterprising Involves starting up and carrying out projects, leading people, making many decisions, and dealing with businesses, and it sometimes requires risk taking.
Work Values		Achievement Get a feeling of accomplishment. Independence Work alone.
Skills		Active Listening Listen to what other people are saying and ask questions as appropriate. Speaking Talk to others to effectively convey information.
Abilities		Oral Expression Able to convey information and ideas through speech in ways that others will understand. Oral Comprehension Able to listen to and understand information and ideas presented through spoken words and sentences.

Related Jobs
Job Outlook		Job openings for medical sales representatives likely will be limited, as improvements in technology and office automation continue to increase worker productivity. While overall employment of medical sales representatives is expected to grow by 7 percent between 2008 and 20018. 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. Prospective customers will still require sales workers to demonstrate or illustrate the particulars about the good or service. However, technology is expected to make them more effective and productive, for example, by providing accurate and current information to customers during sales presentations. Within manufacturing, job opportunities for manufacturers agents should be somewhat better than those for sales representatives. Manufacturers are expected to continue outsourcing sales duties to manufacturers agents rather than using in-house or direct selling personnel. To their advantage, these agents are more likely to work in a sales area or territory longer than representatives, creating a better working relationship and understanding how customers operate their businesses. Also, by using agents who usually lend their services to more than one company, companies can share costs with the other companies involved with that agent. Those interested in this occupation should keep in mind that direct-selling opportunities in manufacturing are likely to be best for products with strong demand. Furthermore, jobs will be most plentiful in small wholesale and manufacturing firms because a growing number of these companies will rely on wholesalers and manufacturers agents to market their products as a way to control their costs and expand their customer base. Employment opportunities and earnings may fluctuate from year to year because sales are affected by changing economic conditions, legislative issues, and consumer preferences. Prospects will be best for those with the appropriate knowledge or technical expertise as well as the personal traits necessary for successful selling.
More Information		Manufacturers' Agents National Association, Manufacturers' Representatives Educational Research Foundation
References		Bureau of Labor Statistics, U.S. Department of Labor, Occupational Outlook Handbook, 2010-11 Edition, Sales Representative, Wholesale and Manufacturing , on the Internet at http://www.bls.gov/oco/ocos119.htm. O*NET on the Internet at http://online.onetcenter.org/link/summary/41-4011.00