Sales Representative (Wholesale, Nontechnical)

In Canada, the federal government groups and organizes occupations based on a National Occupational Classification (NOC) system. This alis occupation may not reflect the entire NOC group it is part of. Data for the NOC group can apply across multiple occupations.

The NOC system is updated every 5 years to reflect changes in the labour market. Government forms and labour market data may group and refer to an occupation differently, depending on the system used. Here is how this occupation has been classified over time:

• 2006 NOC: Sales Representatives, Wholesale Trade (Non-Technical) (6411) 
• 2006 NOC-S: Sales Representatives Wholesale Trade (NonTechnical) (G111) 
• 2011 NOC: Sales and account representatives - wholesale trade (non-technical) (6411) 
• 2016 NOC: Sales and account representatives - wholesale trade (non-technical) (6411) 

The duties of wholesale, nontechnical sales representatives, or more simply sales reps, vary depending on the types of goods and services they sell. Sales reps may work for:

• Food and beverage producers, selling foods to grocery stores and restaurants, and negotiating with retail merchants to improve product exposure such as by improving shelf position or increasing advertising
• Book and magazine publishers, promoting textbook sales to schools, trade paperback sales to retail bookstores, or magazines to newsstands, hotels, bookstores, and libraries
• Transportation companies, selling freight and shipping services to manufacturers, wholesalers, and distributors
• Manufacturers, selling locally manufactured or assembled products

In general, sales reps:

• Learn what client organizations need and stress how the product lines they sell can help
• Identify possible new clients using resources such as business directories or social networking websites, following up leads from existing clients, meeting people through volunteer organizations and clubs, and attending trade shows and conferences
• Approach potential new clients and present the benefits and uses of their product lines
• Telephone or personally visit client organizations on a regular or periodic basis
• Estimate or quote prices, credit terms, warranties, and delivery dates, and prepare sales proposals
• Prepare sales contracts and reports, process orders, and make delivery arrangements
• Consult with clients after a sale to resolve any problems and provide ongoing support
• Keep up with information about product innovations, competitors, and market conditions, and adjust sales strategies accordingly
• Keep track of customer information and contacts on a tracking system
• Prepare sales projection figures for the coming year
• Work with external and internal customers (departments within the company)

Wholesale, nontechnical sales representatives often work long or irregular hours. They may spend portions of each day travelling. They may be away from home for days at a time. They may have to carry bulky samples or heavy bundles of product catalogues. Sales reps may set up home offices and work remotely.

Wholesale, nontechnical sales representatives (sales reps) work for companies such as:

• Food and beverage producers
• Manufacturers
• Hotels
• Petroleum companies
• Business services firms
• Transportation companies
• Media and advertising companies
• Agricultural or chemical companies
• Automotive or tool companies

Advancement for experienced sales reps may involve transfers to better sales territories. This may mean territories that are larger, have greater sales opportunities, or have larger annual expenditures.

Successful sales reps may stay in sales or advance to sales management positions. They may also move into marketing or become independent manufacturers’ agents (sell the products of more than one manufacturer).

Industry Concentration

This section shows the industries where the majority of people in this occupation work. The data is based on the 2016 Census.

In Alberta, this occupation is part of 1 or more 2016 National Occupational Classification (NOC) groups.

In the 6411: Sales and account representatives - wholesale trade (non-technical) occupational group, 79.0% of people work in:

• Wholesale Trade
• Manufacturing
• Professional, Scientific, and Technical Services
• Retail Trade
• Information, Culture, and Recreation

Employment Outlook

Employment outlook is influenced by a wide variety of factors including:

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Employment Outlook

Employment outlook is influenced by a wide variety of factors. Learn how these factors can affect your career decisions.

• Time of year (for seasonal jobs)
• Location in Alberta
• Employment turnover (when people leave existing positions)
• Occupational growth (when new positions are created)
• Size of the occupation
• Trends and events that affect overall employment, especially in the industry or industries from the previous list

In Alberta, the 6411: Sales and account representatives - wholesale trade (non-technical) occupational group is expected to have a below-average annual growth of 1.5% from 2019 to 2023. In addition to job openings created by employment turnover, 388 new positions are forecasted to be created within this occupational group each year.

Note
NOC groups often include several related occupations. Although there is labour market data for the larger NOC group, this occupation makes up only a part of that group. It means data for this occupation may be different than the data shown. For example, only some of the new positions to be created will be for this occupation. It also applies to other data for the NOC group such as number of people employed.

Source: Alberta Regional Occupational Demand Outlook

Employment turnover is expected to increase as members of the baby boom generation retire over the next few years.

Canadian Professional Sales Association website: www.cpsa.com

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