Technical Sales Representatives represent companies in selling a range of industrial, medical and pharmaceutical goods and services to industrial, business, professional and other establishments.

A Bachelor Degree or higher, or at least 5 years of relevant experience, is usually needed to work in this job. Around two in five workers have a university degree. Relevant vendor certification may also be useful.

Tasks

  • compiling lists of prospective client businesses using directories and other sources
  • acquiring and updating knowledge of employers' and competitors' goods and services, and market conditions
  • visiting regular and prospective client businesses to establish and act on selling opportunities
  • assessing customers' needs and recommending and explaining goods and services to them
  • monitoring customers' changing needs and competitor activity, and reporting these developments to sales management
  • quoting and negotiating prices and credit terms, and completing contracts and recording orders
  • arranging delivery of goods, installation of equipment and the provision of services
  • reporting to sales management on sales made and the marketability of goods and services
  • following up with clients to ensure satisfaction with goods and services purchased, and resolving any problems arising
  • preparing sales reports and maintaining and submitting records of business expenses incurred

Job Titles

  • Sales Representative (Industrial Products)
  • Sales Representative (Medical and Pharmaceutical Products)
  • Technical Sales Representatives
  • Sales Representative (Industrial Products)

    Represents companies in selling a range of specialised chemicals, machines, manufacturing materials and other industrial supplies.

  • Sales Representative (Medical and Pharmaceutical Products)

    Represents companies in selling medical, dental and veterinary equipment and supplies, and pharmaceutical products.

    Specialisations: Medical Representative

  • Technical Sales Representatives

    Includes Sales Representative (Educational Products and Services)

Fast Facts

  • Avg. Weekly Pay

    $1,426 Before Tax
  • Future Growth

    decline
  • Skill Level

    Bachelor Degree or higher
  • Employment Size

    28,600
  • Unemployment

    average
  • Male Share

    75.3%
  • Female Share

    24.7%
  • Full-Time Share

    93.6%

Find Vacancies

This is a large occupation employing 28,600 workers. The number of workers has fallen over the past 5 years.
Over the next 5 years (to May 2022) the number of workers is expected to fall to 25,500. Around 11,000 job openings are likely over this time from workers leaving and new jobs being created.

  • Technical Sales Representatives work in most parts of Australia.
  • They mainly work in: Wholesale Trade; Manufacturing; and Retail Trade.
  • Almost all work full-time. Full-time workers, on average, work 41.2 hours per week (compared to the all jobs average of 40 hours).
  • Average earnings for full-time workers are around $1,426 per week (higher than the all jobs average of $1,230). Earnings tend to be lower when starting out and higher as experience grows.
  • The average age is 44 years (compared to the all jobs average of 40 years) and around 5 in 10 workers are aged 45 years or older.
  • Around 8 in 10 workers are male.
  • In 2016, the unemployment rate was similar to the average.

Employment Outlook

Number of Workers

Source: ABS Labour Force Survey, Department of Jobs and Small Business trend data to May 2017 and Department of Jobs and Small Business projections to 2022.
YearNumber of Workers
200721900
200828800
200926700
201028000
201134800
201234700
201334600
201425400
201526900
201632700
201728600
202225500

Weekly Earnings

Full-time Earnings

All Jobs Average

Weekly Earnings (Before Tax)

Source: Based on ABS Characteristics of Employment survey, August 2015, Cat. No. 6333.0, Customised Report. Median earnings are before tax and do not include superannuation. Earnings can vary greatly depending on the skills and experience of the worker and the demands of the role. These figures should be used as a guide only, not to determine a wage rate.
EarningsTechnical Sales RepresentativesAll Jobs Average
Full-Time Earnings14261230

Hours

Full-Time and Part-Time Status (% Share) and Average Weekly Hours (Full-Time)

Source: Based on ABS Labour Force Survey, annual average 2016, Cat. No. 6291.0.55.003: Customised Report. Hours actually worked by people who usually work full-time, and share of employment by full-time and part-time status, for this job compared to the all jobs average.
CategoryTechnical Sales RepresentativesAll Jobs Average
Full-time93.668.4
Part-time6.431.6
Average Weekly Hours (full-time)41.240

Main Industries

Top Industries

Main Employing Industries (% Share)

Source: Based on ABS Labour Force Survey, annual average 2016, Cat. No. 6291.0.55.003: Customised Report. Industries are based on the Australian and New Zealand Standard Industrial Classification (ANZSIC 06).
Main Employing IndustriesIndustry (% share)
Wholesale Trade46.2
Manufacturing25.2
Retail Trade10.4
Professional, Scientific and Technical Services3.4
Other Industries14.8

States and Territories

  • NSW

  • VIC

  • QLD

  • SA

  • TAS

  • NT

  • ACT

Employment by State and Territory (% Share)

Source: Based on ABS Labour Force Survey, annual average 2016, Cat. No. 6291.0.55.003: Customised Report. Share of workers across Australian States and Territories, in this job compared to the all jobs average.
StateTechnical Sales RepresentativesAll Jobs Average
NSW33.531.8
VIC30.725.5
QLD16.419.8
SA5.16.8
WA12.911.2
TAS0.82
NT0.11.1
ACT0.51.8

Age Profile

Age Profile (% Share)

Source: Based on ABS Labour Force Survey, annual average 2016, Cat. No. 6291.0.55.003: Customised Report. Age profile of workers in this job compared to the all jobs average.
Age BracketTechnical Sales RepresentativesAll Jobs AverageAll Jobs Average
15-190.9-5.45.4
20-244.4-9.99.9
25-3423.2-23.423.4
35-4422.6-21.721.7
45-5431-21.121.1
55-598.9-8.78.7
60-644.2-5.95.9
65 and Over4.9-3.83.8

Gender

Male Share

Female Share

Gender (% share)

Source: Based on ABS Labour Force Survey, annual average 2016, Cat. No. 6291.0.55.003: Customised Report. Male and female share of employment in this job compared to the all jobs average.
CategoryTechnical Sales RepresentativesCategoryAll Jobs Average
Males75.3Males53.6
Females24.7Females46.4

Education Level

Top Education Levels

Highest Level of Education (% Share)

Source: ABS, Education and Work (2016). Findings based on use of ABS TableBuilder data. Highest qualification completed by workers in this job (in any field of study). Skill level requirements can change over time, the qualifications needed by new workers might be different from the qualifications of workers already in the job.
Type of QualificationTechnical Sales RepresentativesAll Jobs AverageAll Jobs Average
Post Graduate/Graduate Diploma or Graduate Certificate11.2-8.68.6
Bachelor degree30.5-17.917.9
Advanced Diploma/Diploma14.4-10.110.1
Certificate III/IV13.5-18.918.9
Year 1215.9-18.718.7
Years 11 & 109.2-17.717.7
Below Year 105.2-8.18.1

A Bachelor Degree or higher, or at least 5 years of relevant experience, is usually needed to work in this job.
Around two in five workers have a university degree. Relevant vendor certification may also be useful.

If you are interested in this style of work, there are a wide range of training options available that could lead to this or a similar job.
The pathway that is right for you will depend on your skills and interests.

It is a good idea to speak to industry bodies, employers, and workers to learn more about the skills and qualifications you will need.

Employers look for Technical Sales Representatives who have strong communication skills and the ability to communicate with diverse audiences.

Knowledge

The topics, subjects, or knowledge areas workers rate as most important are shown below.

  1. Customer and Personal Service

    88% Important

    Customer and personal services. This includes understanding customer needs, providing good quality service, and measuring customer satisfaction.

  2. Sales and Marketing

    86% Important

    Showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.

  3. English Language

    73% Important

    English language including the meaning and spelling of words, rules of composition, and grammar.

  4. Administration and Management

    63% Important

    Planning and coordination of people and resources.

  5. Mathematics

    63% Important

    Arithmetic, algebra, geometry, calculus, or statistics.

Occupational Information Network
O*NET is a trademark of the U.S. Department of Labor, Employment and Training Administration.
The importance ratings on this page are derived from the US Department of Labor O*NET Database Version 21.2, 41-4011.00 - Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products.

Learn about the daily activities, and physical and social demands faced by workers. Explore the values and work styles that workers rate as most important.

Activities

The work activities workers rate as most important are shown below.

  1. Building Good Relationships

    88% Important

    Building and keeping constructive and cooperative working relationships with others.

  2. Getting Information

    73% Important

    Looking for, getting and understanding different kinds of information.

  3. Communicating with Supervisors, Peers, or Staff

    70% Important

    Giving information to supervisors, co-workers, and staff by telephone, in written form, e-mail, or in person.

  4. Organizing, Planning, and Prioritizing Work

    70% Important

    Deciding on goals and putting together a detailed plan to get the work done.

  5. Communicating with Persons Outside Organization

    69% Important

    Communicating with customers, the public, government, and others in person, in writing, or by telephone or e-mail.

Occupational Information Network
O*NET is a trademark of the U.S. Department of Labor, Employment and Training Administration.
The importance ratings on this page are derived from the US Department of Labor O*NET Database Version 21.2, 41-4011.00 - Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products.

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