Prospective customers will still require sales workers to demonstrate or illustrate the particulars of a good or service. However, computer technology makes sales representatives more effective and productive, for example, by allowing them to provide accurate and current information to customers during sales presentations.

Job prospects for wholesale sales representatives will be better than those for manufacturing sales representatives because manufacturers are expected to continue contracting out sales duties to independent agents rather than using in-house or direct selling personnel. Agents are paid only if they sell, which reduces the overhead cost to their clients. Also, by using an agent who usually contracts his or her services to more than one company, companies can share costs with the other companies involved with that agent. As their customers and manufacturers continue to merge with other companies, independent agents and other wholesale trade firms will, in response, also merge with each other to better serve their clients. Although the demand for independent sales agents will increase over the 2002-12 projection period, the supply is expected to remain stable or decline because of the difficulties associated with self-employment. This factor could lead to many opportunities for sales representatives to start their own independent sales agencies.

Those interested in this occupation should keep in mind that direct selling opportunities in manufacturing are likely to be best for products for which there is strong demand. Furthermore, jobs will be most plentiful in small wholesale and manufacturing firms because a growing number of these companies will rely on 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. Job prospects will be best for persons with the appropriate knowledge or technical expertise as well as the personal traits necessary for successful selling.