How to become a Technical Sales Representative

Technical sales representatives represent companies in selling a range of industrial, technical, medical and pharmaceutical goods and services to industrial, commercial, retail, professional, health or other establishments.

Personal requirements of a Technical Sales Representative

  • Enjoy working with people
  • friendly and confident manner
  • excellent communication skills
  • good negotiation, presentation and selling skills
  • able to work without direct supervision
  • neat personal presentation
  • able to develop and maintain up-to-date product knowledge.

Duties & Tasks of a Technical Sales Representative

Technical sales representatives may perform the following tasks:

  • analyse the market, using trade directories and other sources, and put together lists of possible customers to use in actively acquiring new accounts
  • keep up to date with the organisation's products and those of competitors
  • work out customers' needs and explain and demonstrate products or services to them
  • negotiate prices, provide quotes and record orders
  • arrange for the delivery of goods, installation of equipment or provision of services maintain customer relations and provide informed technical advice
  • report to sales management on sales made, the marketability of products and customer feedback plan and participate in exhibitions and trade shows
  • contribute to sales planning and strategy development.

Working conditions for a Technical Sales Representative

Technical sales representatives work in offices (including within their own homes or at clients' premises) and on the road. They spend a lot of their time travelling throughout their sales territory. The hours of work are long and irregular, and representatives may be paid on a commission basis. There are times when technical sales representatives work under considerable pressure. Meeting sales targets and budgets can be stressful.


Technical Sales Representative - Industrial Products

A technical sales representative (industrial products) sells a range of specialised chemicals, machinery, manufacturing materials or other industrial supplies.

Technical Sales Representative - Information and Communication Products

A technical sales representative (information and communication products) sells information and communication equipment, systems and solutions to businesses.

Technical Sales Representative - Medical and Pharmaceutical Products

A technical sales representative (medical and pharmaceutical products) sells medical, dental or veterinary equipment and supplies or pharmaceutical products.

Avg. weekly wage:


Future growth:


Employment by state:

ACT 0.5%

NSW 31.7%

NT 0.4%

QLD 21.2%

SA 6.6%

TAS 1.4%

VIC 25.8%

WA 12.3%

Hours worked:



Lower unemployment

Gender split:

Male 72%

Female 28%

Education level:

Not completed Year 10: 5.2%

Not completed Year 12: 9.2%

Highest qualification is secondary school: 18%

Highest qualification is a Certificate 3 or 4: 21.7%

Highest qualification is a Diploma or Advanced Diploma: 13.1%

Highest qualification is a Bachelor degree: 25.5%

Highest qualification is a Postgraduate Diploma or Graduate Certificate: 8.6%

Age brackets:

15-19 - 0.1%

20-24 - 6.1%

25-34 - 26.8%

35-44 - 22.6%

45-54 - 19.5%

55-59 - 8.2%

60-64 - 7.1%

65 and Over - 9.5%

*The data above is sourced from the Department of Employment’s Job Outlook website.

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