What They Do
Sell goods for wholesalers or manufacturers to businesses or groups of individuals. Work requires substantial knowledge of items sold.
Employment Impact
1.3M
People employed
25.8M
Estimated global impact (extrapolated from US market data)
AI Impact Overview
AI will considerably reshape routine aspects of wholesale and manufacturing sales, but human strengths like relationship-building and consultative selling remain valuable.
Detailed Analysis
Entry-level and routine transactional sales roles are most at risk of automation as AI improves lead generation, qualification, and administrative processing. However, jobs focused on client trust, negotiation, and solution-based selling will be augmented, not replaced, by AI. Adaptability and tech fluency will be required for career longevity.
Opportunity
"Sales professionals who proactively build tech and relationship skills will remain in high demand, shaping the future of the industry."
AI Risk Assessment
Risk level varies by experience level
Junior Level
High exposure to automation as tasks are primarily repetitive—AI chatbots and CRMs can handle initial outreach and rote tasks.
Mid-level
Moderate risk; AI will streamline ops, but human oversight and relationship management still required.
Senior Level
Low risk due to focus on enterprise-level deals, negotiation, and strategy—areas where AI enhances but does not replace human expertise.
AI-Driven Job Forecasts
2 Years
Near-term Outlook
Job Outlook
Mild contraction in demand for entry-level sales roles, with greater reliance on AI-powered prospecting and CRM tools.
Transition Strategy
Emphasize development of digital sales skills, familiarity with AI-driven CRM, and build strong client-facing communication abilities.
5 Years
Medium-term Impact
Job Outlook
Greater polarization between transactional and consultative sales roles. Automation now widely adopted for standard sales cycles.
Transition Strategy
Specialize in complex sales, train in AI-integrated selling strategies, and develop sector-specific expertise.
7+ Years
Long-term Vision
Job Outlook
Majority of transactional processes automated; premium on sales roles requiring strategic problem-solving, trust-building, and advanced negotiation.
Transition Strategy
Pursue leadership, sales enablement, or client success roles. Stay current with emerging AI tools and ethical sales practices.
Industry Trends
AI Augmented Decision Making
AI provides predictive insights, but ultimate judgment calls remain with human decision makers.
AI Driven Sales Analytics
Widespread application of analytics shifts value from intuition to data-backed decision-making.
Collaborative Cross Functional Teams
Sales roles increasingly coordinate with marketing, product, and CX teams—requiring teamwork skills.
Consolidation in Sales Technology
Integrations and platform consolidation demand broader SaaS fluency from sales professionals.
Emphasis on Data Privacy and Compliance
Sales processes must align with evolving regulations (e.g., CCPA, GDPR), emphasizing ethical use of data.
Growth in B2B E commerce
Shift towards digital-first buying experiences increases importance of digital and consultative sales skills.
Omnichannel Customer Engagement
Buyers expect seamless experiences across digital, phone, and in-person channels—requiring new coordination and communication skills.
Personalized Data Driven Sales
AI enables tailored outreach and recommendations, raising expectations for personalization in sales cycles.
Rise of Self Service Portals
Clients increasingly complete transactions online, reducing manual sales tasks.
Sustainability and ESG driven Procurement
Buyers seek vendors with sustainability credentials, shifting sales narratives and priorities.
AI-Resistant Skills
Complex Negotiation
Critical Thinking
Alternative Career Paths
Product Manager
Oversee development of technology products, bridging engineering and business.
Relevance: High-level human coordination and strategic alignment required.
Market Research Analyst
Study market conditions to examine potential sales of a product or service.
Relevance: Analytical work is enhanced, not replaced, by AI.
Business Development Manager
Identifies and develops new business opportunities and partnerships.
Relevance: Requires high level of networking, creativity, and market analysis.
Emerging AI Tools Tracker
Full AI Impact Report
Access the full AI impact report to get detailed insights and recommendations.
Was this helpful?
Help us improve by rating this occupation analysis
Other Roles in: Sales and Related Category
| 🛒Retail Salespersons | HIGH | 3.7M73.7M |
| 💰Cashiers | HIGH | 3.3M66M |
| 📝Sales Representatives of Services Except Advertising Insurance Financial Services and Travel | MODERATE | 1.1M22.8M |
| 🏪First-Line Supervisors of Retail Sales Workers | MODERATE | 1.1M21.8M |
| 📊Securities Commodities and Financial Services Sales Agents | MODERATE | 479.6K9.6M |
| 🛡️Insurance Sales Agents | MODERATE | 457.5K9.2M |
| 🔁Counter and Rental Clerks | MODERATE | 390.3K7.8M |
| 📊Sales Representatives Wholesale and Manufacturing Technical and Scientific Products | MODERATE | 311.8K6.2M |
| 🛠️Parts Salespersons | MODERATE | 260.8K5.2M |
| 🏢First-Line Supervisors of Non-Retail Sales Workers | MODERATE | 227.2K4.5M |
Share This Content
Share this with others who might find it useful.