What They Do
Sell goods for wholesalers or manufacturers where technical or scientific knowledge is required in such areas as biology, engineering, chemistry, and electronics, normally obtained from at least 2 years of postsecondary education
Employment Impact
311.8K
People employed
6.2M
Estimated global impact (extrapolated from US market data)
AI Impact Overview
Artificial intelligence will significantly alter this sales occupation but will more likely augment rather than entirely replace roles, especially those involving deep technical conversations and client trust.
Detailed Analysis
While artificial intelligence will automate many routine sales tasks—such as lead identification, administrative follow-up, and data analysis—the need for nuanced product knowledge, complex negotiation, customized solution selling, and sustained client relationships remain resilient to full automation. Entry-level and mid-level positions will experience higher exposure to automation, while senior roles focusing on strategic and relationship-driven work are more protected.
Opportunity
"Adopting artificial intelligence tools and focusing on uniquely human skills are essential for remaining competitive and advancing your career in technical and scientific product sales."
AI Risk Assessment
Risk level varies by experience level
Junior Level
Junior representatives, who typically execute repetitive tasks such as initial outreach, qualification, and scheduling, will see these responsibilities automated by artificial intelligence-powered CRM and marketing tools.
Mid-level
Mid-level representatives handling some relationship management and account growth will benefit from artificial intelligence support but must upskill to avoid displacement in areas like analytics and solution design.
Senior Level
Senior representatives working on strategic sales, enterprise-level accounts, major negotiations, and technical consulting will see artificial intelligence as an enabler rather than a threat, as AI cannot replicate nuanced industry expertise or client trust.
AI-Driven Job Forecasts
2 Years
Near-term Outlook
Job Outlook
Artificial intelligence will become a supportive tool in the sales process, with adoption focused on data-driven prospecting, lead scoring, and automated outreach. Most jobs will remain but see a change in daily workflows.
Transition Strategy
Upskill in artificial intelligence-driven customer relationship management, data analytics, and solution selling. Begin integrating artificial intelligence tools into daily workflows to build familiarity.
5 Years
Medium-term Impact
Job Outlook
Increased automation of administrative and routine sales tasks. Hybrid human-artificial intelligence teams become the norm, requiring stronger technical and consultative abilities.
Transition Strategy
Earn certifications in advanced artificial intelligence sales enablement, participate in technical workshops, and focus on account-based marketing strategies.
7+ Years
Long-term Vision
Job Outlook
Transformational change—artificial intelligence will handle commoditized transactions, with human representatives focusing on technical, high-trust, and strategic sales. Headcount may decline in transactional sales, grow in consultative and AI-adjacent areas.
Transition Strategy
Specialize in vertical industries, technical consulting, or artificial intelligence product strategy. Consider roles blending sales, business development, and product management.
Industry Trends
AI driven Sales Enablement
Sales enablement platforms are integrating artificial intelligence for content recommendations, sales coaching, and process automation, increasing representative productivity while requiring new technical competencies.
Emphasis on Consultative and Value based Selling
With transactional roles declining, representatives skilled in building trust and delivering value through solutions will be in higher demand.
Hyper personalization
Artificial intelligence is enabling personalized outreach at scale, but human judgment remains vital for customizing complex technical solutions.
Integration of Artificial Intelligence in Customer Relationship Management
CRM systems are increasingly artificial intelligence-enabled, streamlining sales, but upskilling is required for optimal use.
Regulatory Focus on Data Privacy
Sales teams must comply with strict privacy laws (e.g., California Consumer Privacy Act, General Data Protection Regulation), influencing how data is collected and used in sales activities.
Remote and Hybrid Sales Teams
Artificial intelligence tools support geographically distributed teams with real-time collaboration, but success now depends on digital fluency.
Rise of Account Based Marketing
Artificial intelligence aids in targeting and engaging high-value accounts, shifting skills toward analytics, research, and strategic planning.
Sales Analytics and Predictive Selling
Sales forecasting and performance metrics become more sophisticated, requiring data literacy in day-to-day sales operations.
Solution Bundling and Product Customization
Sales representatives will need deeper product knowledge and agile thinking as offerings become more complex and tailored.
Voice and Conversational Artificial Intelligence
Voice analytics and chatbots handle routine sales interactions, making communication and presentation skills even more crucial for advanced roles.
AI-Resistant Skills
Change Management
Creative Problem Solving
Cross Functional Collaboration
Alternative Career Paths
Technical Trainer
Delivers training in new software, standards, or workflows for AEC firms.
Relevance: Requires communication and deep product knowledge.
Business Development Manager
Identifies and develops new business opportunities and partnerships.
Relevance: Demands negotiation, research, and relationship management skills.
Customer Success Manager
Ensures high satisfaction for clients and guests at venues, using digital tools and personal engagement.
Relevance: Leverages communication, consultative, and solution-selling strengths.
Emerging AI Tools Tracker
Full AI Impact Report
Access the full AI impact report to get detailed insights and recommendations.
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