SALES(Source: Bureau of Labor Statistics)

About Sales

Regardless of the type of product Sales Representatives sell, their primary duties are to interest wholesale and retail buyers and purchasing agents in their merchandise, and to address any of the client’s questions or concerns. Sales representatives represent one or several manufacturers or wholesale distributors by selling one product or a complimentary line of products. Sales representatives also advise clients on methods to reduce costs, use their products, and increase sales. They market their company’s products to manufacturers, wholesale and retail establishments, construction contractors, government agencies, and other institutions.

Depending on where they work, sales representatives have different job titles. Those employed directly by a manufacturer or wholesaler often are called sales representatives. Manufacturers’ agents or manufacturers’ representatives are self-employed sales workers or independent firms who contract their services to all types of manufacturing companies. However, many of these titles are used interchangeably.

Sales representatives spend much of their time traveling to and visiting with prospective buyers and current clients. During a sales call, they discuss the client’s needs and suggest how their merchandise or services can meet those needs. They may show samples or catalogs that describe items their company stocks and inform customers about prices, availability, and ways in which their products can save money and improve productivity.

Many companies have formal training programs for beginning sales representatives lasting up to 2 years. However, most businesses are accelerating these programs to reduce costs and expedite the returns from training. In some programs, trainees rotate among jobs in plants and offices to learn all phases of production, installation, and distribution of the product. In others, trainees take formal classroom instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.

Those who want to become sales representatives should be goal-oriented and persuasive, and work well both independently and as part of a team. A pleasant personality and appearance, the ability to communicate well with people, and problem-solving skills are highly valued. Furthermore, completing a sale can take several months and thus requires patience and perseverance.

Promotion takes the form of an assignment to a larger account or territory where commissions are likely to be greater. Experienced sales representatives may move into jobs as sales trainers, who instruct new employees on selling techniques and company policies and procedures. Those who have good sales records and leadership ability may advance to higher-level positions such as sales supervisor, district manager, or vice president of sales. In addition to advancement opportunities within a firm, some manufacturers’ agents go into business for themselves. Others find opportunities in purchasing, advertising, or marketing research.


Occupation Highlights:

• Earnings of sales representatives usually are based on a combination of salary and commission.
• Many individuals with previous sales experience enter the occupation without a college degree; however, a bachelor’s degree increasingly is required.
• Prospects will be best for those with the appropriate knowledge or technical expertise, and the personal traits necessary for successful selling.

Earnings (Source: Occupational Outlook Handbook)

Median annual earnings of sales representatives, wholesale and manufacturing, technical and scientific products, were $55,740, including commission, in 2002. The middle 50 percent earned between $39,480 and $79,380 a year. The lowest 10 percent earned less than $28,770, and the highest 10 percent earned more than $108,010 a year. Median annual earnings in the industries employing the largest numbers of sales representatives, technical and scientific products, in 2002 were as follows:

Median annual earnings of sales representatives, wholesale and manufacturing, except technical and scientific products, were $42,730, including commission, in 2002. The middle 50 percent earned between $30,660 and $60,970 a year. The lowest 10 percent earned less than $22,610, and the highest 10 percent earned more than $88,990 a year. Median annual earnings in the industries employing the largest numbers of sales representatives, except technical and scientific products, in 2002 were as follows:

Manufacturers’ Representatives Educational Research Foundation
P.O. Box 247,
Geneva, IL 60134
www.mrerf.org