Sales Representatives
Sales representatives sell products to manufacturers, businesses, and many other types of clients.
Sales representatives work for manufacturers or wholesale companies. Their main duty is to interest buyers in their company's products. In addition, they answer any questions that potential clients may have.
Sales Representatives are in the Marketing, Sales, and Service career cluster and the Professional Sales pathway.
Quick Facts
Wages: |
Well above the statewide median
$38.85 / hour Read more about wages |
Outlook: |
Percent Growth
10.1% Average Read more about outlook |
Education & Training: |
Work experience (in related occupation) is common. |
On the Job: |
Work Activities
Assess your skills |
Job Title Examples: |
Account Development Manager,
Account Executive,
Channel Sales Director
See more job title examples |
Source: Minnesota Department of Education, Minnesota Department of Employment and Economic Development, and CareerOneStop.
Wages & Outlook
Wages
Wages for sales representatives vary by the area of specialization. The wages for representatives in several sales specialties are given below.
Most sales representatives earn a combination of salary and commission, or salary plus bonus. Commissions are usually based on the amount of sales. Bonuses depend on the performance of the individual, all sales workers in the group, or the company.
Sales representatives are usually reimbursed for expenses such as transportation, meals, hotels, and entertaining customers. They often receive benefits such as health insurance and a retirement plan. Some also have personal use of a company car. In addition, some companies offer incentives, such as free trips or gifts, for outstanding sales.
View the Regional Wage Comparison Chart for:
- Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products
- Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products
- Sales Engineers
Employment
In Minnesota, about 41,092 sales representatives work in this very large occupation.
Jobs are located in every part of the country in all kinds of industries.
Major employers:
- Wholesale electronics companies
- Industrial machinery and equipment distributors
- Grocery products companies
- Commercial equipment and supplies wholesalers
Outlook
The demand for sales representatives will be created by the increasing variety and number of goods to be sold. However, because of computers, e-mail, and mobile devices, sales representatives can be reached more easily and manage their information better. As a result, they can get more work done in the same period of time. This will slow the demand for sales representatives.
In manufacturing, job opportunities will be somewhat better for manufacturers' agents than for sales representatives. To save money, manufacturers contract out sales duties. Since agents work for several companies, companies can share the cost of their services.
Sales are affected by changing economic conditions and consumer preferences. Prospects will be best for those with knowledge and technical expertise, as well as the personal traits necessary for successful selling.
| Employment | Employment Change | |||
|---|---|---|---|---|
| 2010 | 2020 | Number | Percent | |
| U S | 400,000 | 465,500 | 65,500 | 16.4% |
| Minnesota | 7,613 | 8,385 | 772 | 10.1% |
| 2010 | 2020 | Number | Percent | |
| Central Minnesota | 193 | 192 | -1 | -0.5% |
| Northeast Minnesota | 94 | 96 | 2 | 2.1% |
| Southeast Minnesota | 327 | 336 | 9 | 2.8% |
| Southwest Minnesota | 168 | 169 | 1 | 0.6% |
| Seven County Mpls-St Paul, MN | 6,321 | 7,027 | 706 | 11.2% |
Source: Minnesota Department of Employment and Economic Development and Minnesota Department of Education.
On the Job
Overview
Sales representatives sell products to manufacturers, businesses, and many other types of clients.
Are you outgoing, able to work your way through a crowd with ease? Do you also feel comfortable talking with a person one on one? Are you able to tell what a person might be thinking or feeling? If you answered "Yes" to these questions, you might be a good candidate to work as a sales representative. In this job, you work with people to determine their wants and needs. You also work to establish trust, a key component to establishing a good sales record. If your customers trust you to recommend quality products, they usually return to you for future purchases.Sales representatives work for manufacturers or wholesale companies. Their main duty is to interest buyers in their company's products. In addition, they answer any questions that potential clients may have.
Depending on where they work, sales workers have different job titles. Sales representatives work directly for a manufacturer or wholesaler. In contrast, manufacturers' agents are self-employed. They contract with one or more manufacturers to sell goods. Those who sell technical products are often called sales engineers. These job titles may be used interchangeably.
Sales representatives spend much of their time traveling. They visit potential buyers and current clients. During a sales call, they discuss clients' needs. They also suggest how their products or services can meet those needs. Sales representatives may show samples, or catalogs that describe products. They inform clients about prices and availability. They also explain how their products can save money or improve productivity. Sales representatives stress the unique qualities of their products or services. Finally, sales representatives take orders. Later, they resolve any problems or complaints with the merchandise. Some sales representatives also help install new equipment and train employees.
Sales engineers are the most highly trained sales workers. They sell products such as computer systems and numerical-control machinery. They must be technical experts in the installation and use of the products they sell. They must be able to answer questions and help potential buyers with technical problems. Sales engineers may design plans of proposed machinery layouts. They may also estimate cost savings and plan training for employees. In a process that can take many months, they present this information and negotiate the sale. Sales representatives who lack technical knowledge often work as a team with a technical expert.
Sales representatives who sell consumer goods often suggest how and where merchandise should be displayed. They may work with retailers to set up promotions, store displays, and advertising.
Obtaining new accounts is an important part of the job. Sales representatives follow leads from other clients and participate in trade shows.
Sales representatives have other duties beyond selling products. They analyze sales figures and study product literature. They prepare reports, make travel plans, and file their expense accounts. Agents who operate a sales agency must also manage the business.
Work Activities
The following list of occupational tasks is specific to this career.
- Travel to visit potential buyers and current clients.
- Discuss clients' needs, and how their company's products or services can meet those needs.
- Show products or catalogs. Give information about prices and availability.
- Take orders and resolve problems or complaints with the merchandise.
- May help install new equipment and train employees.
- Sell products that require technical expertise to install them.
- Design proposed plans of equipment layout and suggest training schedules.
- Estimate cost savings. Negotiate sales.
- May work on a team with a technical expert.
- May work with retailers to suggest how and where merchandise should be displayed.
- Obtain new client accounts. Follow leads and participate in trade shows.
- Analyze sales statistics and study product literature.
- Prepare reports. Schedule appointments. File expense account reports.
People in this career perform the following list of tasks, but the tasks are common to many occupations.
- Convince others to buy goods or change their minds or actions.
- Communicate with people from outside the organization.
- Establish and maintain relationships.
- Get information needed to do the job.
- Communicate with supervisors, peers, or subordinates.
- Make decisions and solve problems.
- Use computers.
- Update and use job-related knowledge.
- Organize, plan, and prioritize work.
- Resolve conflicts and negotiate with others.
- Process information.
- Identify objects, actions, and events.
- Analyze data or information.
- Explain the meaning of information to others.
- Think creatively.
- Monitor events, materials, and surroundings.
- Judge the value of objects, services, or people.
- Schedule work and activities.
- Develop goals and strategies.
- Provide advice and consultation to others.
Working Conditions
In a typical work setting, people in this career:
- Have a high level of job-required social interaction. They work closely with many different clients.
- Communicate with others by telephone, e-mail, and face-to-face discussions. They also write letters and memos, but prefer quicker means of contact.
- Regularly work as part of a team.
- May occasionally deal with angry clients or be placed in conflict situations.
- Often work indoors, but may on rare occasions work outdoors.
- May share work or office space with others.
- Must be sure that all details are done and their work is exact. Errors could result in lost accounts.
- Often make decisions on a daily basis that strongly impact the company. They usually do not consult with a supervisor before making decisions.
- Occasionally consult a supervisor before setting tasks and goals for the day.
- Are highly competitive with other companies that sell similar products.
- Must meet strict weekly deadlines.
- Repeat the same mental tasks.
- May work part time or full time.
- Often work more than 40 hours a week if working full time.
- Travel often to visit clients. Sales representatives may be away from home for several days or weeks at a time.
Interpersonal Relationships
Physical Work Conditions
Work Performance
Hours/Travel
Physical Demands
In a typical work setting, people in this career:
- Stand or walk to demonstrate products.
- Sit to do paper work.
- Use hands to handle, control, or feel objects, tools, or controls.
- Speak clearly so listeners can understand.
- Understand the speech of another person.
- See details of objects that are less than a few feet away.
- See details of objects that are more than a few feet away.
- Use hands or fingers to grasp, move, or assemble small objects.
- See differences between colors, shades, and brightness.
- Determine the distance between objects.
- Move two or more limbs together (for example, two arms, two legs, or one leg and one arm) while remaining in place.
- Focus on one source of sound and ignore others.
- Make quick, precise adjustments to machine controls.
- Hear sounds and recognize the difference between them.
People in this career frequently:
It is important for people in this career to be able to:
It is not as important, but still necessary, for people in this career to be able to:
Source: Minnesota Department of Education.
Education & Training
Preparation
To work as a sales representative, you typically need to:
- have a high school diploma or GED;
- have a bachelor's degree; and
- complete moderate-term on-the-job training.
Education after high school
The amount and type of education you need for this occupation depends on the products or services you sell. A high school diploma and proven sales experience are acceptable for some jobs, such as selling consumer products to retail stores. However, you need a strong education background for selling technical products. Selling industrial products, such as machinery or chemicals, may require a degree in engineering or chemistry.
Work experience
Many sales jobs require previous sales experience. Some require technical experience with products. This experience could be installing, repairing, or using the product.
On-the-job training
Many firms have formal training programs for beginning sales representatives. These programs may last up to one year. In some programs, you rotate among jobs in production plants and offices to learn all phases of the operation. In other programs, you take courses and get on-the-job training. As you become familiar with the firm and its products, you take on more responsibility. Eventually, you are assigned your own territory. This type of training may last from six months to a year.
Sales representatives must continually update their knowledge of new products and customer needs. You attend trade shows to learn about new products and sales techniques. You also attend conferences and conventions to meet with clients and other sales representatives to discuss industry changes and concerns.
Related Programs (Current training programs available)
- Sales, Distribution, and Marketing Operations, General
- Selling Skills and Sales Operations
- General Merchandising, Sales, & Related Marketing Operations, Other
- Fashion Merchandising
- Apparel and Accessories Marketing Operations
- Special Products Marketing Operations
- Business, Management, Marketing, & Related Support Services, Other
Fields of Study (What to study to prepare for this career)
Click on any of the Fields of Study listed below to find out more about preparing for this career.
- Agricultural Business and Management
- Agricultural Technologies
- Arabic Language and Literature
- Chinese Language and Literature
- Fashion Merchandising
- French Language and Literature
- German Language and Literature
- Hebrew Language and Literature
- International Business, Trade, and Finance
- Italian Language and Literature
- Japanese Language and Literature
- Modern Greek Language and Literature
- Portuguese Language and Literature
- Real Estate
- Russian Language and Literature
- Scandinavian Language and Literature
- Second Language, General
- South and Southeast Asian Languages and Literature
- Spanish Language and Literature
Level of Education
________________________________________________________________
The tables below list the level of education attained by a subset of workers in this occupation. The workers surveyed were between age 25 and 44.
| Education level attained | Percentage of workers in this occupation* |
|---|---|
| Less than high school diploma | 1 |
| High school diploma or equivalent | 5 |
| Some college, no degree | 15 |
| Associate degree | 9 |
| Bachelor's degree | 55 |
| Master's degree | 15 |
| Doctoral (Ph.D.) or professional degree | 1 |
* National data for sales engineers (SOC 41-9031).
________________________________________________________________
| Education level attained | Percentage of workers in this occupation* |
|---|---|
| Less than high school diploma | 3 |
| High school diploma or equivalent | 18 |
| Some college, no degree | 24 |
| Associate degree | 8 |
| Bachelor's degree | 40 |
| Master's degree | 7 |
| Doctoral (Ph.D.) or professional degree | 1 |
* National data for sales representatives, wholesale and manufacturing (41-4010).
________________________________________________________________
Helpful High School Courses
You should take a general high school curriculum that meets the state's graduation requirements. You will be required to take both math and science classes to graduate.
Helpful electives to take in high school that prepare you for this occupation include:
- Principles of Sales
- Public Speaking
The courses listed above are meant to help you create your high school plan. If you have not already done so, talk to a school counselor or parent about the courses you are considering taking.
You should also check with a teacher or counselor to see if work-based learning opportunities are available in your school and community. These might include field trips, job shadowing, internships, and actual work experience. The goal of these activities is to help you connect your school experiences with real-life work.
Join some groups, try some hobbies, or volunteer with an organization that interests you. By participating in activities you can have fun, make new friends, and learn about yourself. Maybe one of them will help direct you to a future career.
Source: Minnesota Department of Education.
Skills
People in this career need to:
- Listen to others, understand, and ask questions.
- Express ideas clearly when speaking or writing.
- Read and understand work-related materials and other written information.
- Analyze ideas and use logic to determine their strengths and weaknesses.
- Understand new information or materials by studying and working with them.
- Judge the costs and benefits of a possible action.
- Identify problems and review information. Develop, review, and apply solutions.
- Notice when something is wrong or is likely to go wrong.
- Use reasoning to discover answers to problems.
- Combine several pieces of information and draw conclusions.
- Develop rules or follow guidelines when arranging items.
- Think of new ideas and original or creative ways to solve problems.
- Identify ways to measure and improve system performance.
- Use math skills to solve problems.
- Use scientific methods to solve problems.
- Manage the time of self and others.
- Check how well one is learning or doing something.
- Decide how to spend money to get the work done and keep track of how the money was used.
- Persuade others to approach things differently.
- Be aware of others' reactions and change behavior in relation to them.
- Solve problems by bringing others together to discuss differences.
- Look for ways to help people.
- Teach others how to do something using several methods.
- Analyze needs and requirements when designing products.
- Design equipment and technology to meet user needs.
- Determine the tools and equipment needed to do a job.
- Determine the causes of technical problems and find solutions for them.
Communicate
Reason and Problem Solve
Use Math and Science
Manage Oneself, People, Time and Things
Work with People
Work with Things
Knowledge
People in this career need knowledge in the following areas:
- Sales and Marketing: Knowledge of advertising and selling products and services.
- Customer and Personal Service: Knowledge of providing special services to customers based on their needs.
- English Language: Knowledge of the meaning, spelling, and use of the English language.
- Mathematics: Knowledge of the rules and uses of numbers. Areas of knowledge include arithmetic, algebra, geometry, and statistics.
- Administration and Management: Knowledge of managing the operations of a business, company, or group.
- Computers and Electronics: Knowledge of computer hardware and software.
- Engineering and Technology: Knowledge of how to build machines, buildings, and other things. Also includes knowledge of how to use computers, machines, and tools to do work more usefully.
Interests
People in this career are people who tend to:
- Consider achievement important. They like to see the results of their work and to use their strongest abilities. They like to get a feeling of accomplishment from their work.
- Consider good working conditions important. They like jobs offering steady employment and good pay. They want employment that fits their individual work style. They may prefer doing a variety of tasks, working alone, or being busy all the time.
- Consider relationships important. They like to work in a friendly, non-competitive environment. They like to do things for other people. They prefer jobs where they are not pressured to do things that go against their sense of right and wrong.
- Consider independence important. They like to make decisions and try out ideas on their own. They prefer jobs where they can plan their work with little supervision.
- Consider recognition important. They like to work in jobs which have opportunities for them to advance, be recognized for their work, and direct and instruct others. They usually prefer jobs in which they are looked up to by others.
- Have enterprising interests. They like work activities that involve starting up and carrying out projects, especially in business. They like to lead and persuade others, make decisions, and take risks for profit.
- Have conventional interests. They like work activities that follow set procedures, routines, and standards. They like to work with data and detail. They prefer working where there is a clear line of authority to follow.
- Have realistic interests. They like work activities that include practical, hands-on problems and solutions. They like to work with plants, animals, and physical materials such as wood, tools, and machinery. They often prefer to work outside.
Source: Minnesota Department of Education.
Tools & Technology for Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products
- Sales Engineers
- Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products
Tools
Desktop computers
| Notebook computers
|
Technology
Calendar and scheduling software
| Data base user interface and query software
|
Licensing / Certification
Certification Details
Certifications are examinations that test or enhance your knowledge, experience or skills in an occupation or profession.
There are 45 certifications related to this career.
Licensing Details
No State of Minnesota license requirements are found for this career.
Source: Minnesota Department of Employment and Economic Development and CareerOneStop.
Jobs
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Hiring Practices
Many employers prefer to hire applicants who have a college degree. Employers whose firms sell industrial products may prefer applicants with a degree in science or engineering. In contrast, firms that sell basic consumer products may place less emphasis on education. They may be more interested in sales experience and familiarity with their products. In general, employers look for applicants who have the personality and the desire to sell.
Most employers prefer sales representatives who are goal-oriented and persuasive. They should be able to work well both independently and as part of a team. A pleasant personality, neat appearance, and the ability to communicate well are also important. Completing a sale can take several months. Sales representatives should be patient, persistent, and good at problem solving.
Advancement Opportunities
Advancement often takes the form of assignment to a larger account or territory. Commissions often are larger on these assignments. Experienced sales representatives may become sales trainers. They instruct new employees on selling techniques and company policies. Those who have good sales records and leadership ability may advance to sales supervisor or district manager.
Some manufacturers' agents go into business for themselves. Others find opportunities in purchasing, advertising, or marketing research.
Sales representatives can improve their chances for advancement by continuing their training. They can attend trade shows, conferences, and company meetings.
Job Title Examples
Account Development Manager, Account Executive, Channel Sales Director, Distribution Sales Manager, Marketing Associate, Marketing Representative, Sales Consultant, Sales Director, Sales Engineer, Sales Manager, Technical Sales Manager, Account Manager, Inside Sales Person, Sales Executive
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If you are looking to broaden your job search,
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Related Industries
Below are industries related to Sales Representatives you may be interested in reading about. Employers in these industries typically hire
Sales Representatives. Click on the names to link to their industry profile.
Advertising
Apparel And Leather Products
Building And Garden Supply Stores
Business Management And Support Services
Chemicals, Drugs, And Chemical Products
Clothing Stores
Computers And Electronic Products
Department Stores And Other Retailers
Fabricated Metal Products
Food Products
Furniture And Fixtures
Furniture And Furnishings Stores
Machinery Manufacturing
Mining And Quarrying
Motion Pictures And Sound Recording
Paper Products
Petroleum Products
Primary Metals
Printing
Publishing And Broadcasting
Rubber And Plastic Products
Software And Computer Services
Stone, Clay, And Glass Products
Telecommunications
Textile Mill Products
Toys, Sporting Goods, And Other Products
Utilities
Wholesale Trade
Source: Minnesota Department of Employment and Economic Development and Minnesota Department of Education.
