Sales Representatives

New representatives usually spend their early years improving their sales ability, developing their product knowledge, and finding new clients. As sales workers gain experience they may be shifted to increasingly large territories or more difficult types of customers. In some organizations, experienced sales workers narrow their focus. For example, an office equipment sales representative may work solely on government contracts.

Advancement to management positions, such as regional or district manager, also is possible. Some representatives, however, choose to remain in basic sales. Because of commissions, they often earn more money than their managers do, and many enjoy being in the field and working directly with their customers.

A small number of representatives decide to become manufacturers' agents, or self-employed salespeople who handle products for various organizations. Agents perform many of the same functions as sales representatives but usually on a more modest scale.

Door-to-door sales workers also have advancement possibilities. Some are promoted to supervisory roles and recruit, train, and manage new members of the sales force. Others become area, branch, or district managers. Many managers of direct selling firms began as door-to-door sales workers.