Sales Representatives

Employers

In the United States, more than 1.7 million people work as manufacturer's and wholesale sales representatives. Around 321,000 work with technical and scientific products. Food, drugs, electrical goods, hardware, and clothing are among the most common products sold by sales representatives.

Starting Out

Firms looking for sales representatives sometimes list openings with high school and college career services offices, as well as with public and private employment agencies. In many areas, professional sales associations refer people to suitable openings. Contacting companies directly also is recommended. A list of manufacturers and wholesalers can be found in telephone books and industry directories, which are available at public libraries and online.

Although some high school graduates are hired for manufacturer's or wholesale sales jobs, many join a company in a nonselling position, such as office, stock, or shipping clerk. This experience allows an employee to learn about the company and its products. From there, he or she eventually may be promoted to a sales position.

Most new representatives complete a training period before receiving a sales assignment. In some cases new salespeople rotate through several departments of an organization to gain a broad exposure to the company's products. Large companies often use formal training programs lasting two years or more, while small organizations frequently rely on supervised sales experience.

Direct selling is usually an easy field to enter. Direct sale companies advertise for available positions in newspapers, in sales workers' specialty magazines, and on television and radio. Many people enter direct selling through contacts they have had with other door-to-door sales workers. Most firms have district or area representatives who interview applicants and arrange the necessary training. Part-time positions in direct selling are common.