| Education Required |  | The background needed for sales jobs varies by product line and market. The number of college graduates has increased, and the job requirements have become more technical and analytical. Most firms now emphasize a strong educational background. Nevertheless, many employers still hire individuals with previous sales experience who do not have a college degree. For some consumer products, other factors such as sales ability, personality, and familiarity with brands are as important as a degree. On the other hand, firms selling industrial products often require a degree in science or engineering in addition to some sales experience. In general, companies are looking for the best and brightest individuals who have the personality and desire to sell. Many companies have formal training programs for beginning sales representatives, lasting up to two 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 the 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.
Some sales representatives complete certification courses to become Certified Professional Manufacturers Representatives (CPMRs). New workers may be trained by accompanying experienced workers on their sales calls. As they gain familiarity with the firms products and clients, these workers are given increasing responsibility until they are eventually assigned their own territory. As businesses experience greater competition, increased pressure is placed on sales representatives to produce faster. These workers stay abreast of new merchandise and the changing needs of their customers in a variety of ways. They attend trade shows where new products and technologies are showcased. They also attend conferences and conventions to meet other sales representatives and clients and discuss new product developments. In addition, the entire sales force may participate in company-sponsored meetings to review sales performance, product development, sales goals, and profitability. Those who want to become manufacturers and wholesale sales representatives should be goal-oriented, 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. These workers are on their feet for long periods and may carry heavy sample cases, which necessitates some physical stamina. They should also enjoy traveling. Sales representatives spend much of their time visiting current and prospective clients. Promotion frequently 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 sales supervisor or district manager. 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. |
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| Recommended High School Courses | | Mathematics, English, Communications |
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| Postsecondary Instructional Programs | | |
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| Certification and Licensing | | None |
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