Sales Representative

Also known as:

Representative, Sales

Introduction

Sales representatives sell goods or services to customers on behalf of manufacturers or wholesalers. They may travel around a particular area, visiting existing or potential customers to make sales presentations, negotiate sales and discuss after sales service.

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Work Activities

Sales representatives (reps) work in industry and commerce to sell a wide variety of goods and services. These could range from industrial machinery to soft toys.

The popular image of the job is that of the double glazing salesperson knocking on doors at random; this is known as 'direct selling'. 'Cold calling' is where a sales rep visits or telephones possible customers without having made prior contact.

'Credit trading' is where a sales rep calls on potential customers with catalogues and samples of merchandise. The rep attempts to sell goods on credit (paid for in instalments) rather than in one lump sum payment. Sometimes a rep will leave a catalogue with customers and return a few days later to take back the catalogue along with any orders.

Sometimes a rep will follow up a customer's enquiry made by letter, telephone or email, perhaps ringing the customer personally to arrange a visit.

'Indirect selling', by contrast, involves selling to retail outlets and industrial users of products and services. Many employers give sales reps responsibility for specific geographical areas, renewing accounts with existing customers while at the same time developing new business contacts.

There is considerable variety in the work. Sales reps come into daily contact with a wide range of potential customers, and they usually have the freedom to organise their own work. However, they must meet weekly or monthly sales targets that are agreed with their sales manager.

Sales representatives usually now record details of sales on laptop computers which also may generate automatic re-ordering of some goods for regular customers.

The work may involve travelling considerable distances to visit clients, with short stays away from home.

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Personal Qualities and Skills

Sales reps need to be confident, enthusiastic and ambitious. You should be well-organised, self-motivated, and prepared to plan your own work and deal with paperwork. You will often have to cope with working under pressure in order to meet sales targets and gain commission.

As a sales rep, you will need good communication skills, a clear speaking voice, and a friendly, persuasive manner.

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Pay and Opportunities

The pay rates given below are approximate.

Sales representatives earn in the range of £15,000 - £20,000 a year, rising to £27,000 - £36,000. Higher earners can make around £46,500 a year.

Of the different types of representatives, technical sales representatives tend to earn more. Salary packages may include performance pay and a company car. However, some sales representatives work entirely on a commission only basis, only being paid for what they sell.

Sales representatives usually work a basic 39-40 hour week. However, they frequently work longer hours, perhaps to complete paperwork at home in the evening.

Employers throughout the UK are a wide range of firms in all sectors of industry and commerce. There are some opportunities for freelance work as a sales representative for certain companies.

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Adult Opportunities

It is now illegal for any organisation to set age limits for entry to employment, education or training, unless they can show there is a real need to have these limits.

Some representatives have developed relevant skills in sales, or have specific technical or scientific knowledge.

Relevant distance learning courses are available from The Institute of Sales and Marketing Management: (Certificate, Advanced Certificate and Diploma in Strategic Sales), and International Correspondence Schools (Selling and Sales Management).

• 12% of people in occupations such as sales representative are self-employed.
• 11% work part-time.
• 6% have flexible hours.
• 1% of employees work on a temporary basis.

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New Developments

Some people working in this occupation may be involved in the green jobs sector in areas such as renewable energy.