Salesperson

Introduction

Salespeople sell goods and services to individuals and to businesses. They may work in shops and in offices or they may travel around to meet different clients.

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Work Activities

A salesperson is anyone who is employed to sell things to people or to business. The kinds of things that salespeople sell include goods - like clothes, cars, double-glazing, holidays, computer systems and even things like ships - and services - such as advertising and financial assistance. Sales people work in shops and in offices as well as travelling around to meet people in their homes or at their businesses.

Salespeople working in shops are usually known as shop or retail assistants. They help customers choose products to buy. They also keep shelves and display areas stocked and take payment from customers.

Salespeople working in offices usually sell to customers by using the telephone. They sell all kinds of things, from advertising space in newspapers to double-glazing. They may have to find new customers by 'cold-calling'. That is, telephoning people who haven't used the company's services before and telling them about the services.

Travelling salespeople - people who travel around in cars or on foot - may make appointments to see people or may just turn up in the hope of seeing someone. They sell to customers at home and also to industry.

Whatever type of selling is involved, sales people usually specialise in one product/service or type of product/service. They develop an extensive knowledge of the product/service they are selling.

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Personal Qualities and Skills

For any sales role you need to be confident, enthusiastic, friendly and outgoing. Numeracy skills are useful and it is important to speak clearly. You must be able to get on with people.

If you are selling by telephone or by meeting people in their own homes or offices you will need to be patient, persuasive and resilient. You may talk to customers many times (sometimes over weeks, months and even years) and they may still not buy what you are selling.

You should also be well organised and capable of dealing with paperwork.

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Pay and Opportunities

Salaries for salespersons vary widely depending on the type of sales, employer and basis for pay; some receive a salary, some are paid on a commission-only basis and some receive a mixture: a relatively low base salary plus a commission which depends on the successful selling.

The pay rates given below are approximate.

At the highest end, insurance salespeople (financial advisers) can earn in the range of £18,500 - £23,000 a year, rising to £30,000 - £40,000 a year. Higher earners can make around £63,000 a year, and some make more.

At the lower end, retail assistants can earn in the range of £9,500 - £10,500 a year, rising to £13,000 - £16,000. Higher earners can make around £24,000 a year.

Many sales jobs involve working a 39-hour week, Monday to Friday. Shift work and weekend work may be a feature of some jobs. Sometimes working hours are not specified or are flexible, and salespersons arrange their hours to meet sales targets.

The growth in mail order and in internet selling has cut the number of jobs in door-to-door sales, but selling opportunities of various kinds exist throughout the UK and in other countries. Employers are firms in all business sectors, in retail, wholesale and manufacturing enterprises.

Some salespeople are self-employed.

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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 entrants have experience of work that involved dealing with the public, telephone work and customer care.

Modern Apprenticeships may be available in some areas.

Relevant distance learning courses are available from the National School of Salesmanship (diploma in Professional Sales Technique), and RRC Business Training (The Institute of Sales and Marketing Management; certificate, advanced certificate and diploma in Sales Marketing).

• 19% of salespeople are self-employed.
• 23% work part-time.
• 6% have flexible hours.
• 2% 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.