Sales and marketing representatives provide the personal contact with customers often needed to help them make a positive purchasing decision. Although the goal of advertising campaigns and promotions may be to pre-sell a product or service, it often takes a skilled salesperson to convince a buyer that a product or service is essential to their satisfaction.

Sales representatives are employed in a wide range of industries and are also known by job titles such as account executive, sales engineer, retail salesperson, or manufacturer’s agent. Work settings and responsibilities also vary. Some representatives sell products; others sell services. Some work on their employer’s premises; others work in assigned territories. Some sell directly to consumers; others sell to manufacturers, wholesale and retail establishments, government agencies, and other institutions.

Regardless of what they sell, sales representatives work for not only their employer, but also their customers. They identify what customers want to accomplish and help them meet their goals and objectives.

Persons interested in a sales career must keep in mind that employment opportunities and earnings fluctuate from year to year due to global competition, changing economic conditions, and consumer preferences.

In addition, increases in the variety of goods and services to be sold are often tempered by new efficiencies. Technologies such as voice and electronic mail, portable phones, and laptop computers have greatly enhanced worker productivity but have also impacted overall employment growth.

A successful sales career requires a persuasive, assertive, and pleasant personality that is not easily discouraged. Representatives also need high motivation, an abundance of energy, and a strong customer service ethic.

The most significant factor that defines a sales representative’s work conditions is whether he or she handles inside sales or outside sales. Representatives who handle inside sales--for example, at retail stores and auto dealerships--are usually confined to the sales floor and work shifts assigned by their employer. Outside sales representatives, on the other hand, enjoy a great deal of freedom. They set their own schedules and spend most of their time away from the office, traveling or meeting with clients.

Compensation methods vary significantly by the type of firm and product or service sold. Most employers use a combination of salary and commission or salary plus bonus. Commissions are usually based on the amount of sales, whereas bonuses may depend on individual performance, on the performance of all sales workers in the group or district, or on the company’s performance. Some companies also offer incentives such as free vacation trips or gifts for outstanding sales workers.