Sales representative Job Information | National Careers Service

The work

As a sales representative, you would often specialise in selling within a particular industry, such as pharmaceuticals, consumer goods or engineering components. Depending on your product market, your customers might be wholesalers, shops, businesses or individuals within your specific 'patch'.

Your key tasks as a sales representative would include:

• keeping in contact with existing customers in person and by telephone
• making appointments to meet new and existing customers
• agreeing sales, prices, contracts and payments
• meeting sales targets
• promoting new products and any special deals
• advising customers about delivery schedules and after-sales service
• recording orders and sending details to the sales office
• understanding your customers’ needs
• reporting sales trends to your employer.

You may be known by alternative job titles such as sales executive. If you were selling specialist products to businesses in the scientific, technical or engineering industries, you would often be known as a sales engineer or technical sales rep.

Hours

You may be able to choose your working hours to a certain extent, as long as you meet your sales targets. However, your appointment schedule and travelling time could mean that you need to put in long hours.

You would often cover a wide geographical area and spend a lot of time driving to visit customers. When not on the road, you could be based in a local or regional sales office, or you could work from home. Some jobs may involve travel abroad if your company sells to overseas customers.

Income

Many companies offer a basic salary plus commission which may be based on meeting targets, although some sales reps earn commission only.

Job adverts usually show the potential total salary including commission, known as 'on-target earnings' or OTE.

Basic starting salaries can be between £15,000 and £20,000 a year, plus commission. With experience this can rise to between £35,000 and £40,000. Top salaries can reach £100,000 or more.

Commission can greatly increase earnings. Salaries may also include company car, petrol allowance and bonus schemes.

Figures are intended as a guideline only.

Entry requirements

Employers will expect a good standard of general education, but they are often more interested in your sales skills and track record than your formal qualifications. The main exception to this is technical or pharmaceutical sales, where you are more likely to need qualifications and experience in the relevant area (such as engineering, science or IT).

You could also become a sales rep after starting as an administrator in a sales office. For this route, you may have an advantage if you have previous experience in retail or customer service.

If you are new to sales, you may find it useful to take an introductory qualification such as the Institute of Sales and Marketing Management (ISMM) Level 1 Award in Basic Sales Skills or Level 2 Award and Certificate in Sales and Marketing.

You may be able to get into sales work through an Apprenticeship scheme. The range of Apprenticeships available in your area will depend on the local jobs market and the types of skills employers need from their workers. To find out more, visit the Apprenticeships website.

• Apprenticeships

A driving licence is essential for most jobs.

Training and development

Most employers provide in-house training on their products and sales administration systems. They may also offer training in general sales skills, although you will mainly develop these on the job.

Your training may include the chance to achieve work-based NVQs at levels 2, 3 and 4 in Sales.

You may also be able to gain qualifications from professional bodies such as the Institute of Sales and Marketing Management (ISMM), the Managing and Marketing Sales Association (MAMSA) or the Chartered Institute of Marketing (CIM). Qualifications include:

• ISMM Level 3 Award, Certificate and Diploma in Advanced Sales and Marketing
• ISMM Level 5 Award, Certificate and Diploma in Account Management or Sales Management
• MAMSA Standard Diploma in Salesmanship
• MAMSA Advanced Diploma in Sales Management
• CIM Certificate in Professional Sales Practice.

You can study for these qualifications by distance learning, and also face-to-face at some colleges and training centres. Contact the relevant body for more details about courses.

Skills and knowledge

To be a sales representative you should have:

• excellent sales and negotiation skills
• good communication and ‘people skills'
• confidence, motivation and determination
• the ability to work well on your own and also as part of a team
• good organisational and time management skills
• the ability to deal with rejection
• attention to detail
• the ability to develop in-depth knowledge about your products and markets
• good business sense and a professional manner.

More information

Institute of Sales and Marketing Management (ISMM)
Harrier Court
Lower Woodside
Bedfordshire
LU1 4DQ
Tel: 01582 840001
www.ismm.co.uk

Managing and Marketing Sales Association (MAMSA)
PO Box 11
Sandbach
Cheshire
CW11 3GE
Tel: 01270 526339
www.mamsasbp.org.uk

Chartered Institute of Marketing (CIM)
Moor Hall
Cookham
Maidenhead
Berkshire
SL6 9QH
Tel: 01628 427120
www.cim.co.uk

Opportunities

Jobs may be advertised in the local and national press, publications for a particular industry, in Jobcentre Plus and recruitment agencies.

With experience and a good track record, you could progress to a larger sales territory or more important accounts. You could also be promoted to sales team leader, or area or national sales manager.

You may find the following useful for job vacancies and general reading (links open in new window):

• ISMM Careersite
• Modern Selling
• Sales Work
• Sales Magazine