Over half of the services sales representatives work in firms providing business services, including computer and data processing, advertising, personnel supply, equipment rental and leasing, and mailing, reproduction, and stenographic services.
Training, Other Qualifications, and Advancement
Many employers require that services sales representative have a college degree, but requirements may vary, depending on the industry a particular company represents. Employers into market advertising services seek individuals with a college degree in advertising or marketing or a master's degree in business administration; companies that market educational services for individuals with an advanced degree in marketing or a Readfield. Many hotels seek graduates from college hotel administration programs, and companies that sell computer services or telephone systems prefer sales representatives with a background in computer science or engineering. College courses in business economics, communications, and marketing are helpful in maintaining other jobs as services sales representatives.
Employers may hire sales representatives with a diploma if they have a proven sales record. This is particular true for those who sell nontechnical services, such as linen supply, exterminating, laundry, or funeral services.
Many firms conduct intensive training programs for the sales representatives. A sound training program covers the history of the business, origin, development, and uses of the service, effective prospecting methods, presentation of the serve answering customer objections, creating customer demand, cling a sale, writing an order, company policies, and the use technical support personnel. Sales representatives also may attend seminars on a wide range of subjects given by outside or in house training institutions. These sessions acquaint them with services and products and help them maintain and up their sales techniques, and may include motivational or sensitivity training to make sales representatives more effective in dealing with people. They generally receive training in the use of neuters and communications technology in order to increase their productivity.
Very large companies often prefer to hire sales representatives directly out of college, while smaller companies often pre-to hire individuals with a proven sales record. Smaller nappies generally prefer not to incur the expense of providing mal training programs for their sales representatives.
In order to be successful, sales representatives should have pleasant, outgoing personality and good rapport with people. They must be highly motivated, well organized, and efficient. Grooming and a neat appearance are essential, as are self-diffidence, reliability, and the ability to communicate effectively. Sales representatives should be self-starters who have the ability work under pressure to meet sales goals.
Sales representatives who have good sales records and lead-tip ability may advance to supervisory and managerial positions. Frequent contact with business people in other firms provides sales workers with leads about job openings, enhancing job opportunities.
Job Outlook
Employment of services sales representatives, as a group, are expected to grow much faster than the average for all -through the years to come in response to growth of the services industries that employ them. However, the projected growth of titular services industries varies. Growth will be tempered in some industries due to downsizing of the sales force, as well as growing use of various technologies, such as voice mail, cell telephones, and laptop computers, that increase sales worker's productivity.
In addition to the jobs generated by this growth, job openings occur each year because of the need to replace sales workers who transfer to other occupations or leave the labor force. Each year, many sales representatives discover that they are unable to earn enough money and leave the occupation. Turnover is generally lighter among representatives who sell nontechnical services, as they have invested less time and effort in specialized training. Because of this turnover, job opportunities should be good.
Earnings of experienced sales representatives depend on performance. Successful sales representatives who establish a long customer base can earn more than managers in their firm. Sales representatives are paid in a variety of ways. Some get a straight salary; others are paid solely on a commission basic a percentage of the dollar value of their sales. Most firms use a combination of salary and commissions. Some services sales representatives receive a base salary plus incentive pay that can add 25 to 75 percent to the sales representative's base salary. In addition to the same benefits package received by other employees of the firm, outside sales representatives have expense accounts to cover meals and travel, and some drive a company car. Many employers offer bonuses, including vacation trips and prizes, for sales that exceed company quotas.
Because sales are affected by changing economic conditions and consumer and business expectations, earnings may fluctuate widely from year to year.
Related Occupations
Services sales representatives must have sales ability and knowledge of the service they sell. Workers in other occupations that require these skills include real estate agents, insurance agents, securities and financial services sales representatives, retail sales workers, manufacturers' and wholesale sales representatives, and travel agents.
