Career Guide for Retail Salespersons

Retail salespersons sell all varieties of goods and services. Turnover is high in this occupation, so opportunities are good for someone who wants to enter the profession.

In this free career guide, you will learn how to become a successful retail salesperson.

Retail Salesperson Summary

• Good employment opportunities are expected because of the need to replace the large number of workers who leave the occupation each year.
• Many salespersons work evenings and weekends, particularly during peak retail periods.
• Employers look for people who enjoy working with others and who have good communication skills, an interest in sales work, a neat appearance, and a courteous demeanor.
• Although advancement opportunities are limited, having a college degree or a great deal of experience may help retail salespersons move into management positions.

Working as a Retail Salesperson

Whether selling shoes, computer equipment, or automobiles, retail salespersons assist customers in finding what they are looking for. They also try to increase sales by describing a product’s features, demonstrating its uses, and promoting its value.

In addition to selling, many retail salespersons—especially those who work in department and apparel stores—conduct financial transactions with their customers. This usually involves receiving payments by cash, check, debit card, or credit card; operating cash registers; and bagging or packaging purchases. Depending on the hours they work, retail salespersons may have to open or close cash registers. This work may include counting the money in the register and separating charge slips, coupons, and exchange vouchers. Retail salespersons also may have to make deposits at a cash office. In addition, retail salespersons may help stock shelves or racks, arrange for mailing or delivery of purchases, mark price tags, take inventory, and prepare displays.

For some sales jobs, particularly those involving expensive and complex items, retail salespersons need special knowledge or skills. For example, salespersons who sell automobiles must be able to explain the features of various models, the manufacturers’ specifications, the types of options and financing available, and the details of associated warranties. In addition, all retail salespersons must recognize security risks and thefts and understand their organization’s procedure for handling such situations—procedures that may include notifying security guards or calling police.

Work environment. Most retail salespersons work in clean, comfortable, well-lit stores. However, they often stand for long periods and may need supervisory approval to leave the sales floor. They also may work outdoors if they sell items such as cars, plants, or lumber yard materials.

The Monday-through-Friday, 9-to-5 workweek is the exception rather than the rule for retail salespersons. Many salespersons work evenings and weekends, particularly during holidays and other peak sales periods. The end-of-year holiday season often is the busiest time, and as a result, many employers limit the use of vacation time between Thanksgiving and the beginning of January.

This occupation offers opportunities for both full-time and part-time work. About 34 percent of retail salespersons worked part time in 2008. Part-time opportunities may vary by setting, however, as many who sell big-ticket items are required to work full time.

Training, Other Qualifications, and Advancement

Retail salespersons typically learn their skills through on-the-job training. Although advancement opportunities are limited, having a college degree or a great deal of experience may help retail salespersons move into management positions.

Education and training. There usually are no formal education requirements for retail sales positions, but employers often prefer applicants with a high school diploma or its equivalent. This may be especially important for those who sell technical products or “big-ticket” items, such as electronics or automobiles. A college degree may be required for management trainee positions, especially in larger retail establishments.

Most retail salespersons receive on-the-job training, which usually lasts anywhere from a few days to a few months. In small stores, newly hired workers usually are trained by an experienced employee. In large stores, training programs are more formal and generally are conducted over several days. Topics often include customer service, security, the store’s policies and procedures, and cash register operation. Depending on the type of product they are selling, employees may be given additional specialized training. For example, those working in cosmetics receive instruction on the types of products the store offers and for whom the cosmetics would be most beneficial. Likewise, those who sell computers may be instructed in the technical differences between computer products. Because providing the best possible service to customers is a high priority for many employers, employees often are given periodic training to update and refine their skills.

Other qualifications. Employers look for people who enjoy working with others and who possess good communication skills. Employers also value workers who have the tact and patience to deal with difficult customers. Among other desirable characteristics are an interest in sales work, a neat appearance, and a courteous demeanor. The ability to speak more than one language may be helpful for employment in communities where people from various cultures live and shop. Before hiring a salesperson, some employers conduct a background check, especially for a job selling high-priced items.

Advancement. Opportunities for advancement vary. In some small establishments, advancement is limited because one person—often the owner—does most of the managerial work. In others, some salespersons can be promoted to assistant manager. Large retail businesses usually prefer to hire college graduates as management trainees, making a college education increasingly important. However, motivated and capable employees without college degrees still may advance to administrative or supervisory positions in large establishments.

As salespersons gain experience and seniority, they often move into positions with greater responsibility and may be given their choice of departments in which to work. This opportunity often means moving to areas with higher potential earnings and commissions. The highest earnings potential usually lies in selling “big-ticket” items—such as cars, jewelry, furniture, and electronic equipment—although doing so often requires extensive knowledge of the product and an excellent talent for persuasion.

Previous sales experience may be an asset when one is applying for positions with larger retailers or in nonretail industries, such as financial services, wholesale trade, or manufacturing.

Employment as a Retail Salesperson

Retail salespersons held about 4.5 million jobs in 2008. The largest employers were clothing and clothing accessories stores, department stores, building material and supplies dealers, motor vehicle and parts dealers, and general merchandise stores such as warehouse clubs and supercenters. In addition, about 156,500 retail salespersons were self-employed.

Because retail stores are found in every city and town, employment is distributed geographically in much the same way as the population.

Job Outlook

Employment is expected to grow about as fast as average. Due to the frequency with which people leave this occupation, job opportunities are expected to be good.

Employment change. Employment is expected to grow by 8 percent over the 2008–18 decade, about as fast as the average for all occupations. In addition, given the size of this occupation, about 374,700 new retail salesperson jobs will arise over the projections decade—more jobs than will be generated in almost any other occupation.

Employment growth among retail salespersons reflects rising retail sales stemming from a growing population. Many retail establishments will continue to expand in size and number, leading to new retail sales positions. Growth will be fastest in general merchandise stores, many of which sell a wide assortment of goods at low prices. As consumers continue to prefer these stores other establishments with higher prices, growth in this industry will be rapid. Employment of retail sales persons is expected to decline in department stores and automobile dealers as these industries see a reduction in store locations.

Despite the growing popularity of electronic commerce, the impact of online shopping on the employment of retail salespersons is expected to be minimal. Internet sales have not decreased the need for retail salespersons. Retail stores commonly use an online presence to complement their in-store sales, and many consumers prefer to buy merchandise in person. Retail salespersons will remain important in assisting customers, providing specialized service, and increasing customer satisfaction.

Job prospects. Employment opportunities for retail salespersons are expected to be good because of the need to replace the large number of workers who transfer to other occupations or leave the labor force each year. In addition, many new jobs will be created for retail salespersons as businesses seek to expand operations and enhance customer service. A substantial number of these openings should occur in warehouse clubs and supercenters as a result of strong growth among these establishments.

Opportunities for part-time work should be abundant, and demand is expected be strong for temporary workers during peak selling periods, such as the end-of-year holiday season between Thanksgiving and the beginning of January.

During economic downturns, sales volumes and the resulting demand for sales workers usually decline. Consequently, retail sales jobs generally are more susceptible to fluctuations in the economy than are many other occupations.

Projections Data

Projections data from the National Employment Matrix

Occupational Title	SOC Code	Employment, 2008	Projected Employment, 2018	Change, 2008-18
				Number	Percent
Retail salespersons	41-2031	4,489,200	4,863,900	374,700	8
NOTE: Data in this table are rounded.

Earnings for Retail Salesmen

Median hourly wages of wage-and-salary retail salespersons, including commissions, were $9.86 in May 2008. The middle 50 percent earned between $8.26 and $13.35 an hour. The lowest 10 percent earned less than $7.37, and the highest 10 percent earned more than $19.14 an hour. Median hourly wages in the industries employing the largest numbers of retail salespersons in May 2008 were as follows:

Many beginning or inexperienced workers earn the Federal minimum wage of $7.25 an hour, but many States set minimum wages higher than the Federal minimum. In areas where employers have difficulty attracting and retaining workers, wages tend to be higher than the legislated minimum.

Compensation systems can vary by type of establishment and merchandise sold. Salespersons receive hourly wages, commissions, or a combination of the two. Under a commission system, salespersons receive a percentage of the sales they make. This system offers sales workers the opportunity to increase their earnings considerably, but they may find that their earnings depend strongly on their ability to sell their product and on the ups and downs of the economy.

Benefits may be limited in smaller stores, but benefits in large establishments usually are considerable. In addition, nearly all salespersons are able to buy their store’s merchandise at a discount, with the savings depending on the type of merchandise. Also, to bolster revenue, employers may use incentive programs such as awards, bonuses, and profit-sharing plans to the sales staff.