Sales Representative
Sales representatives find customers, explain products or services, and close sales for businesses, from retail to insurance to business-to-business accounts.
What does a sales representative do?
Sales representatives connect customers with products and services that meet their needs. Some sell to businesses, others to consumers. Inside sales happens by phone and video; outside sales involves visiting clients. Pay is often partly or mostly based on commission. Experienced workers often do well because relationships, trust and industry knowledge drive sales.
Typical responsibilities
- Find and contact potential customers
- Learn what customers need and recommend solutions
- Explain features, pricing and terms
- Prepare quotes and close sales
- Follow up and keep long-term customer relationships
- Track activity in a customer database
Skills and qualifications
Useful skills
- Building relationships and trust
- Listening and asking good questions
- Persistence and handling rejection
- Product and industry knowledge
- Comfort with customer-tracking software
Common qualifications
- Requirements vary widely; many roles value experience over formal education
- Technical or scientific products may require a related degree
- Insurance and real estate sales require a state license; requirements vary by state
- Selling securities requires registration and exams
Working conditions
- Where the work happens
- Offices, home offices, retail floors or travel to client sites. Income can depend on results and vary month to month.
- Remote work
- Sometimes available, depending on the employer. Remote sales jobs
- Part-time work
- Sometimes available, depending on the employer. Part-time sales jobs
- Pay
- Pay varies by employer and location, and we don't estimate it. Current listings that state pay show it on each job. For national figures, see the U.S. Bureau of Labor Statistics (opens in a new tab).
How to get started
- Choose an industry you already understand; your knowledge and contacts are your biggest advantage.
- Ask how pay works in each role: salary, commission or both, and whether there is a draw.
- If you are interested in insurance or real estate, look up your state's licensing steps; requirements vary by state.
- Practice explaining your past results in specific terms, such as accounts kept or customers helped.
- Be cautious of sales roles that require you to buy inventory or pay to join; these are often not real jobs.
Experience that transfers
- Customer service: Listening to needs and solving problems are the foundation of selling.
- Retail: You already know products, customers and how to close a sale.
- Healthcare, engineering or trades: Industry insiders can sell technical products credibly.
- Teaching: Explaining clearly and persuading are daily teaching skills.
Frequently asked questions
Is commission-only sales risky?
It can be. Commission-only roles pay nothing if you make no sales, and some are not real jobs at all. Ask how long new representatives usually take to make their first sale and whether there is any base pay or draw. Never pay to start a sales job or buy inventory you have to resell.
Can I do sales part-time?
Some sales roles are part-time, especially in retail, seasonal sales and some independent agent work. Business-to-business sales roles are more often full-time. Ask about expected hours and targets before accepting.
Do I need a license to sell insurance?
Yes, selling insurance requires a state license, and requirements vary by state. Licensing typically involves pre-licensing education and an exam. Your state insurance department explains the steps. Some employers help new agents get licensed.