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Occupational Outlook Handbook | All Occupations

Sales and related occupations

Quick Stats | Earnings Graph | Area and Industry Statistics | Demographics | Race and Ethnic Distribution | Census Statistics | Fatalities
  • Advertising Sales Agents
    • Overall earnings are higher than average but can vary considerably because they are usually based on a salary plus performance-based commissions and bonuses.
    • Pressure to meet monthly sales quotas can be stressful.
  • Cashiers
    • Cashiers are trained on the job; this occupation provides opportunities for many young people with no previous work experience.
    • Nearly one-half of all cashiers work part time.
    • Despite projected slower-than-average employment growth, good employment opportunities are expected because of the large number of workers who leave this occupation each year.
    • Many cashiers start at minimum wage.
  • Counter and Rental Clerks
    • Jobs primarily are entry level and require little or no experience and minimal formal education.
    • Faster-than-average employment growth is expected as businesses strive to improve customer service.
    • Part-time employment opportunities should be plentiful.
  • Demonstrators, Product Promoters, and Models
    • Job openings should be plentiful for demonstrators and product promoters, but keen competition is expected for modeling jobs.
    • Most jobs are part time or have variable work schedules, and many jobs require frequent travel.
    • Formal training and education requirements are limited.
  • Insurance Sales Agents
    • Agents increasingly offer comprehensive financial planning services, including retirement and estate planning; as a result, in addition to offering insurance policies, agents sell mutual funds, annuities, and securities.
    • Agents must obtain a license in the States where they plan to do their selling.
    • Despite slower than average growth, job opportunities should be good for college graduates who have sales ability, excellent interpersonal skills, and expertise in a wide range of insurance and financial services.
    • Successful agents often have high earnings, but many beginning agents fail to earn enough from commissions to meet their income goals and eventually transfer to other careers.
  • Real Estate Brokers and Sales Agents
    • Real estate brokers and sales agents often work evenings and weekends and usually are on call to suit the needs of clients.
    • A license is required in every State and the District of Columbia.
    • Although gaining a job may be relatively easy, beginning workers may face competition from well-established, more experienced agents and brokers in obtaining listings and in closing an adequate number of sales.
    • Employment is sensitive to swings in the economy, especially interest rates; during periods of declining economic activity and increasing interest rates, the volume of sales and the resulting demand for sales workers fall.
  • Retail Salespersons
    • Good employment opportunities are expected because of the need to replace the large number of workers who leave the occupation each year.
    • Most salespersons work evenings and weekends, particularly during sales and other peak retail periods.
    • Employers look for people who enjoy working with others and who have tact, patience, an interest in sales work, a neat appearance, and the ability to communicate clearly.
  • Sales Engineers
    • A bachelor's degree in engineering typically is required; many sales engineers have previous work experience in an engineering specialty.
    • Projected employment growth stems from the increasing number and technical nature of products and services to be sold.
    • More job opportunities are expected in independent sales agencies.
    • Earnings are based on a combination of salary and commissions.
  • Sales Representatives, Wholesale and Manufacturing
    • Employment opportunities will be best for those with a college degree, the appropriate knowledge or technical expertise, and the personal traits necessary for successful selling.
      • Job prospects for wholesale sales representatives will be better than those for manufacturing sales representatives, particularly in small firms.
    • Earnings of sales representatives usually are based on a combination of salary and commissions.
  • Sales Worker Supervisors
    • Overall employment is projected to grow more slowly than average; the number of self-employed sales worker supervisors is expected to decline.
    • Applicants with retail experience should have the best job opportunities.
    • In many retail establishments, managers are promoted from within the company; a postsecondary degree may speed a sales worker supervisor's advancement into management.
    • Long, irregular hours, including evenings and weekends, are common.
  • Securities, Commodities, and Financial Services Sales Agents
    • A college degree, sales ability, good interpersonal and communication skills, and a strong desire to succeed are important qualifications.
    • Securities and commodities sales agents must pass licensing exams.
    • Competition for entry-level jobs usually is keen, especially in larger firms; opportunities should be better in smaller firms.
    • Turnover is high for beginning agents, who often are unable to establish a sizable clientele; once established, securities and commodities sales agents have a very strong attachment to their occupation because of their high earnings and considerable investment in training.
  • Travel Agents
    • Travel benefits, such as reduced rates for transportation and lodging, attract many people to this occupation.
    • Training at a postsecondary vocational school, college, or university is increasingly important.
    • Travel agents increasingly specialize in specific destinations or type of travel or traveler.
    • Keen competition for jobs is expected.

Quick Stats

Sales representatives, services, all other

source: Employment Matrix; about this section

Earnings Graph

National Average and Percentile Annual Earnings, May 2005

Metropolitan area and State estimates.

source: Occupational Employment Statistics Program; about this section

Area and Industry Statistics

May 2005 Mean Annual Earnings and Employment, wage and salary workers

Sales and related occupations
— National
U.S.: $32,800
— by State
AL: $27,570
AK: $29,560
AZ: $31,090
AR: $25,850
CA: $36,100
CO: $35,320
CT: $40,460
DE: $32,120
DC: $37,480
FL: $33,530
GA: $31,310
HI: $28,610
ID: $27,050
IL: $34,860
IN: $30,130
IA: $28,040
KS: $31,210
KY: $27,520
LA: $25,340
ME: $28,480
MD: $31,890
MA: $38,110
MI: $32,170
MN: $35,510
MS: $23,310
MO: $31,100
MT: $24,740
NE: $28,710
NV: $29,890
NH: $32,580
NJ: $39,050
NM: n.a.
NY: $39,010
NC: $30,330
ND: $26,040
OH: $31,590
OK: $25,640
OR: $33,600
PA: $31,400
RI: $30,900
SC: $26,950
SD: $26,820
TN: $29,490
TX: $31,440
UT: $29,870
VT: $29,560
VA: $31,940
WA: $36,320
WV: $23,830
WI: $32,910
WY: $25,050
GU: $19,270
PR: $18,170
VI: $22,170
— by NAICS Industry Sector
11 $49,720
21 $59,150
22 $51,880
23 $53,770
31-33 $55,570
42 $55,620
44-45 $23,360
48-49 $49,330
51 $46,660
52 $64,710
53 $35,420
54 $55,530
55 $52,430
56 $31,670
61 $31,670
62 $34,400
71 $22,400
72 $18,500
81 $26,690
92 $29,590
Also see State and Metropolitan Area and industry estimates of employment and percentile earnings for sales and related occupations.
Sales representatives, services, all other
— National
U.S.: $54,230
— by State
AL: $39,960
AK: $42,150
AZ: $47,310
AR: $41,600
CA: $57,260
CO: $54,910
CT: $72,020
DE: $52,960
DC: $64,680
FL: $51,530
GA: $53,890
HI: $51,810
ID: $36,070
IL: $57,410
IN: $49,290
IA: $42,300
KS: $54,120
KY: $43,280
LA: $34,600
ME: $50,460
MD: $58,780
MA: $62,190
MI: $53,460
MN: $57,590
MS: $44,000
MO: $49,570
MT: $42,200
NE: $43,960
NV: $43,910
NH: $51,280
NJ: $64,070
NY: $56,080
NC: $50,820
ND: n.a.
OH: $49,540
OK: $32,670
OR: $44,830
PA: $58,390
RI: $44,970
SC: $40,640
TN: $48,450
TX: $53,780
UT: $45,380
VT: $47,530
VA: $58,920
WA: $55,250
WV: $41,930
WI: $56,180
WY: $51,110
GU: $30,420
PR: $25,510
— by NAICS Industry Sector
11 $46,130
21 $50,800
22 $60,840
23 $56,450
31-33 $55,740
42 $56,850
44-45 $48,750
48-49 $57,360
51 $53,640
52 $54,180
53 $55,540
54 $63,940
55 $57,510
56 $48,810
61 $53,240
62 $49,990
71 $37,170
72 $44,620
81 $44,700
92 $46,340
Also see State and Metropolitan Area and industry estimates of employment and percentile earnings for sales representatives, services, all other.

Width of bars indicates mean annual wages; color of bars indicates employment.

source: Occupational Employment Statistics Program; about this section

Demographics

Sales and related occupations

  • Employed persons, 2004
    • Employed persons:
    15,983,000    		Percent of total
    WomenMenBlackAsianHispanic
    49.3% 50.7% 9.0% 4.2% 10.3%
  • Full-time wage and salary workers, 2004
     EmploymentMedian weekly earnings
    $W/M ratio
    Women
    (emp.) (earn.)    		 4,422,000$4640.621
    Men
    (emp.) (earn.)    		 5,562,000$747
    All workers
    (emp.) (earn.)    		 9,984,000$604 

Sales representatives, services, all other

source: Current Population Survey; about this section

Race and Ethnic Distribution

Employed persons by occupation, race, Hispanic or Latino ethnicity, and sex (Percent distribution), 2004

OccupationPercent distribution: Race, ethnicity, and sex
sexTotalWhiteBlackAsianHisp.
Sales and
related occupations		T 11.5% 11.8% 9.6% 11.3% 9.2%
W 12.2% 12.4% 10.6% 11.5% 12.3%
M 10.9% 11.2% 8.4% 11.1% 7.2%

source: Current Population Survey; about this section

Census Statistics

1999 employment and earnings distribution, year-round full-time workers

Sales representatives, services, all other

 Percentile earnings distribution
10th25th50th75th90th
All workers
employment: 433,010
average earnings: $59,000		$20,000$30,000$44,000$70,000$110,000
Men
employment: 298,380
average earnings: $59,000		$21,000$32,000$50,000$75,000$120,000
Women
employment: 134,640
average earnings: $47,000		$16,000$25,000$36,000$55,000$85,000

source: Bureau of the Census; about this section

Fatalities

2004 Fatal occupational injuries by occupation and event or exposure

OccupationFatalities: Event or exposure
TotalTran.Viol.Cont.FallsExpo.Fires
Supervisors, sales workers 156 18 109 8 15 4-
Sales representatives, services 21 15 4----
Miscellaneous sales representatives, services 7 6-----
Other sales and related workers 40 25 9 3---
Sales and related workers, all other 4------

source: Injuries, Illnesses, and Fatalities Program; about this section

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