Michigan Occupational Information System
 #107 - RETAIL SALES AGENT  

Retail Sales Agents sell merchandise to all kinds of customers using detailed knowledge of the specific characteristics of their merchandise.  

NATURE OF THE OCCUPATION

Retail Sales Agents may:

Contact customers in person, by telephone, or talk with persons who walk into a store or showroom  

Display merchandise, sometimes using samples or catalogs  

Demonstrate merchandise, emphasizing saleable features  

Instruct buyers in the use or operation of merchandise  

Estimate or quote prices, credit terms, and trade-ins  

Prepare forms and sales contracts  

Advise customers of product servicing and warranty  

Set up window displays and advertise posters  

Collect payment for products sold  

Keep records of sales transactions  

The tools and equipment used may include:

OCCUPATIONAL SPECIALTIES

Retail Sales Agents may specialize in these areas:

270.357-026 FLOOR COVERINGS SALESPERSONS display and sell floor coverings such as carpets, rugs, and linoleum, in department stores, specialty stores, or showrooms. They may go to homes or offices to measure floors.  

270.352-010 SEWING MACHINES SALESPERSONS may service sewing machines as well as demonstrate and sell them.  

270.357-022 CURTAINS AND DRAPERIES SALESPERSONS sell curtains, draperies, slipcovers, bedspreads, and yard goods from which these items may be made.  

270.357-030 FURNITURE SALESPERSONS sell furniture, beds, and mattresses in department or furniture stores.  

270.357-034 HOUSEHOLD APPLIANCE SALESPERSONS sell radios, television sets, and other household appliances to customers.  

273.357-034 TRAILER AND MOTOR HOME SALESPERSONS sell travel and camping trailers, motor homes, and truck campers to individuals.  

270.357-038 STEREO EQUIPMENT SALESPERSONS sell home-entertainment electronic sound equipment and parts.  

277.354-010 PIANO AND ORGAN SALESPERSONS demonstrate and sell pianos and organs.  

Other Retail Sales Agents may sell such specialty items as personal computers (PC's), peripheral equipment, and software; car telephones; cameras; or other products.  

In addition to learning about these specialties, you may also find it helpful to explore the following MOIScripts  

WORKING CONDITIONS AND REQUIREMENTS

Retail Sales Agents are in constant contact with customers and business associates. They are generally supervised by sales managers. Most Agents work indoors in clean, well lighted, air-conditioned salesrooms. However, they may be required to leave the salesroom in all types of weather to develop customer contacts or to demonstrate merchandise.  

Although the work of Retail Sales Agents is steady and year-round, seasonal fluctuations in buying activity may affect jobs in certain product lines.  

The number of hours and days per week that Retail Sales Agents work varies depending on the merchandise they sell and the operating hours of the retail outlet for which they work. However, most Retail Sales Agents average 38 to 40 hours per week. Their workweek generally includes evenings and Saturdays. Some Retail Sales Agents may work longer hours to meet with prospective buyers at a time convenient to the customer.  

Agents may have to provide their own transportation when visiting customers' homes or businesses, but they may be reimbursed for transportation costs.  

Some Sales Agents may join professional associations such as the Michigan Retailers Association and Sales and Marketing Executives International. Members must pay periodic fees.  

You Should Prefer:

• Having business contact with people  

• Communicating information about merchandise  

You Should Be Able To:

• Influence people's opinions or judgments  

• Evaluate information using personal judgment  

• Communicate well  

• Work under pressure during busy periods  

• Use basic mathematics  

• See details/recognize errors in numbers/spelling/punctuation  

• Deal effectively with people beyond giving and receiving instructions  

Math Problem You Should Be Able to Solve:

A retailer has yearly sales of $1.5 million. Inventory on January 1 is $600,00 (at cost). During the year, $1.5 million of merchandise (at cost) is purchased. The ending inventory is $880,000 (at cost). Operating costs are $100,000. Calculate the cost of goods sold and net profit, and set up a profit and loss statement.  

Reading Example You Should Be Able to Read and Comprehend:

The costs of unit pricing to retailers include calculations of per unit prices, printing of product labels, printing of shelf labels, and computer records. These costs are affected by the way prices are adhered, the number of items in a store subject to unit pricing, the frequency of price changes, sales volume, and the number of stores in a chain.  

Writing Example You Should Be Able to Produce:

Develop a checklist for coordinating a promotional plan.  

Thinking Skill You Should Be Able to Demonstrate:

Should be able to demonstrate excellent analytical skills, decision-making skills, and be detail oriented in learning about, assessing, and selling merchandise.  

Retail Sales Agents may be required to have previous selling experience. They may also have to be bonded (insurance against loss or damage caused by the employee). Those who must travel must have a valid driver's license.  

EDUCATION AND PREPARATION OPPORTUNITIES

NOTE: On-The-Job Training provided by the employer or a High School Diploma or Equivalent or a Certificate (Program of up to One years of study beyond high school) may qualify a person for this occupation.

The following education and preparation opportunities are helpful in preparing for occupations in the MOIScript:  

***SCHOOL SUBJECTS***

0600 BUSINESS , 0700 CAREERS , 0900 COMMUNICATIONS , 1000 COMPUTERS , 1100 ECONOMICS , 2200 MATH , 2800 PUBLIC SPEAKING

***VOCATIONAL EDUCATION PROGRAMS***

There are no Vocational Education Programs related to this MOIScript  

***POSTSECONDARY PROGRAMS***

155 SALES TRAINING

Programs in Sales Training provide opportunities to gain the knowledge and skills useful for employment selling insurance, real estate, or other products and services in a variety of different business settings. Individuals who teach retailing at the secondary school level must have a Michigan Teaching Certificate.  

Courses within this program will vary from school to school but may include:

                Search for a College and/or Instructional Program

***APPRENTICESHIP OPPORTUNITIES***

There are no Apprenticeships related to this MOIScript  

***MILITARY TRAINING PROGRAMS***

There are no Military Programs related to this MOIScript  

  E-Learning Courses and Programs

OPPORTUNITIES FOR EXPERIENCE AND METHODS OF ENTRY

Summer or part-time work as a sales clerk may be helpful experience. Related work-experience programs through community colleges may be useful. Postsecondary programs in sales training may offer opportunities for experience.  

School-to-Work opportunities include:

informal apprenticeships  

mentorships  

job shadowing experiences  

touring a local Retail Sales Agent employer  

internships  

volunteer work with a Retail Sales Agent employer  

community service work with an agency  

To find employment as a Retail Sales Agent, apply directly to employers such as television and appliance stores, furniture stores, computer stores, and large department stores. Assistance may be obtained from school placement offices and local offices of Michigan Works!. Newspaper want ads may list openings. In addition, you should access and search the Internet's on-line employment services sites such as:  

Michigan Talent Bank

Michigan Jobs & Career Portal

Classifieds Employment  

Yahoo! Careers

MONSTER.COM

You should also enter an electronic resume on these on-line services.

EARNINGS AND ADVANCEMENT

Some Retail Sales Agents are paid strictly on a commission basis. Others are paid a set salary plus commission. A few Retail Sales Agents are paid a standard salary with no sales commission. Therefore, earnings of most Retail Sales Agents depend on how much merchandise they sell. Factors affecting sales are selling experience and ability, type of merchandise sold, and location of the establishment. Sales Agents who depend primarily upon their income may find that their earnings are greatly affected by ups and downs in the economy.  

Nationally, median annual earnings of all Retail Sales Agents were $16,224 in 1998. Real estate representatives had an average salary of $35,516 in 1998. Inexperienced Retail Sales Agents generally begin at or near federal and state minimum wage ($5.15 per hour), but may add greatly to those earnings through sales commissions. Depending on the type of product sold, median annual salaries of Retail Sales Agents nationally in mid 1998 were:  

Retail Sales Agents in Michigan had salaries comparable to the above earnings. Depending on the employer, most Retail Sales Agents receive bonuses and discounts on merchandise; paid vacations and holidays; life, accident, disability, and hospitalization insurance; retirement plans; and sick pay. These benefits are usually paid for, at least in part, by the employers. Some employers may offer stock purchase or savings plans for salaried employees.  

Retail Sales Agents generally begin as trainees and advance after several days of classroom or on-the-job training. Advancement opportunities may depend on experience, advanced training, and managerial and selling ability. A possible career ladder for Retail Sales Agents may be: trainee, Retail Sales Agent, assistant sales manager, sales manager.  

EMPLOYMENT AND OUTLOOK

An estimated 745,800 Retail Sales Agents were employed nationally (1996). Employment in this occupation is expected to increase about as fast as the average for all occupations through the year 2006. The industry distribution for Retail Salespersons looked like this:  

Production of electronic games, personal digital assistants, and home computers has created a need for Retail Sales Agents who understand the operation and details of these and other new appliances. The overall outlook is for an expanding market in home appliances and a demand for qualified salespersons.  

Approximately 26,550 Retail Sales Agents are employed in Michigan. Employment was concentrated in urban areas.    

Employment of Retail Sales Agents in Michigan is expected to increase about as fast as the average for all occupations through the year 2005. Openings will occur as workers change jobs or occupations. Factors contributing to the employment of Retail Sales Agents include a growing population, rising personal incomes, longer store hours, growth in sales of complex consumer products such as compact disc players, camcorders, personal computers and software, and car telephones. However, the number of openings may vary with economic changes. Further, the availability of product information on the Internet both from manufacturers, as well as catalogue businesses, should effect employment opportunities for Retail Sales Agents. Considerable amounts of computer, audio and video equipment are being purchased through catalogues and mail order houses.  

MICHIGAN'S EMPLOYMENT OUTLOOK TO 2005  

SOURCES OF ADDITIONAL INFORMATION

Printed Occupational information is available upon written request from sources below.  

SUMMARY PROFILE

The occupation of Retail Sales Agent can be summarized by the following:

MOISCRIPTS are Copyright 2003, Michigan Department of Career Development