RETAIL SALESPERSONS California Occupational Guide Number 536 Interest Area 8 1997
THE JOB
No matter what is being sold, the main job of RETAIL SALESPERSONS is to get the customer interested by describing the merchandise and showing how it is used, as well as showing the different models, sizes, colors, etc. They must be able to size up what a customer wants or needs quickly and politely, using their knowledge of the merchandise. Salespersons may make out sales checks, take cash and credit card payments, and give change and receipts. They may handle returns and exchanges and keep work areas neat. More stores are installing computer terminals that register sales, adjust inventory figures, and do simple calculations. This equipment makes the employee's work simpler and lets them concentrate on customer service.
Salespersons may help order merchandise, stock shelves or racks, mark price tags, take inventory and prepare displays. In jobs selling things such as food, hardware, linens and housewares, Salespersons usually only take payments and bag purchases.
WORKING CONDITIONS
Most Salespersons work in clean, comfortable, well-lit retail stores or showrooms. Some Salespersons (for example Car Salespersons) may spend all or part of the working day outdoors, depending on the items sold. Salespersons are on their feet a lot. Often, they must bend, lift, and stretch in order to arrange, store, or display merchandise.
A medium amount of stamina, strength, and flexibility is often needed. Door- to-door salespersons have to be able to walk long distances and must sometimes put up with bad weather to meet their customers. Salespersons will sometimes have to deal with impatient, rude, and other difficult customers. They should have tact, patience, and be able to deal with this sort of thing peacefully in order to make a sale or handle a complaint or return.
EMPLOYMENT OUTLOOK
The California Projections of Employment, published by the Labor Market Information Division of the Employment Development Department, estimates that the number of Retail Salespersons in California will reach 511,830 by 2005, an increase in new jobs of 109,020 over the number there was in 1993. There will also be an estimated 159,210 job openings due to people retiring or leaving the occupation. Added to the 109,020 new jobs expected, this makes for an estimated total of 268,230 job opportunities through 2005.
(These figures do not include self-employment nor openings due to turnover.)
The expected growth for Retail Salespersons reflects the needs and wants of California's growing population. There is a high turnover rate in the occupation. The turnover creates many job vacancies. The retail sales industry has been a good source of job opportunities for the high school graduate with not much work experience. It should continue to be full of opportunity, given the size of the industry and its rate of turnover.
WAGES, HOURS, AND FRINGE BENEFITS
Earnings for Retail Salespersons have a wide range, going from minimum wage to $50,000 per year or more. Some Salespersons are paid a regular and fixed salary, while many earn a combination of salary and commission. The amount of money Salespersons can earn is depends a lot on the real value or popularity of the merchandise they sell. Salespersons working for an elegant jewelry shop can naturally expect to earn more than those working in a cut-rate or discount department store. On the other hand, hard work and a lot of sales can make for good earnings in almost any work situation, particularly when working for a combination of salary plus commission.
Many sales positions are part-time only with schedules of 20-35 hours per week. These employees are on duty during peak selling hours, including evenings and weekends. Because weekends are busy days in retailing, almost all employees work at least one of these days and have a weekday off. Friday and Saturday are usually the busiest sales days of the week.
There aren't many employee benefits in smaller stores, but many retail outfits offer employees (and sometimes their family members) a discount of as much as 10-25 percent on the goods in stock. Large department stores and retail chains offer life insurance policies, and health and pension plans.
ENTRANCE REQUIREMENTS AND TRAINING
For most sales jobs, no specific training is needed. Some sales jobs do require detailed knowledge of the product, and perhaps, as is the case with some furniture, antiques, or art work, a knowledge of the history of the item. Some sales positions require a specific expertise, such as carpentry for tool sales, or interior design for furniture sales. However, the average beginning sales job will require no more than a high-school education, good verbal communication skills, an out-going and courteous disposition, cleanliness, neatness of dress and grooming, and practical math. Salespersons may receive on-the-job training on sales techniques, store policies, how to record sales, and classes on the store operations.
ADVANCEMENT
Promotions are possible into manager positions, such as assistant manager, department manager, or regional sales manager, but a college education is important for these positions. Large retail businesses generally prefer to hire college graduates as management trainees. There aren't many opportunities for promotion in small stores, where one person, often the owner, does most of the managerial work. Though not a promotion, some salespersons earn enough to become store or franchise owners or partners.
FINDING THE JOB
Most beginning jobs are filled from applications made directly to the retail stores. Job announcements for salespeople can be found in the classified ad section of most newspapers, or by visiting a Job Service office of the California Employment Development Department. College graduates can apply to stores through their campus placement office, since many major retail stores and chains recruit on campuses for their management trainee positions. Retail outlet shopping centers provide another good way to enter the retail sales industry
The months of November and December are usually the busiest for the retail trade industry, and many temporary hires occur during that time. Although people are often hired on as a "temporary", retail's high turnover rate makes it likely that permanent positions will become available. Different products have different peak sales seasons (for example, summer for garden supplies, and winter for wood-burning stoves and ski equipment), when a job seeker's chance to be hired is better in those sales areas.
ADDITIONAL SOURCES OF INFORMATION
National Retail Merchants Association 100 W. 31st Street New York, NY 10001
Professional Salespersons of America 3801 Monaco N.E. Albuquerque, NM 87111
RELATED OCCUPATIONAL GUIDES
Buyers No. 118 Retail Store Managers No. 242 Food Products Sales Representatives No. 285 Manufacturers' Sales Representatives No. 542
OCCUPATIONAL CODE REFERENCES
DOT (Dictionary of Occupational Titles, 4th ed., Rev. 1) Sales 250.000-000 through 290.000-000
OES (Occupational Employment Statistics) System Vehicle Salespersons-Retail 490111 Salespersons-Retail (Non-Vehicle) 490112
Source: State of California, Employment Development Department,
Labor Market Information Division, Information Services Group,
(916) 262-2162.
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