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Sales Cacc,mpastions. Bepri tea from the occupational- Outlook .ffanaliook- 978-79 Edition.

Bureau, of Labor Statistics 0014, WashingtonBull:- 1855-1378'242.1. PhotOgr p merit will sot reproduceweLlr Per related CE 017 756-797

ILhvirlAEL-13 FROM Sdperintendent of DocumentS. 'doy sent PrintingOffice, Washington, D.C. 20402 .(40.50 per reprint;58.00 for set of 112) .

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Employmeit Trends*. *Finance Occupations; InforshtionSources; Insurance Occupations; -Job Skills; JobTraining; merchandising; Merchants; .Notot Vehicles.;

. *Danceemail Information; Occupationdl Nobility;Promotion (occupational) ; Real Estate 'OcCgpations;R4tailing; Salaries; *Sales Occupations; Sales ,,...7workers; louriss; Wages; Wholesaling; WOrkErvironsert Or

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Focusing on sales occupations, this docunent is onein a series of forty-one reprints from the Occupational OutlookHandl:100k 'providing current`inforpation and eagoymint- projections forindividual occupttions and industries through 1985. ,The.sp4cificoccupations covered in this document include automobile safesworkers, hix-Yers, insurance agents/brokers, manufictureral sales.workers, real estate agen t afbrokers,- retail trade -saltisivorkersiroute drivers, securitie sales workers, travel agents, and wholesaletrade sales worgl'exsi 'libel following infOrmation is presented for- eachoccupation or occupational area: a code ;number referenced to the 'Dictionary of Occepational titles; a description of the nature of thewort; places of employment; training, other qualifications/ andat vanceme_nt ; employment outlook; earnings and working conditions; andsources of additional inforeration In addition. to the forty-onereprints covering individual occupations or occupational areas (OE017 75-7-797), a. companion--document (CE 017 750 presents employmentprojections for the total labor market and discusses the relationshipbetween lob prospects and education- (EML

*41* * ***OP* ** * * **tat* ************* ***** *********Reproductions supplied by EDRS are the best that can be made 41 '

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upsgional'Ou look liarnibooK.79 Edition.

U.S , Departrnsiit otLaborf Labor Statistics

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AUTOMOBILE SALESWORKERS

te, especially if they are over- erature on new models to custemersstocked that month. sales worker in order, to build repeat businees

erelly knotka what price the deal- Successful sales workers cannot*ill accept, but rio sale is final - simply wait for prospects to walk into

until the manager approves The terms the shewrbem. Instead, they Muttthe sales worker has offered.

o

develop and follow leads on proipec-

. The., final step of overcoming the rive customers, For example; theycustomers' hesitancy to buy and get- obtain names of prospects from MHO-

tihg the order (closing _the sale) is --elobile-teOsteetiell-teermils and from

difficult in any sales work: Closing is dealer sales, service, and finance sec-

especially difficult in automobile ords. They also can get leads fromsales because cars are the most ex- SO station oPereiers, parking lot at-

pensive purchase many people can tendants, and othhrs whose workmake. Siiice closing the sale fre- brings them into frequent contactcesently is difficult for beginners, ex- with car owners, After obtainingperienced sales workers or sales' their leads, sales workers may con-

tact prospects-by phone or mail.

Places of Employment

(D.O.T. 280.358)

. Nat Urts of the Work

Automobile sales workers are im-portant links between dealers and carbuyers. Most specialize in selling ei-ther new or used cars. Others, partic-ularly those employed in small deal-arable:, sell both.

Automobile sales workers spendmuch -a (heir time waiting on cus.tdmers in the showroom or used -carlot. Wh4n a customer enters theshowroom, they try to find out whatkind of car the customer wants byasking questions and encouraging thecustomer to talk about cars on die-play. For example, they may ask ifthe customer is interested primarilyin economy, or in a high-perform-ance automobile. Sales workers tem-phasize the points that please theircustomers in and effort to stimulatetheir willingness to buy. To demon-strate features, such as performance,ride, and handling, that a customer is1 }*jig for, sales-workers invite their

omers to test-drive the cMost people want to bargain over heprice of cars or the allowance theyget for their trade-ins, and some deal-ers expect their sales workers to ne-

.

managers oftedlend substance.Once the sale is made, the car mu

be registered with the State depart-Mena of motor .vehles 'and licenseplates must be obtained. Stiles work- About 130,000 persons worked as

era fill out the forms necessary for autOreehile sales waken i 1976-etc items, and if-customers desire, .New-car dealers employed bout

arrange for financing and insurance fotar-fifths of the total, and -car

as well. Finally, sales workers set u dealers emploied the rest. Dealer-

delivery date for the cars and answer iships vary greatly in size and eMploy-

y additional questions the custom: rnent. Many small used -car dealer-

ers may have ships employ only one sales worker,

SuCcessful sales workers always while some flew car dealerships erne

seek to develop customer loYalty and ploy more than 50 sales workers and

in this manner build repeat business. sell over a thousand cars a year.Automobile sales workers are ems-Therefore, following delivery, they

often contact customers to thank played throughout the cCuatry,them for their businem and to ask if Most, however, work in heavilythey are satisfied with the car. From populated areas. 7time to time, they alio may send lit- l

Training, Other Ouallflcatlone,and Advincerneet

The success obile solos wonors oftOn depends on Moir abilityrespect and trust of task coaloniors.

fi

Most beginners are trained on thejob, by sales managers and experi-enced sales workers, with the =vent

els of training dipending on the dealer.In Urge dealerships, beginners mayreceive ,several :days of classroomtraining to learn how to obtain leadson prospective customers, to makesales" Presentations, and to closesales, In addition, automobile manu-facturers often furnish' training man-uals and other educational materialCar sales workers to study on theirown. In almost every dealership,

te- and training from theirmss

receive contieuingguidmtmegirs, both on the job and at periodic sales meetings. They also mayattend the training programs auto-mobile manufacturers offer whenthey develop new sales campaignsthat they want their dealers to follow.,

gain th

a amid

re. Courses, in geg-in prticular.

kl nee in one'sk to 'Customers. Also

courses In contraerical arithmetic,rehandiehig. selling, business law,

and psychology can provide a goodbackground for this type of work.Previous sales experience or otherwork requiring contact with the pub-lic.is not required, but it is helpful.Mato persons in automobile sales,tot etample, previously were in fur-nie, appliance, or door-to-door

ee automobiles are a Major pur-dealers prefer sales workers

ahibit the maturity which caninspire customer confidence. As a re-sult, many employers prefer. appli-cants who are at least in their mid- orlate twenties, with 21 as the Mini-mum age for beginners. But age re-quirements may be waived for a ma-,tare

The success of automobile salesworkers is often dependent on theirability to gain the respect and trust oftheir customers. Therefore, theymast be tactful, well-groomed, andable to express themselves well. Ini-tiatnr and aggressiveness also arekrirprtarit since the number of carsavid rally depends on the numberof prospective customers contacted.Illecatese automobile sales workersoccasinnally work for days withoutmaking sale, they need self-confi -dence and determination to get,through these slow periods.

SucceMful employees who haveManagerial ability may advance toinsistent sales manager, sales manag-er, or were! manager. Many suc-cessful employees prefer to remainsales worked however. rot they en-joy the freedorh of changing dealer-ships or working in-different parts ofthe country. Some managers andgeneral managers open their owndealership or become partners indealerships.

fiEmployment Outlook

Employment of witomobilc salesworkers is expected to grow fasterthan the average for all occupationsthrough the mid- 1980's as the de-

Auto sales fluctuate frern ear to year, cousinqunities for asternob lesavorters to bent in tame years and scarce in others

Saufcc MolOt Vtli ielc,M,nufKlgrw_

mand for automobilea itiCreatteS. Inaddition to jobi resulting from em-ployment growth; thousands of open-ings will occur as aisles workers re-tire, die, or transfer to otheroccupations.

Over the long -run, rising Poplins-tion and personal incomes will leadto increased car sales. and employ-ment of sales workers will grow. But,because sales are affected by chang-ing economic conditions and etan-sumer preferences, employment willfluctuate from year to year. Opportu-nities for beginners, therefore, will beplentiful in some years end scarce inothers:

Earnings and Worltlcondition.

Most sales workers are paid com-mission, that is, a percentage eitherof the price of every car they sell orthe profit-the dealer makes on eachsale. They may earn another commis-sion when customers finance or in-sure their cars through the dealer.Because car saki vary from month tomonth, sales workers' commissionsalso vary. Many dealers pay theircommissioned sales workers a mod-fit weekly or monthly salary so thatthey will -have a steady income. Oth-ers give their sales workers advancesagainst future commissions A fewdealers pay a straight salary. Recause

it takes some for bears tolearn to sell cars, deolers often guar-antee them a modest salary for thefirselew weeks or months.

Sales workers employed bycar dealers had estimated averageweekly earnings of about $300 in1976. Earnings ufar cd..depending onindividual ability and experience,geographic locution, and dealershipsize. For example. tales workers whoworked for dealers that sold between100 and 149 new vehicles annuallyaveraged about $220 a weeds, while.those employed by dealers that sold'1,000 cars or more averated'abbutS340.

Many dealerships .eapeciolly thelarger ones, also provide bonus endother special incentive programs fortheir sales workers. rot- example, asales worker may receive a bonus forselling more cars than expected.

Earnings can change considerablyfrom year to year due to changes inthe demand for cars. In leen years,woViters with poor sales records maybe laid off, o may quit to 0nd,betterpayinrk jobs n other fields. Many,hoWever, selling whets thedemand for ens iirnproves.

Sales workers receive many fringebenefits. Dealers often furnish theirsales staffs with demonstrator carsfree of charge. or nil or least dem-onstratorlat a discount. Sales work-

ors also receive discounts, on carsthey buy for personal use. .

Because most customers ffriCi shop-ping after work convenient, salesworker's frequently work evenings. Insome areas, they may work Sundayand take a day4ff during the week.Many dealers assign sales workers.floorti hours they spend in the

showto greeting customers. Forexample,, a rt worker may be' inthe show'roo ft0M 9 a.m. to 3 p.m.I week, from 3 -p.m. to 9 p.m. thenext week, d all day on Saturdays.When not asst d to the showroom,they may spend s ew hours each daydelivering cars \to customers andlooking fa new customers.

Sourctia f-.4eldIttorialInform Alan

Details on employment oppcirtani-may be obtained from local auto-

mobile dealers or the local office ofthe State employment service. Forgeneral inforMation about the work.write to:Natinoal Automobile Peale% Atsncistion.

ZOW IC St. NW., Washington, D.C.20006.

UYERS

(1)-0.T (i 62.158 and I85.1(18)

Natura of tha Work

The Americans have been invitedprivate showing in earls. Repre-

serrtiog a major New York depart-ment Store, they it with a/, select

/g'ou in an elegantly furnishedrio They watch closely as gracefulmodels float down the runway beforethem to display the latest Creationsby. the world's most famous design-ers. After some consultation, theymake choices involvi3itahilusands,perhaps millions of dollars ) All in a

day's wofk.. z)

The jot, of retail buyer n bringsto mind thoglarnour of hi n;indeed, rtt4hy fashion buyers d _ adexciting, fast-paced liveX involvinkfrequent travel abroad. Not everybuyer, however, deals in fashion Allmerchandise, sold in a retail store

.

garden furniture, autoraobile tires,toys, aluminum pond ;' and . cannedsoupi alikeappears in that store onthe deCision of a buyer. Although allbuyers seek to satisfy; their stores'customers and sell at a profit, thekind and variety, of goods they pur-chase depend on the store W4ierethey work. A buyer for a small cloth-ing store, for examplc may purchaseits complete stock of merchandisefrom sportswear to formal eveningclothes. Buyers who work for largerretail businesses often handle one ora few related lines ofigoods, such asmen's wear, ladies', sportswear, orchildren's toys. Some, 'known is for-eign buyers, purchase merchandise

-Outside the United States..In order to purchase the best scree-

tier] of goods for their stores, buyer,smust be familiar with the manufac-turers and distributors who handlethe -merchandise they need.. Theyalso must keep informed aboutchanges in existing products and, thedevelopment of new ones. To learnabout merchandise, buyers attendfashion and trade shows and". visitmanufacturers' showrooms. They .usually order goods during buyingtrips, and also place orders with

.41

N

whcilesale and manufacturers' sales,

Workers who call on them t© diiplaytheir merchandise.

Buyers must be able to assess the

1

nsale value of goods'after a briefinspection and snake a purchase de:

on quickly. -They are aware oftheir stores-profit margins and try toselect merchsodise that will sellquickly at well above the originalcost. Since most buyers work withina limited budget, they must plan their

. purchases to keep needed items al-ways in .stock but also allow for unex-pected purchases when a "good buy"presents itself.

Because buyers purchase Trier-charidise for their firms to refill (un-like purchasing agents who buygoods for direet use by the firmseethe statement on purchasing agentselsewhere in the 'Handbook), they .

must know what motivates customersto buy. Before ordering a particularline of merchandiae. 'buyers studymarket research' reporti and analyzepast sales records to detelanine whatproducts are eurrently in demand.They also work closely with assistantbuyers and sales clerks whose-dailycontact with customers ftiirnishes in-formation about consumer likes and

Buyer In a large department stars discusr's repr

quality of marchsndise with rnanufactur-Motive.

keepTnanufecturing

wspapen andcheck retail

tv*t and watch gen-_ norrdeoonditions to antici-

consumer buying patterns.Merchandise managers (D.O.T.

185.168 ) plan and coordinate buyingand selling activities for large andmediurd-sized stores. They divide thebudget among buyers, decide howmuch merchandise to stock, and as-sign each buyer to purchase Certaingoods. Merchandise managers mayreview buying decisions to insurethat funded categories of goOds arein stock, and help buyers to set gen-eral pricing guidelines.

Buyers and merchandise managersusually Crave very busy schedules_ anddeal with many different pebple inthe Course of a day., They work withmanufacturers' representatives, oth-er 'store personnel including store ex-ecutives and sales workers, and cus-tomers. Assisting with salespromotion! and creating enthusiasmamong sales personnel are part of thebuyer's job, and he or she may beaskedto provide information such asdress sizes and product descriptions_to the advertising. department for asales' promotion, or to meet withfloor sales workers before a new lineof merchandise is introduced. Somebuyers direct Maros who handleroutine aspects f purchasing such asverifying shipmdepartment m

Some buyers re

others supervise

nt large storesor chains in cities' ere many manu-facturers are located. The duties ofthese "market representatives" varyby employer; some purchase goods.while others, supply informaticse andarrange for store buyers to meet withmanufacturers when they are intown.

New technology has altered thebuyer's role in retail chain stores. Inthe past, firms employed a buyer foreach store or group of stores in alocal area. Now cash registers con-Elected to a _computer, known aspoint-of-sale terminals, allow retailchains to maintain centralized, up-to-the-minute inventory records. With

'these record!. a single garden furni-ture buyer,lfor example, can pur-

chase laWO chairs and picnicfor the entire chain.

Places

s assume" parchdepending upabilities _and thment where th,an assistant .buleast a year. Aa buyer. thoseability may advmanager. A fewtion to top egeneral mercbretail store ortime it takeslevels dependsvidual's abilityneed for mansfaster the corner the opacquire r

Buyers shoand decisionterest in merch

In 1976,- approximatelybuyers and merchandise ma altersworked, for retail firms. Alt coughjobs for buyers are found in all partsof the country, most jobs are in ajormetropolitan areas where retail

- stores are concentrated. Mark rep-.resentattves wor r buying ices

in major market as such NewYork. Chicago. Dallas.

Training, Oth Ouan tice naand Advancement

Distributive education progr ms atthousands of high schools havelaunched careers in retailing I dingto a buyer's position. (Additi al in-formation on distributive" edu salonappears in the statement on retailtrade sales workers elsewhere n the]Handbook.) indeed, many a goodbuyer began in a siockroom r be-hind a counter and worked theladder without aqy college tr n ng.However, new bums will find col-lege degree increasingly nece y.Many junior and 4-year colleg s of-fer programs in marketing any pur-chasing and confer thousands f de-grees each year. In .addi ion,numerous trade schools tr stu-dents for careers in fashion me- han-dising. Courses in merchandssi g ormarketing may help in getting firstjob, but most employers a ptgraduates in arty field of stud andtrain them on the job.

Many stores,i especially the I rgerones, have formal training prog ernsfor management or executive t ain-ees. including buyers. These ro-grams usually latt from 6 to k m theand combine classroom instru t ionin merchandising and purcha ingwith short rotations to various jo inthe store. This training introd cesthe new worker to store operat onsand policies, and provides the fu da-mentals of merchandising and an-agement as well.

The trainee's first job is likely td bethat of assistant buyer. The dutiesinclude supervising sales workers.checking invoices on material -re.cgived, and keeping account of stockon hand. Assistant buyers gradually

ng responsibilities,n -their individualsize of the depart-work. Training as

er utusally lasts atyears of working aso show exceptionalce to merchandise

find further promo-tive jobs such as

disc manager for asin. The lei elM of

ach any of theset just on the indi-,

but on the store'sent personnel They grows, the great-

for a v;orker toy,good at planningand have in-

dising. They dleadership abili y and con-nu ations skills to su rvise sales workersand assistant b ere and to deal ef-fectively with manufacturers' repre-sentatives and store executives. Be-cause of the fast pace and canstantpressure of their work, buyers needphysical stamina add emotional sta-bility.

( Employment Outlook

Employment of buyers is expectedto grow more slowly than the averagefor all occupations through the mid-1980's. Centralized buying is gainingpopularity among chain stores, whichare expected increasingly to domi-nate general merchandise retailing.Although anticipated growth of in-dependent food stores should partial-ly offset these trends, they will stillreduce the number of openings forbuyers. Most job openings will ariseeach year from the need to replaceworkers who leave the occupation.Competition for these jobs is expect-ed to be keen, for merchandising at-tracts large numbers of collegegraduates every yeer. Prospects arelikely to be best for qualified appli-cants who enjoy the competitive na-ture of retailing and work best in ademanding, fast-paced job.

Earnings and Working'Conditions

Buyers for discount departmentstores and other mass merchandising

firms are Mane the most highly paidin the industry, as are those who buycentrally for large chain departmentstoma. Most earned' betweenS15,000 and $25,000 a year in 1976,though many earned salaries outsidethis range. Merchandising managersearned considerably more. The actu-al income depends upon the productline purchased, the sales volume ofthe store, and the individual's senior-ity.

Buyers often earn large bonusesfor exceptional performance. in ad-dition, many stores have incentivepins, such as profit sharing andstock options.

Buyers regulate their own- hours,and often work more than 40 hours aweek because of special sales, con-ferences, and travel. The amount oftraveling a buyer does varies with thetype of merchandise bought and thelocation of suppliers, but most spend

or 5 days a month on the road.Merchandise _managers als travelfrequently, averaging sever trips amonth in many cases_

Sources of AdditionalInformetIOn

General information about a ca-reer in retailing is available from:National Retail Merchants Association. 100

West 31st St.. New York, N.Y 10001.

Information on schools that teachretailing is available from:United States Office of Education. Division of

Vocational/Technical Education, Wash-ington, p.c. 20202,

National Association of Trade and TechnicalSchools, 2021 L St. NW,. Washington,D.C. 20036.

special needs ota customer's family;adviseiabopt insurance protection for,an amtomobile, holne, business, orother /property; or help a eolicyhold--er obtain settlement- of an insuranceclaimp"'Agents and brokers usually sell

one 4r more of the three basic typesof insurance: life. property-liability -( casualty), and health.Aifes4nsur-ance agents, sometimes called filepnderwriters, offer policies that pay-.Survivors when a policyholder dies,'Depending on the policyholder's in-dividu 1,circurastancea, a life_ policycan designed to provide' retire-me income, funds for the educa-tion of children, or other benefits.Casualty insurance agents .jsell poll-ivies that protect individual pql-icyholders from financial losses as aresult of automobile accidents, fireor theft, or other losses. They alsosell industrial or commercial lines,such as workers' compensation,product liability, or medical malprac-tice insurance. Health insurance poll-cies offer protection against the costsof hospital and 'medical care or lossof income du; to illnessor injury,and many life and casualty agents of-fer health insurance in addition toother lines. Many agents also offersecurities, such as mutual fund sharesor variable annuities_

An insurance agent may be eitheran insurance company employee or

INSURANCE AGENTS AND kkBROKERS

(D.O.T. 250.258)

Nature of the Work

Insurance agents and brokers sellpolicies thai protect individuals andbusinesses against future losses andfinancial pressures. They may helpplan financial protection to meet the

an independent buslness, person iu-thoiked to' represent brae insurance'company or more.. Braers are notaside! exclusive contract 4.1th anysingle company:. instead, they placepolides directly with the cordpanythat best meets a client's needs. Oth-erwise, agents and brokers- do muchthe same kind of work.

They spend most of their time dis-cussing insurance needs with pro-spective and existing custorners.Some time must be spent in office,work to prepare reports, maintainrecords, plan insurance programsthat are tailored to prospects' needs,and draw up lists of prospective eat-toners. Specialists in group policiesmay help an employer's accountantsset up a system of payroll- deductionsfor employeea covered by the policy.

Place. of Employment

About 465,000 agents and brokersinsurance full time in 19.76. In

addition, thousands of others workedpart time. About half of the agentsand brokers specialized in life insur-ance; the rest, in some type of prop-erty/liability insurance. A growingnumber of agents (called multi-lineagents) offer both life and property-liability policies to their customers.

Agents and brokers are employedin cities and towns throughout thecountry, but most work near largepopulation centers.

Insurance agents plan Insurance progtams that ars weenie to prospects' needs.

T ing, Other Chinni 'catkin',and Advancement

Although many emplo prefercollege graduates for jo ing in-surance, most will hire high schoolgraduates with 'potential or provensales ability. College 'training mayhelp the agent grasp the fundamen-tals-and procedures of insurance sell-ing more quickly. Courses in ac-counting, ecOnomics, finance,business law, and insurance subjectsare helpful.

All agents and most brokers-mustobtain a license in the State wherethey plan to sell insurance. In mostStates, licenses are issued only toapplicants who pass written examine-dons covering insurance fundamen-tals and the State insurance laws.Agents who plan to sell mutual fundshares and other securities also mustbe licensed by the State. New agentsusually receive training at the agen-cies where they will work and fre-quently also at the insurance compa-n y's home office. Beginnerssometimes attend company-spon-sored classes to prepare for examina-tions. Others study on their own andaccompany experienced sales work-ers when they call on prospective cli-ents.

Agents and brokers can broadentheir knowledge of the insurancebusiness by taking courses at collegesand universities and attending insti-tutes, conferences, and seminarssponsored by insurance organiza-tions. The Life Underwriter TrainingCouncil (LUTC) awards a diplornain life insurance marketing to agentswho successfully complete the Coun-cil's 2-year life program. There isalso a course in health insurance. Asagents or brokers gain experienceand knowledge, they can qualify forthe Chartered Life Underwriter(CLU) designation by passing a se-ries of examinations given by theAmerican College of Bryn Mawr, Pa.In much the sam 0%1C-7117.1 a property -liability agent can qualify for theChartered Property Casualty Under-writer (CPCU) designation by pass-ing a series of examinations given bythe American Institute for Propertyand Liability Underwriters. The CLUand CPCU designations are recog-

a wa t-nized marks of achievement in theirresportive fields.

Agents and brqkers should be en-thusiastic, self-confident, and able tocommunicate effectively. Becauseagents usually work witho% supervi-sion, they need initiative to locatenew prospects. For this reason, manyemployers seek people who havebeen successful in other jobs.

InsUrance agents who show unusu-.al sales ability and leadership maybecome a sales'. manager in a localoffice or assume a managerial job" ina home office. A few agents may ad-vance to top positions as agency

risu-

iipentendents or company presi-dents.

-resi-dents. Many who have built p agood clientele prefer to remain insaleswork. Some, particularly in theproperty-liability field, eventually es-tablish their own independent agen-cies or brokerage firms.

Employment Outlook

Employment of insurance agentsand brokers is expected to growabout as fast as the average for alloccupations through the mid-19130'sas the volume of insur nce sales con-Unties to expand. Mtn y' additionaljobs will open as agents and brokersdie retire, or leave their jobs to seekoth r work. Due to the highly com-pet five nature of insurance selling,m y beginners leave the field be-cause they are unable to establish asufficiently large clientele. There-fore, opportunities should be quitefavorable for ambitious people whoenjoy saleswork.

Future demand for agent andbrokers depends on the volume ofinsurance sales. Volume should in-crease rapidly over the next decadeas a larger proportion of the popula-tion enters the period of peak earn-ings and family responsibilities. Lifeinsurance sales should grow as morefamilies select policies designed toprovide educational funds for theirchildren and retirement income. Ris-ing incomes also may stimulate thesales of equity products such as mu-tual funds, variable annuities, andother investments. Sales of property-liability insurance should rise asmore consumer purchases are in-sured and as complex types of corn-

aercial coverage, such as product h-abil* and workers'compensation,are expanded.

However, employment of agentsand brokers will not keep pace withthe rising level of insurance sales* . ause more policies r be sold togroUpS and by`-mail. In ion, eachagent should be able to handle morebusiness as computers take oversome of the time - consuming clericaltasks. The trend toward multi-lineagents also will cause employment torise-more slowly than the volume ofinsurance sales.

arningst and WoConditions

Beginners in this occ ation oftenare guaranteed a mod rate salary

.while they are learning he businessand building_ a clientele. In manylarge companies, new agits receivealkiiift-3300 a 'month during this train-ing period, which can last upl3 6months or longer. Thereafter, mostagents are paid oryt commission ba-sis. The size of the commission de-pends on the type and amount of in-surance sold, and whether thetransaction is a new policy or a re-newal. After a few years, an agent'scommissions on new policies and re-newals may range from 512,000 to$20,000 annually. There is virtuallyno limit on what an agent can earn,however. Thousands of establishedagents and brokers earn more than$30,000 a year. and many highly suc-cessful ones earn more thanSI00,000 a year.

Agents and brokers generally paytheir own automobile and travelingexpenses. In addition, those who ownand operate independent businessesmust pay office rent, clerical salaries,and other operating expenses out oftheir earnings.

Although insurance agents usuallyare free to arrange their own hours ofwork, they often schedule appoint-ments during evenings and weekendsfor the convenience of clients. Someagents work more than the custom-ary 40 hours a week. (See the state-ment on the Insurance Industry formore information about work in lifeand property-liability companies.)

- Sources rtt AdditionsInfornieffe n

1 General occulpational informationabout insurance agents and brokersla senile* front the hi me office ofmany liie and ritoperty-liability insur-ance companies. Information onState licensing requirements may beobtained from the department of in-,surance at any State capital.

Information about a career as a lifeinsurance agent also is availablefrom:American Council of Life Insurance, 1850 K

k., NW., Washington, DC. 20006.

The National Association of Life !inclement--

era, 1922 fT SL, NW., Washington, D.C.20006.

For career information on 'proper-ty/liability agents, contact:Insurance Information Institute, 110-William

St-. Nee York, N.Y. 10038.

National Association of Insurance Agents,Inc.; 85 John St,. New York, N.Y. 10038.

American Mutual Insurance Alliance. 20 N.Wacker Dr., Chicago, 111_ 60606.

The National Association of independent In-surers. Public Relations Department.2600 River Rd., Des Plaines, Ill. 60018.

MANUFACTURERS' SALESWORKERS

(D.O.T. 260. through 298.458).

Mature of the Work

Practically all manufacturers--whether they make computers or canopenersemploy sales workers.Manufacturers' sales workers sellmainly to other businessesfacto-

railroads, banks, wholesalers,and retailers. They also sell to hos ithis, schools, libraries, and other In-stitutions.

Most manufacturers' sales workerssell nontechnical products_ Theymust be well informed about theirfirms' products and also about thespecial requirements of their custom-ers. When sales workers visit firms intheiverritory, they use an approachadapted to the particular line of mer-chandise, A Sales worker who han-dles crackers or cookies, for exam-

tee otter for testers equiprsold from dopirhmeni slot*photo supplies buyer.

ple, enlphasizes the wholesomeness,attractive packaging, and variety of-these products. Sometimes salesworkers promote their products bydisplays in Note' and conferenceswith wholesalers Ind other custom-ers.

Salts workers who deal in highlytechnical products, such as electron-ic equipment, often are called salesengineers or industrial sales workers.In 'addition to having a- thoroughknowledge ortheir firms' products,they must be able to help prospectivebuyers with technical peablems. Forexample, they may try to determinethe proper materials and equipmentfor a firm's manufacturing process.They then present this information tocompany officials and try to negoti-ate a sale, which may take manymonths. Often, sales engineers workwith he research-and-crelopmentdepa rents of their own companiesto devi ways to adapt products to acustom specialized needs. Salesworkers ho handle technical prod-ucts nom 'times train their customers'employe in the operation andmaintena of new equipment, andmake freq y nt return visits to be cer-tain that i giving the desired ser-vice.

Although. manufacturers' salesworkers spend' most of their tin,' evisiting prospective customers, theyalso do paperwork, including reportson sales prospects or customers'credit ratings. In addition, they mustplan their work schedules, draw uplists of prospects, make appoint-ments, handle some correspondence,and study literature relating to theirproducts.

Places of Employment

Over 360,000 people were manu-facturers' sales workers in 1976.About 15,000 were sales engineers.Some work out of their company'shome office, often located at a manu-facturing plant.. The majOrity, how-ever,Work out of branch offices, usu-ally in big cities near prospectivecustomers_

More sales workers are employedby companies that produce foodproducts than by any other industry.Large numbers also work in Theprinting and publishing, chemical,fabricated metal products; and 'elec-trical and other machinery indus-tries. Most sales engineers work forcompanies that produce heavy, ma-chinery, transportation equipment,

9

ugh a cadge degree issingly desirable, the type and

Of 4discation * sales workeredit (Upend Largely on the produC't

and its market.kienufacturers of nontechnical

product, often hire college graduateswho hive a degree in liberal arts orbusiness adMinistration. Some posi-

ils, however, requite specialized4, Ding Wee workers, alsoss Pnetnlacetnieal detailera,

usually need training at a college ofpharmecy. Manufacturers or electri-nlequipmentf heavy machinery, and-Me types of chemicals prefer to

hire people who have studied engi-neering or chemistry. (Informationon cherniats. engineers, and othersWith the technical training suitablefor work as Manufacturers' salesworkers is given elsewhere in theHancithook.)

Beginning sales workers may takespecialized, training before they starton the job. Some companies, esPecially those that manufacture com-plex technical products, have formaltraining programs that last 2 years orlonger, in sortie of these programs.trainees rotate among jobs in severaldepartments of the plant and officeto !earls all phases of production, in-stallation, and distribution of theProduct. Other trainees take formalClass instruction at the plant, fol-lowed by on-the-job training in abranch office under the supervision afield sales manager.

pleasant personality and appear-ance. and the ability to meet and getalong well with many types of peopleare important. Because sales workersmay have to walk or stand for .long

iods or carry product samples,'physical stamina is necessary.

As in most selling jobs, arithmeticskills are an easel.

Sales rep_ resentatives who havePod isles records and leadershipability may ;advance to sales supervi-sors, branch managers. or districtmanagers. Those with managerialability eventually may advance tosales manager or other executive po.

10

sitions, many top executive ininduatry are filled by pen') a whostarted as sales workers.

Because of frequent contact `withbusiness people in other firma, stilesworicers often are ablet.16 iranafit toother jobs. Some go into bnsinesi forthemselves as independerttlepreseh-tatives. Other experienced salesworkers find opportunities in adver-tising and marketing research.

Employment OutiOok

Employment in this field is expect-ed to grow about as fast as die aver-age for all oricupations. growth willoccur because of the rising demandfor technical products and the residt-ing need for trained sales workers. Inaddition, industrial, firms, chainstores, and institutions that purchaselarge.quantities pf goods at one timefrequently buy directly from themanufacturer. The nit& for salesworkers will increase as manufactur-ers emphasize sales activities to com-pete for the growing number of thesevaluable accounts.'

Earnings and WorConditions,

hg

According to the limited informa-tion available, salaries Tor meenced sales workers ranged from$6,000 to over $24,000. a' year in1976, exclusive of comnaissions.andtkonuses. The highest starting salariesgenerally were paid by antinutactur-era of electrical equipment,' foodproducts, and rubber gobds. The av-erage experienced sales workerearned between' $17.000 and$30,000 in 1976, depending uponthe firm and its product. The highestpaid sales workers sometimes earnedupvatards of $40,0015 and S5&000.

Some manufacturing concerns payexperienced sales workers a straight_commission, based on their dollaramount of sales (as in the ease ofindependent representatives); otherspay a fixed salary. The majority.however, use a combination of salaryand commission, salary and- bonus, orsalary, commission, and bonus. Com-missions vary according to the salesworkers' efforts and ability, the com-mission rate, the locatioh of theirsales territory, and the type of prod-

1

act sold.- Bonus payments' may de-pond on individual performancti.onperformance of all sales workers inthe group or district, or on the corn-

. pany's sales. Some firms pay annualbonuses; others offer bonuses as in-centive payments on n quarterly or

,moothly basis.Some manufacturers' sales work-

ers have large territories and do cpn-siderable traveling. Others usuallywork in the neighborhood of their"home base." When on businesstrips, sales workers are reimbursedfor expenses such as transportationand hotels. Some companies providea ca -or pay a mileage allowance tosales workers whq use their own cars.

Manufacturers' sales workers callat the time most convenient to cus-tomers and may have to travel atnight or on weekends. Frequently,they spend eveningiawritincreports.However, some plart_their schedulesfor time off when they want it. Mostsales workers who are not paid astraight commission receive 2 to 4weeks' paid vacaption, depending ontheir length of service. They usuallyshare in company benefits, including

insurance, pensions, and hospital,riles!. and medical benefits.

Sources of AdditionalInformation

For more information on the occu-pation of manufacturers' sales work-er. write:Sales and Mer4ting Executives International,

Career Education Division, 380 Lexing-ton Ave., New York, N.Y. 10017.

Manufacturer's Agents National Associa on,P.O. Box 16878, Irvine, Cal. 92713.

REAL ESTATE AGENTS,AND BROKERS

(D.O.T. 250.35

Wahine of the Work1

Real estate agents and brokers rep-resent property owners in selling orrenting their properties. Brokers whobelong to the National Association ofRealtors receive the title, "Realtor;"

D

HEW

I F EDUCATION

MED

people licensed to sell totaledut 1.5 million in 1976, according

to the National Assothation of RealEstate License Law Officials.

Most real estate firms are relative-1 wall; indeed, some brokers oper-ate a one-persdn business. Somelarge firms have several hundred realestate vents operating out of manybranch offices. Most sales workers,hitwever,'Woryin firms with no snorethan 5 to-10 other agents. A,growingnumber of brokers, currently about Iin 5 have entered into franchiseagreements with national or regionalreal estate orgarlizations. Under thistype_ of artangement, similar to_manylien-food restaurant operations, thebroker pays a fee in exchange for theprivilege of using the more widelyknown name of the parent organiza-tion. Although franchised brokers Of-ten receive help in training salespeo-ple and in running theio offices, theybear the ultimate responsibility forthe success or failure of the firm.

Real estate is sold in all areas, butemployment is concentrated in largeurban areas and in smaller but rapid-ly growing communities.

Training, Other Qualifications,and Advancement

Real estate agents and brokersmust be licensed in every State and inthe District of Columbia. All Statesrequire prospective agents to be ahigh school graduate, be at least 18years old, and pass a written test. Theexaminationmore comprehensivefor brokers than for agentsincludesquestions on basic real estate trans-actions and on laws affecting the saleof property._ Most States require can-didates for the general sales licenseto complete 30 hours of classroominstruction and those seeking thebroker's license to complete 90hours of formal training in additionto a specified amount of experiencein selling real estate (generally 1 to 3years). Some States waive the expeti-ence requirements for the broker'slicense for applicants who..have abachelor's degree in real estate. Statelicenses usually can be renewed an-nually without reexamination.

As real estate transactions havebecome more complex, many of thelarge firms have turned to college

12

graduates to fill sales positions. A, Employment Outlooklarge number of agents hive somecollege training and the number of Employment of real estate -agents

and brokers is-expected to rise faltercollege graduates selling real estatehas risen subthan the average for all occupationsatantially in recentyears. However, person ality traits are in order to satisfy a grOwing demandfully as important as academic back- . for hewing and other preperties. In

addition to opportunities that resultground. Brokers look for applicantsfrom this growth, many Opedingii willwho possess such characteristics aa.a

pleasant personality, honesty, and a occur each year as welters die, re-tire, or trinre for outer reasons. ke-neat appearance: Maturity, tact, andpenthusiasm for the job are required lacement needs are high because a

inorder to motivate relatively urge number of peopleotivate prospective cus- latransfer to other work after a shriftowners in this keenly competitivetime selling real estate.field. Agents also should have a good

The favorable outlook for employ=memory for names and faces and**lbusiness details such as taxed; zoning ent thin field will stem primarily

'increased demand for homeregulations, and local land-use lays, fromYoung men and women interested purchases and rental units. Shifts in

the age distribution of the populationin beginning jobs as real estate agentsover the next decade will result in aoften apply in their own -cOmmuni-

tie", where their knowledge. of local larger number of young adults withneighborhoods is an advantage. The careers and farnilY responsibilities.

This is the most geographically mo-aspects

usually learns the practicalbile group in our society and the oneaspects of the job under the direction 'that traditionally makes the bulk ofhome purchases. As their incomesrise, these families also can be ex-pected to purchase larger homes andvacation properties. During periodsof declining economic activity and.tight credit, the volume of sales andthe resulting demand- for saleswork-ers may decline. During these peri-ods, the number of persons seekingsales positions may outnumber epen-ings. Over the long run, however, theoutlook for salespeople is excellent.

-Many job opportunities should oc-cur for both college graduates andmature workers transferring 'fromother kinds of saleswork. This field,will remain highly competitive andprospects will be best for well-trained,- ambitious people who .enjoyselling. The proportion of pan-timereal estate- agents 'has declined in re-cent years as brokers have demandedgreater skill and professionalismfrom those selling real estate. Thisdecline is expected to continue '41agents need more specialized knowl-edge to handle real estate transac-tions.

of an experienced agent.Many firms offer formal training

programs,for both beginners and ex-perienced agents. About 360 univer-sities, colleges, and junior collegesoffer courses in real estate. At some,a stuant can earn an associate's orbachelor's degree with a major in

,real estate; several offer advanceddegrees. Many Jocal real estateboards that are members of the Na-tional Association of Realtors spon-sor Bourses covering the fundamen-tals and legal aspects of the field.Advanced courses in appraisal, more=gage financing, and property devel-opment and management also areavailable through various NationalAssociation affiliates.

Trained and experienced__ agentscan advance in many lirge firms tosales or general manager. Personswho have received their broker's li-cense may open their own offices.Training and experience in estimat-ing property value can lead to workas a real estate appraiser, and peoplefamiliar with operating and maintain-ing rental properties may specializein property management. Those whogain general experience in real es-tate, and a thorough knowledge ofbusiness conditionsond property val-ues in their localities. may entermortgage financing or real estatecounseling.

Earnings and WorkingConditions

Commissions on sales are the mainsource of earningsvery few realestate agents work fo4 a salary. Therate of commission varies according

to the type of property-and its value;the percentage paid on the Sale of

farm and commerciad properties orunimproved land usually is higherthan that paid for selling a home.

Cornmisaiorn may be dividedrwriongleveral agents in a real estatefirm. The person who obtains thelisting oftex receives a part %when theproperty is sold ; the broker whomakes the salteither gets the rest ofthe comas ission or shares it with theagent -who handles the =transaction.Although an agent's share variesgreatly from one firm to another,often it is about half of the totalamour it received by the firrn.

earnings of full-time real estateagents averaged about S l 3.7C0 a

year in 19 16, accord ing to estimatesbased on a survey conduct by theNational Association of [Realtors,agents working fewer than 30 hours aweek averaged S 3,400. Man y.espe ri-ericed real estate ages is earnl40,04:10 a year or more. Accordingto the sash e survey estirfl ates, real es-tate broke rs earned about S 27,000 a

year in 1976- Full-ti me agents earnone and one -half tin-i es as much andbroke rs earn nearly th ree tint cs 46

much as average eart-sings fe t allsuperisory workers in private i lid UStry, except fa rmi ng.

Income usually soLt cases asagent gains experience, but individ-ual eciyto nue couditions, andthe type and location of the propertyalso affect earnings Sales workerswho are active in conon unity organi-zations and local real estate boardscan broaden the ir contacts and in-

crease their earnings. A beginner'searnings often are irregular becausea few wee ks or even months may goby without a sale Alt hough somebroke rs allow an agent a drawing ac.count against future earnings- thispractice is not usual with new ernploye es. "The begin ner, therefore,should have enough rnonty to live enuntil corn nisSions increase.

Brokers provide office space, butagents generally furnish their ownau onnobiles. Agents and broke rs of-

t work in the evenings and duringweekends to suit the convenience ofcustomers. Some fi rMs, especiallythe large ones, furnish group life,health, and accident insurance. j

Sources of AdditionalInforniallOin

Details on licensing requirementsfor real estate agents and brokers a reavailable from most 'Tat real estateorganizations or from The real estatecommission or board located in eachState capital. Many States can fur-nish manuals helpful to applicantswho are preparing for the requiredwritten examinations_

For more information about o p-portunities 'in real estate wank, as

well as a list of colleges and ersi-tie offering courses in this field, co n-tact:National Association of Realtors, 430 N.

Michigan Ave., Chicago, tiliani$ 606 121.

RETAIL TRADE SALESWORKERS

160. through 290.877

Nature of the Work

suLcess of any retail businessper-14 largely on its sales workers.

uourreous and efficient se rvice frombe hind the counter or on the sal es

The sate

S100 f does much to satisfy customersand build a store's reputatiosb Eventhough contact with custOners it apart of all sales _OA, the duties, skills,and reapoasibil ities of sales workersare as d iffe rent as the kinds of flier- ,chandise they sell.

In selling items -such as furniture,electrical appliances, or cloth ing, thesales worker's primary job is to cre-ate an inte rest in the merchancsise.'The sales worker may answer Ques-tions about the construction of anarticle, demonstrate its use, and wvarious models and colors: In st3mestores, special know ledge or skillsmay be needed to sell the merchan-dise In a pet shop, for example, thesales worker should know about theCare and feeding of animals. Peoplewho sell standardized articles, suchas many ice rns in hardware and drug-stores, often do little more than takepayments and %wrap customers' pur-chases. (In supermarkets and somedrugstores, cashiers wrap or bag pur-chases, receive payments, and makechange_ See statement elsewhere inthe Ban ribo.ok on cashiers .)

In addition'to selling, most retailsales workers make out sales orcharge slips, receive cash payments,and give change and receipts. Theyalso Ilan dle returns and exchanges of

stall beisInerss &elands le err an. Its isles workers.

13

merchandise and keep their workareas neat. In small stores, they mayhelp order merchandise sloe kshelves or racks, nark- price tags,take inventory, and prepare elisplays.(Routedrivers, who sell bread, milk,and other products directly to cus-tomers on a regular route, are dis-cussed elsewhere in the Handbook-

Place* of Employinemt

In 19176 than 2 7 1111 ill_ 1l

sales workers were employed w r eta I

businesses. They worked irs store%ranging from the small el rug u1 groeery store employ ing one p.arl timesales clerk to the giant departmentstore that has-- hundred s s alesworkers. Theylidioio-door sales companies &rid Kiwi Ord ell houses Thc largest ertiplcjye I tretail trade sales work cis are departmerit stores and those sell tag ;en Cullmerchandise_ apparel anel a a,: $s.,ries, and food

At; though salesalrnost every community, iliost salesworkers arc ,,,laploycii 111 Laigc .1 tiesand *leaf suburban ..oes

i Ala dlow Uir.e. A,.. "1110

ants *di/ince/rm. al

1st; .61

flocs gr tug picaThose without a high ski ocrl d A, it, nu,..an also find p,I,s a 111i Jugt A lbpegalit IE.11tliciIie,ll I Lat,i 1.11C-

tol ti.oac. 1A ,4_11 y

ageI.

the country i.a. .ILion progra.na ()era CI cally .13L11116

Of a COOpCiati VC a firing, nue ill tIctween school and 1,113irsty. these programs allow students iiiwork part time at focal attires wh detaking kLULI13C3 in In thin1.-11314 e.,11

counting. and ,AtACI .A5pc1.1.S VI r°etzall

mg_ The expericm.e and e du anongaincli Can improve insfor permanent erriplr,yrriene

Many distributive elucaoarna cater to adult arid conti ui-16education In addruo .1, one fedcistilyfunded projeci. called TO 4001 Cucuses on the needs of isad van 'agedyouth and high school d ropouts n pcrating out of school districts andcolleges across the Nation, -70 t)11 I

combines full-time employment withpart-time instruction after hours.,

Marty ihgh school and *collegeshave a chapter of Distribute ve Educa-tion Clubs of es&merica (II3EC) . aser vice organ dat ion dedicated to t hegoals of distributive education andgood citizenship. D EC A rck-tra bars--student ts and faculty rain their localchapter, a leer officers, 2n4 plan andpar tici pate irs aclivill6 on the IncState, and nation al 'eve 15

Person s teiestc d ill NsAlt,all() old apply to the persaannel otlioesof I arpe re tail stores, where they a re

likely to be in terviewed and . in someLases, giv en an aptitude test ErTi-

ere, those whip enjoy vain kmg wit 11' peup It a rid have the tact todes I with di fie ren t persc_rial it s

AnlIcsig other desirable chase tern s11.1CS Mes alit ill tole M 111 Saks work, a

Nlcasaral personality a neat appea411CC. arid t he atilt sty to ,:orn num ica te

P tosvici.LIV..; am ICA V.0 Ake h.hotild disc, be t,g to :.tans-1 r

long pt nodslik ally a1l..11 it. )11;S tab CA. !JCL

nip siiyic..7-4 1. i the piopr ie(cn ireir eta sit*, ly h ile61 sales gersonuet in

, oak ink, sal Ca nllpaa.iid ii per Arnini glit 4.611c, III Ia Agzt st&JIt g.441.Alfig ,,s .,,grants ssx like!) t&-1 be

ri101,e fo,mal and t tiiLlude svocia I-Inks 16 Ii. a, illtAg 0.-1

LS 1;1.3

Atiticsit yp Lally lye6i IA

..1.1101

p ails sick* la NA N." IC 1 IIIs lllc uaS A _s ihey' gaol ,xpeiu albs. 411,15a- IOU A. it& poad (IAA a.,lg1 cute' 51,-1.01Sibili III NellIiig 'bid ite ails lage."pit 111.11. .e Web, and theke li sue Ily rt qui .es il. C issos t

k Alow led ge of tic pe oduct ezi,Jgreatest fo r 1./ciS (1431011 II)tlleae J01,4111. Ahc I ala finds (tit is..Apes IciikcJ mA.LI thu MgrItal.azalea woo kts

He rail 5C1111., ,A u.

r Ida a It 1 WA1A. 1.1 ifrllt CM. to, (LesIli 4) adv &.) j&lt.1$ IC

g..101±.zsa ,o1 eaLkislot.A Itho ogle large retail businesses heftBrassy hits. college graduates as in anagentnt trainee s, this 1$ ric:it the onlyway 1,,o fit ace into jobs at the manageneat Tavel orrile sal. a w A.ACt5 ale

rornote d to jobs as bu yess, depart-rrierst managers, or store (managers.Dithers, partiaularly in large stores,may advance to administrative work

rit areas such as personnel or adver-tising Opportunities for advance-rn cot are limited in small storesw here one person, oftert the owner,does most managerial .work. Retailse 'ling exper ience m ay be an asset inqoalifyin g for sales work with who le-sa lers or manufacturers

EIMployment Outlook

Retail trade selling will continue tobe an exc.;..-ellent source of job oppor-tumiti es for high school graduateseven though employment is expectedto inc reat more slovvly than the av-er.k.Age for all occupations through the

jobS, there will be many ooportuni-mid 1 980 's Iii Addition

tie for part -t ime workers,fur te mpLinary workers during peakselling periods mach as the Christmasseason. Prospects me expected to begood becatuse retail selling; is a largeo upiaticaso and tin-novel is highiskysi doper-dogs w ill occur as experienced full and part time sales workels leave t lieu jobs

141$1.36 5alea Vwill AlkrCeitie he i cC.-AJ 4,1

sales workers Sales es-stplosyincnt willsreast ri lotes slowly thati the vol-

ume of sales however. self= serrice ail cad , the line. Itr alus ttots.-l. t,,ttnhizsi lip viirich and oth er kinds tr .totes A Atthe Iaille 1 1111-- .lying inc. stile le elsIslay ireerese the des =land Irt. briA

Ites-16. utel, da tele vooli sets,Char , 011 it the $414s %swot ke 1 to5peri,1 a gk.swod _deal of time with BchicuAt

Ce3itelltIL rig

alAA la

n of co let. Li ti icor. cacti was Inc Federal

, .agc. t 2 3 411 1.01A1 Ed1

c3iiip tea w ere 4itt ploy .:es of cl. dillflans or intdevendent btu w ea doingless gliam $2 501000 wo1 th tsf b,isinessper year Iii stores where it applies,tile Ill wage covers part-timeand temporary as well as full-timee inployees,

Stores in major cities usually arecowered by uniesn con tracts. Mostagreements provide for a progressi vepay scale 'lased upon experience andlength of employment. Straighthourly wages ranged f torn S 2.30 for abeginning full -tine clerk to S4, 37 foran eatrieric red full-time clerk in

In addition to their salary, somesales workers receive co mmissions -that is, a percentage of t he sales theymake. Still miners are paid a straightcommission alone. Those paid onlyby commission may find their earn=ings greatly affected by ups anddowns in the economy. Earnings arelikely to be highest in jobs that re-quire spec ial skill in dealing with c us-torners or technic al knowledge-of themerchand ise sold. Among the high-est paid are peop le who sell au tornobiles, major appliances, and fur ni

ture. CM the av erase, retail tradesales Work.e11 ear n &boil t as much asno msu pervisory w ark erg its. prix ate in

dustry, except farming.Sales workers i n many teSail 3i0 CIN

may boy merchandise at a discountoften from IC It, 25 peicrit belowregular prices,* I las- per vilcge 30111,

Wilts us e stet-sued to the erepioyee'sfamily Sonic sts_ses ezpc,Aatly L Ilelarge cents, pay a/1°r va rt 04 the tjstof such ernyls,3yet)-.0e t .13 11,;

suranc e, health insur anc e, .nu a pzntau, n

Mai ism L. A

a 5-day 40 fl out Vic:ti al chi, LIA ui

some Stores the ,iandar %win lswr_ e.

is longer Elec. cruse Saw( day is a busyday in Fe wit ng Ily

work that day mild have a weekdayoff. Longer Oben no rural hiders 11$ dy

be scheduled before Chistnias andduring other peak precio3ds arsd ereploryees who vork (=liver. lei Cliveadditional pay or au equ al aninunt oftime off during stack. periods Sonespecially incest employed by stores

in suburban shopping c enters regularly work ovine evening or more aweek.

Fart tune soks, wilt k eo bc.A1,g 0, IL)

work during ale store's peak hours ofbusinessdaytirnrie r ush hours, eflings, and we eke nds.

Sales workers in retail wiade usual-ly work in clean, well-lighted places,and many stores are air-conditioned

Some jobs, however, require workoutside the store. A kitchen equip-intent sales worker may visit prospec-tive c ustomers at their homes, for ex-a nip le, to help them planrenovations, and a used-ear salesworker may spend much time at anoutdoor lot

Sources 01 AddltlInforniation

Information about careerssales is available from,

The Psi ationai Retail MerchantI00 3rst5t Nov, Yorit.

if

Ass-gelation,N Y 10001

Additional Information on careersin tetAnling may be obtained from thepersonnel offices of local stores;from State merchants' associations;or from local unions of the RetailC leeks International Association.

Innurnlation on distributive educa=non programs may be obtained fromyour State employment service or byw [Mug 1.4d

States 4Y( V-dueation, vlvision orvo,atoenaliTechz-neal Evocation, Washtoligtan. C 20202

allutiLiii..agl .41 hi yOtli 4%,ea, 5111,Z

1t).(K)1 .4 A4s,..i it I

k Hill lid Ncw4=1,, 001 i I

411 L 111141V C116

a-iost trio,ces thluti(yri th. ruir 4

- I 1.t) deliver their products In;i thic--4t woik ierS sometimes ate

k Alt) as driver sales workers orre)ute. saes woikeis, Through theirselling ability, route drivers increasesales to existing customers and gainAddis. lunal business by finding newc usicome rs within their territories.

lso, because route drivers are thecusto tiler's contact with the compa-ny, their reaction to complaints andrequests for special service can makethe difference between getting a larg-er order or losing a customer,

Route drivers' duties vary accord-ing to the industry in which they areemployed, whether they have a retailor wholesale route, and the policiesof their particular company. But, thefollowing specific examples provide ageneral picture of the job.

On a typical day, drycleaning routedrivers begin by picking up cleanedgarments at the processing plant.Usually they load their own trucks,carefully arranging the racks ofclothes, draperies, and other items inthe order in which they will be deliv-ered. As they make their deliveries,they also pick up items customerswant cleaned. Drivers tag these itemsso that they can be returned to theright owner. Sometimes, they notethe type of stains to be removed orspecial processes, such as water-proofing, that customers may re-quest. After delivering the clean gar-ments, drivers give each customer anitemized bill and collect the moneydue, Periodically, they stop at homesalong their routes to try to sell theircompany's services.

Many laundries rent linens, towels,work clothes, and other items tobusinesses Laundry route driversservice these establishments on aregular basis, replacing soiled itemswith freshly laundered ones. Theseroute drivers keep a record of whatthey provide Arid artist make certainthat stock rented out is eventually[emoted Although they sometimessolicit newbusiness from the srnallerestablishments in then territory, thelarger ones are contacted by othersales workers in their company.

Wholesale bakery route drivers dcliver bread, cakes, roils, and otherbaked goods to grocery stores. Be-fore slatting on their wines, theycheck to see whether the proper vari-ety and quantity of products havebeen loaded. Depending on howmany items each store stocks, a driv-er may visit from 10 to 50 grocerystores each day. At each stop alongthe route, drivers carry the orders ofbread and other baked goods into thestore and arrange there on the dis-play racks. Together with the storeowner or manager, bakery routedrivers check the merchandise deliv-ered and prepare a bill, They alsocredit the store fOr the value of the

Stale items left over from the pr-ous delivery.

Bakery route drivers pay close at-tention to the itemi that are sellingwell or sitting on the shelves so thatthey can estimate the amount andvariety of baked goods that will besold by the grocery stores. This helpsthe bakery plan its nightly, produc-tion. From time to time, the driversvisit grocers along thexoute who arenot Customers and try to get ordersfrom them.

Vending machine route drivers,make certain that the machines infactories, schools, and other build-ings on their routes are stocked withmerchandise and are in good work-_ing order. At each location, theycheck the items remaining in the ma-chines and remove the money thathas been deposited in the cash boxesDrivers also check each vending machine' to see that merchandise andchange are dispensed properly, andmake minor adjustments to machinesthat are broken. In addition, theyclean machines and replace stock.Route drivers keep records of themerchandise they place in each sna:chine and the money they removeThey may try to find new tocatiuusfor vending machines by v tulipsstores, factories, and other own-less-es along their routes.

Place. of tot ploystiont

About .000 I uutc, ..aorked r r as wide duet) -1 host .messes irr I9 is Mos. were r .nployedin laundries, dairies bakeries, andfirms that distribute hrod and bever-ages. Because these are located insmall towns as well as in large cities,route driver jobs exist in all parts ofthe country.

Training, Other tarrolith_ail.,.."and Advance im ant

Route drivers must tic go,3 ,I,i-cis. and they also must be able sellTo get people to buy, they mustknow their product or service thor-oughly and be able to convince oth-ers to give them a try. Other impor-tant sales qualifications are apleasant voice, an ability to speak

Route drivers must be able to workwithout direct supervision, do simplearithmetic, and write legibly_ In mostStates, a route driver is required tohave a chauffeur's license, which is acommercial driving permit. Informa-tion on this license can be obtainedfrom State motor vehicle depart-ments. Route drivers who handle agreat deal of money may have to bebonded.

Most employers prefer their routedrivers to be high school graduates.A good driving record is important.

Most companies give their newemployees on-the-job training whichvaries in length and thoroughness.Many large companies also haveclasses in sales techniques.'

School=and-work programs in re-tail and wholesale merchandising arehelpful to a person interested in en-tering this occupation. High schoolcourses in sales techniques, publicspeaking, driver training. bookkeep-ing, and business arithmetic also arehelpful. Valuable experience can hisgained by working as a sales clerk ina store or by taking sonic other typeof selling job

Some people enter this occupationas route driver helpers (D.O.T .

z 887) Yelpers assist driven withloading aod unloading the truck andmay relieve them of some of thedriving When openings occur, help-ers may be promoted to drivers. Thddairy and vending machine indus-tries. however, generally do not em-ploy helpers

Route drivers may be promoted to...cite or sales supervisor, but thesejobs are relatively scarce. Advance-ment usually is limited to movingfrom a retail to a wholesale route.%whey, earnings generally are higher_However, some drivers -obtain betterpaying sales jobs as a result of theirexperience in route selling.

Employment Outlook

ttra total number of route dritersexpected to change little through

the miti-19SO's. Some openings forworkers will arise, however, as

experienced route drivers transfer toother fields of work, retire, or die.

well, and a ,neat appearance. They Applicants with sales experience andalso need self-confidence, initiative, good driving records have the beatand tact. chance of being hired.

16

Most job opportunities will be inwholesale routes. Since most routedriver jobs currently are in wholesaleroutes, openings due to turnover willbe higher on these routes than inretail ones. In addition, employmentof retail route drivers is expected tocontinue to decline, further limitingopportu nines.

Earnings and WorkingConditions

Most route drivers receive a mini-mum- salary plus a percent of thesales they make. Thus, earnings arestrongly affected by an individual'sselling ability, initiative, and the rela-tionship he or she establishes -withcustomers. Wholesale route dri rswho make deliveries to stores usuaearn more than those who make de-liveries to homes.

Retail route drivers in the dairyindustry employed in large cities hadestimated weekly earnings, includingcommissions, of $268 in 1976. Thoseon wholesale routes earned $320 perweek. Route drivers in the bakingand beverage industrieS were paidweekly wages Averaging $189 pluscommissions, according to informa-tion from a limited number of unioncontracts.

The number of hours worked byroute drivers varies. Some work onlyabout 30 hours a week; others maywork 60 hours or more dependingupon whether they have well-estab-lished routes or are trying to d upnew ones, and how ambitiousare The number of hours workmay be limited by a union contracalthough many contracts rne yspecify the earliest hour that workmay begin and the latest quittingtime_ The hours also may vary withthe season. During the spring-clean-ing season, for exampk, drycleanincroute drivers may work about 60hours a Week, but in winter they maywork less than 30 hours.

Many companies require routedrivers to wear uniforms. Some em-ployers pay for the uniforms and forkeeping them elean.,For many routedrive', the fact that they do notwork under close supervision is anattractive part of the job. Within cer-tain broad limits, they decide howrapidly they will work and where and

when they will have a lunch or restperiod, A less desirable characteris-tic is that route drivers have to makedeliveries in bad weather and do agreat deal of lifting, carrying, andwalking. They also may have to workunusual hours. For example, driverswho have retail milk routes generallystart to work very early in the morn-ing.

Many route drivers. particularlythose who deliver bake' y and dairyproducts, are members of the International Brotherhood of I earosters,Chauffeurs. Warehousemen and --Helpers of America Some belong tothe unions which represent the plantworkers of their eirtployers

Sources of AdditionaiInformation

d

opportutotIcN I 1,),isiStiI ,15 1.k.kt I

41)J ll rte tl SupplyVcntttng trta. Nine . -,-Ptibpatiles tr. thelocal office of the State eniplySC' VI,,C

441'.k.I KE I

I, I

F.J 104 . ;1.ihey I II S. k

_ 11,11,

ei-y- in Its ti,Plaki II I to .

nal s.,h,r .k1VGSLI ate

and the largege institution with rind "-a,to invest need sa,ti set v Lesth,,se workers 4711repre,sentatirc) 14A fl j C A, fi k,1

64,11.1/6//rner3 briJA C,J

In initiatingsecurities 6-1,4 relit=

orders through their foals' afok cs tisthe tic..0, of a Sea iltIca ..,sehanbeWhen the seci.rity to itenied lit theover the counter market inst..adthey send the order to the 's odding department lr, either case thesales worker promptly tionfica the

ti

PefillOrtirog 6.40, Mho

1

spend much of thulr tIM searching for customers

,:f tt aikaa,liiell atiki pi lee

In additioi., they provide oosliy reill t-.iS(.lini<ts

tpy ritay cAVIkilli IfiVeSEC113

51, Cl._ ttuatkCt (cl,bik0 via, (1,,,s, .14,A dic i,ll. ill

.sit p1.1 C- lc vlak-

us lndI I

i:Ii..tmg sectrrnies, life insurance, -nitestaients list k.k45Lk,kik,-1,

anti a.t`ise on the hurt has or sale ofoho 141d1,14.1

.4) i4 ,C1C1 iii., tc.--111, t11EC5t

,t11,11,1

Li I. C 0.1 yeah,ilk s, 5161 t kkt AL 1.. 5115,11

,al

I 1st, l,l kly (Al Itic,,/ isk t dish 1111.

timgcm g-id ii Imod Yrs!'

43 .1 kw, p,,t 111Cil t hasCk.i

eat-ti k;/1)_Kt,,(IVCS I hey alsosk. f kiks I31c et kmika bond qui,

totlitik 1,11 .1 tty 34b1a111y 111,11 111 tis

-mtk 14 ,t,(C.Q.IICd tiL vv. II sat, II,rt,l1ltatiull n the activities and (inanclaipkusitlt, As if Inc k-orito these

Ca, Ili/'11 CS sales

14 type, k,kiNtk, MC May3-+ it l,nc type otiki su. 1t asI11 s111u Out. at tots r hey also mayspecks lite; Iii andlin6 only cc, tailkinds of a tie, su,..h as mutuallands lc the stile "new

issUcm 11 alien

tics Issued foi plum expansion ftrirdsBeginning securities sales corkers

spend much of then time seark.hingfoi eta.ttl nleis ()nee tney have ustab

Itokk.4CVk;I they putCRI5ti(16 Ak

,t,1111LN Elnd

rat 90 hit) pehum, sent st, 1,.11 time ilk 1 9 /0 It IS kimtikk,,_(,,,1

11,a, all i_milth 00,141 I i,,i,) Otki) sick molls

Id M.L lilts ,flat 1,11 rico,I he dude t,,cis tgant.liyf11,, in 4mtkagei ., fit IllslliskA lctng 111 hICS Intel! Lash,thc,,p.,11 e Ili sktkaa I tu.,lti itpicsgut4ti ,t

seti

lucks( 1,111

inkei ,ge fitiII CS(

I si Ekkell Is/11,15 111

all p... is t,l ti,c ss.ulltiy Many LItatm s'e terms 4,c 4t, y "Itist au icm

workers, howecct, woi k rut a aillallnumber of large fit ms with ,1411) offlees Irk big Lltic.Y or k r or kh appioximatel, e 1,)

baallll. uttttacs III 0(11C I al c65

I1eir.Iny, 611f1161 cruomfocatl.,,anci Advancement

salesbe v eli informed aht,..rt ccli

nornic conditions and trends, a col-lege education is increasingly impor-tan t, especially in the largersecurities firms, This is not true, how-ever, for part-time work selling mu-tual nds., Althotigh employers sel-dorn 'equire specialized trainingcours=s in business administration.eco-nornics, and finance are helpful

Almost all States require personswho sell securities to be licensedState licensing requirements may in%Jude passing an examination andfurnishing a personal bond: In midi=tiorr s _ricers usually must leginter as rep_ re entatives of their Minsaccording to egulations ot the e_1,-t4

hues exclian *Where they do bozotress or knoll Association itSecurities earl rs, Inc (NA Sir)Before begin c n ,quality as Li:wt.tel GO 1 q_nracti(on vos Iticy Ii.ti4t pcA5.,the se,oi Ines aua Excha.igemission's ten,. rat NcCUritics Licarinitatnni examinations prep died h.,itic cxctla,,ics to the N ASI) I 1,,,actests measure the prospectivL repve-senidtive cif 111 t,.i.IitICS t)kAzAilk Sh 1a t Y1 cS.l16,1too., disk, 0,1 iya444ire Ektor,

IIg 141,, J, =II, 3 tttikCraS a aaa. ill1141t.L. hit; kAt t.4 IIItalt,t, I III, +II.

A meet Ita,

Most erripluycis pio,I,. hop .,aies kJi 4,qbtretnt_ 7th file regi, traiion in mber ti,, it,.it atoll* qt I ,_a( 4

I 44,111,4. 1.1 i A..-14NNik,i1,11 !lint( I k.=.1k,1

a3141), Ali.l - '1 r" "16L-ot,t%cs t y tI sal, a at

DIGSZt , taattkit aIStaa 41I4aa1lIrt a ,aaj

441 11,3 slid AI.. lcI a pc, 1 nj,,t, (,ad41.13t6 III n.1111I

111 (Mid?, .1..3 111,441

i1 Sled tt a111I1ig 1x11, Ial14, Inahl it ax.,i 1411..1 11 al bicgi,_

alarelials .idsales talvt,JaitaCIS ak

MI a y ziripioyets p_ i

.11y traits as impo, rant ra.N anon-ling _LAnploycis k ppNvbv-, are ...,c11 ground-, I t,l 4 tk, Ili*4k- people and ainbui +14.1 h,. .a

Ily 411,1 till ability to kt,Ik IIIJepernleatly al 5C, are

lowtrIK ilLAntnel L=. c1,in hire muse who have achle xx d sux.,.c ',s iii other jobs SusLessfui sal es

managerial experience is veto an applicant.

The principal form of advance=merit for securities sales workers isan increase in the nurnher and thesize of the accounts they handle Although trerginners usually service theaccounts of individual investors.eventually they may handle verylarge accounts such as (nose of banksand pension liods. Some expericriecd sales 1Artjf kel )Just

aN biatt,Ai OffiCc mainag,-IN whosupci vise the wink othcr solesworkers while erxecuinig 'buy and

°1dels, 101 their own QUaLiArlCl, A few tCpre..Sciltalkiieti nnay he

tiers in their firms or ill)administrative wo, k

ielpful

ttltplo yilit 411

I I. In ,eel ak, gi().a at s...t 45

at at, t ,I111.1,.abti 0,c ,,,td 19110.g. tovestcncne in tics_,. rule.. contibi.les t0 in.

ai.toition, to Jobs 1e ultillgsev.r..I th,_xiisond soles

lkrr.; 111 rix. needed annually to111 _t I4.1 dn. r,tire

tt, dlax-ciaLk, the

. "nip (III - ILattll ...di

s1, ka,k; thOty .41 LA sAir

ablis. tat.h. I. a 5 ti I t_11,,,

.1,

AV, d a3as al gig pc

y ,311 Lt,_

Itts, 1-1

k 4,1 111r1a1t4111 littl II. t't IL, al illKai 1,slal 1, 5414,44s pct=10.1c

I, 1 .,141411, , r.a, 1.1,-.4*Sat

pCIISIt/f1 4a21 S,

(Ild!.)lit add!

non no, or I s.,111

taI) 11114 acid , A1,±4atIol,a y SLatc,

and gpolo,. 14 ip,,ixerii,,,td

it demand Ivaflutztua,es 01,; AAtiy

;,,,pao,_ih and 1..04 411 anc.-onum, 41st.to II LI,- 1lon114C1 tat

pcis,ma 4tvking jabs olay cx..cc,i Olenumber tat( openings so,rletirnes bya great .rein Over Eh- lung run. bow

X'.)

ever, rob opportunities for securitiessales workers are expected 10 be fa-vorable, During severe slumps inmarket activity, job prospects and in-come stability will be greater forsales workers who are qualified toprovide their clients with completefinancial iservices than for those whorely strictly on commissions fromstock transactions

Mature individuals with sur..cork experience should rind manyjob opportunitico Demand will bestrongest for well rounded personswho are willing to learn all aspects ofthe 3ecorities business 'Those seek-ing part tune work will be limited tOselling shares in Mutual funds.

E.inlny i rid WLwrking,oriditk n.

,44.1611) =al%111 they dee' iii casing 454.4 Jells

tt ton rewatignients After registiatioit, a tcw firms Loironue to pay 4salary until the new representative's

ur17nirss1o,1s lilt. lc ASt 4 statedamount rhe salaries paid Mutingtraining .arally range born 1650 to511 50 el 410110 01044 wail /. lugLarge St _k44 013 411 ay ice,_ivcNight; 5,1/al /GS

Mit r,.61h4c,, J (rich coLoninliSSio,15 frorn

N... ii_c,-01,1 Jcw-n I t,,o

the sate or bar,.has.... or A 3 and bol,..1s. lite i ON ui

Ii.,,a1111116, p1ts Ilk LI/

tit la IA ti when aerc rs 111 L.,t1 Loy tliga4l,1 sr11105 anJ lower amn thcie 13 aIttrilid kr--= 4,A1.1ty m ileitis

provide xoles ,stinker's v. 11 11 a steadypaying a alai. Ag41f1Nt

cc/juin 1 5 .1 that wintirluill.21,110' 454.1 C u,.1 0 0,1-11 I 5,515

,,,ro,h they 4x41 tlk esp:ctent (0 earntsk fc, pay 1 .414 wolikcIs oiily,atiat y .1114 Lorril'acs that 050411. arcIc tell. in co by the '0101114 of s.oh,pany business

Earnings nirat tile] SaIC.. worker. , 110 3C11411241 111 vCall.. av( Joed abotaJ010 a year in 14 7n according tounited data available Those who

ser institutional accounts earnedabout $44.000 Full time securitiessales workers earn about truce tubesas mach as average earnings fear non-

supervisory workers in private dus-try. except farming.

Securities sales workers usuallywork in offices where there is muchactivity, In large offices. for exam-ple. rows of sales workers it at desks

_ in front of "quote boards" that con-tinually flash information on theprices of securities transactions Al,though established sales workers usually work the same hours as others inthe business community, beginnerswho are seeking customers may worklonger Some sales vvork&rs a,Lom-rrinclatc customers by meeting withthern in the evenings or on vieckcod,

Sources of Ad iitlInformation

t'sAIEtIO

as5 a StCtiiitiCh S,A1C5 Vs,,lik Cr ,ss

dVA11141t)te

rsteW YOrk Y to005 C

41113 1,1

4, I

obtained from the personnel dep vi-olent of individrial secuoleN him

Alit ,4

r111

ha, ;leibr noet "gi-. 0

ts+VirlId 1.dy.; LtIC

ClibihtY 1U ttIC t C51 IdnIalt),+.". ii1 ail 411ACIIIC t 45 tl.5id e in6

tastes', budgets aki i LICIliaki,13 0 itiC

.1.ibliss)flAef

,trpc_it ate c pl lira t

nesS trip alni is family of tut.'resti icfeu twin ,0

visit the \ iigi Islands the exctivc mignt want first ...I..., Ai. LI

P011-1ttOrl. 3 laP.11.(1,JUS Suit,- ul Jr. ae

rival= .:rnd 111,,. use of 5 iiIDOLAIIIC 1 tit.

agent would mke the prope, a,rangenients, and perhaps sendbill to the esecutive's companythe other hand. the travel aLcrit

would advise family about lessexpensive.sumriier ,rates and specialair fares The agent would discuss thewide range of hotel costs and facili=ties and would try to arrange themost economical trip for that particular family The agent would alsoinform the family of the'island's cli-mate, arrange for a car rental or escarted sightseeing excursions, andsuggest local tourist attractions, aswell aN places to dine For interliational 11 dye! tile, agent 9,uuld plbs lactrith tele family and the executivewith information on customs regula-twos reyuire..i papers tpis.ssports, visus_ and certifi,ates of vaccination.)And the I et-CIII icd,y

1.41.es

to tualclukagCIII,5 insult (die schedules

.cgdidt., y bk.alud. Sueiias tart= 11 Aeronautics Board andthe Inf,,inati.inal Alt ransport Asso-ciation I 1,cy also (etei to guides andfan t to. bot.J latings and otherton 1 ist inform ation. Many travelA. 6.s:di b sc_. 1c4:,11111, lidattuns tinttjc if tr ti rio et tApC/IctiLC

I I ..gentsI. s inust 41)1c pro

I li L.y ,flay tovc. sliJtaand

,141 It terest groups arrange ad-6 di,FILIVS d1ka

busmess 1,lanagers t suggest ctikmpa-...

1 ubli iii t t.1 du_ s. ./1

.1,1101,J .11 1.1,1_101

)04i,

tcs

at

A

popular ..r t.cnbest Losi, C3

tn)...t 011A-T halt

Lheus.1 s ate I. f=ated iiiage ultras, one 111,1.1 ii. suburbansicas and ,,tie firth rii 111.5511 towns

111,1 I ,

K I

0C lab di.: _Of , tnpl.iy. I .iel :tally,mese pees, Os gained expci aridiccognition by it. an estab-lished ttavei before going into!Justness for t

Training, Other Qualifications,and Advancement

Students can prepare fo\ r careers astravel agents by working part time orduring summers as reservation clerksor receptionists in travel agencies. Asthey become more experrenced, theymay enter either a formal Or informaltraining program given by theagency, take on greater- responsibil-ities, and eventually assume the fullworkload of a travel agent, Even-eirxe as an airline ticket clerk also isa good background fora travel agent.

Several home=study courses pro-vide a basic understanding of thetravel industry An advanced course,.leading to the designation of Certitied Travel Coun-selor. is offei1ed bythe Institute of Certified TravelAgents to foster professionalism inthe travel industry this course is of-fered only to experienced travelagents

Although few ct.tlt .late directly to tire travel Ind usb)college e c

eation is sometimes pre-

ferred by iployers. A student prparing for a career as a travel agentshould study geography foreign tanguages and history Accounting andbusinesx management would also beimportant for those. anticipatingstarting their OW ti 11,14,j agencies

Broad navel eXpc:ficriCe IN Alin)itI I

.....psuttn.1 tactillist,tun tut d car eelas is travel agent 1 he ability to speaksit pei5un01 eq.....;dc.hs tl,:.4../itlyhelps to inVience cust...c,s" travelplans

As ...,OIes Ic_i,, ,

.__I agent ilikiSt ha.V. a 1,IC45a..l 1,,,11 ,,in

u1.14 air,' diak...ti parizir,e Agents oftett must fernonsti ate the,. efficre,alisA responsibility to h.-uu to pie a,=fist, ,lilt=, s

I vci dis,dtoihg then own agerich s must gain formai ,nitterence appr di bc t (bey..air I Ct...diVe _

es ate simply orgarti4atwns of atin s. diaplia04 Or rail Imes, the thteF.1itational Alt 1 ranspctt Assuciatioin,for exalt, plc is the eurdzience of interoatron al airlines Fo gam Luorer-cnee approval, the of .tri agency must show that the agency is inoperation and financially sound Inaddition. the agency must generallyemploy at least one experienced tray-

19

....1kJ, 111,,,t1 ,.I k.11 .-, lkotO ,,, v_,,,l.a,, Ire .

1....1 4 .4,.k1 Oil _ k .41,,, ... .11...,, I, III, .k.aNcti ik41.k1.11),11.411N 1../.Z.Npilc

....NH... C k-lithrig

1

%. it; 4.1

ils lait)iiitAll9t8i ,

1101, thk_ ,lk av 14 .t,, I k-Ik t. 11,artrIy01,_kkikic i=dly ,1 14 /1 all 4,1.11.N1 kitation ,...1 )

kikk,-kv.koh i.,k o=f , A rik,..11,,akk `" II ikkg it r,. t1111c

tk.kok akk,1 1, k.kk at t... kr, .k, 11,, o ,.:,fig ,fiirrkkIS + ht.!115,1, , fkkitg.: fk 14.1(1,N iNdk,C ._fi

I 4==. .1

41k te=4.

r==r3ii =73, his. t)

S It .11, 441.N 1_ 1,.,

1 ,1,1 lia1gk , > ttkk . ikk tit . t ,

k I,

" '

1,

I., ill",k 11..1

.1.

Ei

,! 1.

.1114 I, .

..1411:k W. I041 11=='=4,-I

k, 1 .1 ,kk kr k

al. 14 .11 11,1k. 4_411k1

1 tr bui .14 al a- I I I

III 1,, ,kk....14

y-k

.; k, kk. 1, _I t$,

1,1411 1,1 g

kk,kknk,k

11 3 i1 ,dis4iii1.di,r,r r y,1k. i kkk

ikat 11,11, o

rrrlr t I

Co, 4.1111, ilk

upon commissions recei from air-lines and other carriers,. tour opera=tors, and lodging places. Commis-sions fur domestic travel,arrangernents range from 5 to 10 per-cent; for cruises, about 10 percent,for hotels, sightseeing tours, and carrentals, ID percent; and for interna-tional travel, ziout 7 percent Whentravcr agents arrange individual plansthat require several connections andlodging reservations, they generallycharge the LtmloWick a se ENICe fee tok_t_14./Ct tlic iInlc and cApcilbc Involved

Ilkakkhlig al, at ratigcluefas hun111,4fly services however coin m isskins N.,111NMUit 111e agent only con)

111:,,Atron

Dining tric tk sItvilic cv=r-c approval arra

rim payk,,c01 of tot" ktoTstons. aeltciniklkukyktd travel agunts gem/allyto.ok_ 5;I carkkIng Vs katakk

Won,ahlc y.ars du, Ing tick ithl 0110r-ri

_.

.k1 or me ag_.icy d, tall cotrproycv; ill a Li

.Sala) v.rf havc1 age.ita gctle rally(1.Y.11 $9 000 to SI 4000 a

111 9 ICr 54141 h-o aArkt, kA5tvatryIk ,kk 1.1,1,kk k Avikkv_11

111,5..i4111 ,:hVC.ItAgo_ paidv a koa, 3 that self c apioyed

a ....k r=1 Ika AN-14,44C-fittly N

late_.111.1,, ...a ii.att ,1 I a-t,

a. a nob 1

iti .I zii ttikuLk r I C ,.t N

,k,,g with k ,ALL .11,1.15

1s40 p .pk_k v ork 111 1.0 .t

ti t (1,1

ksik_ok y k1g,11 II) II. ON,, s.l. k t if. ,kk tly

WHOLESALE TRADELES WORKERS

70.1- 260. Through 289.458)

Nature of the Work

Sales workers in wholesale tradeplay an important role in movinggoods from the factory to the con-sumer. Each sales worker may repre-sent a wholesaler that distributeshundreds- of similar products. ..Awholesale drug company, for exarin-ple, may stock its warehouse withmany brands of drugs, soap, and cos-metics to'supply stores that sell di=rectly to the consumer. Likewise, awholesale building materials distribu-tor sells hardware and constructionmaterials to builders who would oth=erwise, have to deal.with many manu-facturers.

At regular Is. sales workersvisit buyers for etail, industrial, andcommercial firm_ as well as buyersfor institutions h as schools andhospitals. They show samples, pic-tures, or catalogs that list the itemswhich their company stocks Salesworkers seldom urge customers topurchase any particular product,since they handle a large number ofitems? Instead, they oiler pionipt, depend4ble service so buyers will become regular custoniersp,

Wholesale sales ViOrmany important act vices lot ,etalleid.such as checking the stora's stockand ordering items that will be

needed before the ne,it visit Scenewholesale sales worhers help storepersonnel improve and update sys-tems for ordering and iaventory Inaddition, they often advise retailers-about advertising, pricing. and ar-ranging window and comiteiplays. A sales worker who harallesspecialized products, such as air 4;4.)11ditioning equipment, may giVe technical assistance on installation andmaintenance.

Sales workers do sbruckeeping and attend to other detailsThey must forward orders to theirwholesale houses, prepare reportsand expense accounts, plan workschedules, draw up lists of prospects,make appointmenes, and study liters-

tore relating to their products. Somecollect money for their companies.

Places of Employment

About 808,000 persons were em-ployed as wholesale sales workers in1976. Wholesale houses usually arelocated in cities, but sales workersmay be assigned territories in anypart of the country. Their territorymay cover a small section of a cityhaving many retail stores and Indus-trial users; in less populated regions itmay cover half a State or more.

Firms selling machinery and build-ing materials to industrial and busi-ness users are leading employers ofwholesale sales workers. Other largeemployers are companies that sellfood products_ Wholesalers dealingin drugs, dry goods and apparel, rno-torlehicle equipment, and electricalappliances employ many sales work-ers as well

Training, Other Ouslificatione,and Advancement

he background a sales workerireeds depends mainly upon the prod-uct line and the market. Selling cer-tame products requires extensivetechnical training. Drug wholesalers,

example, must know the namesand characteristics of the pharma-ceutical products they sell. A back-ground in chemistry, biology, orpharmacy would prove useful, if notindisoensabie In odlci product Fines.such as food, familiarity with menu=lknaurers and brands becomes muchmorc important than knowledgeabout the product itself,

Product knowledge is not enough,i,,,wever. when the sales person hasto stimulate demand Those sellingelectrical machinery to industrialfirms. fun example. must have thetechni,:al Training necessary to dis-cuss then products But they alsomust understand how customers op-erate, what equipment they need,and how they might use their ma-chines in new ways. The greater thisunderstaading, the more machinerythey will sell,

Most wholesale sales workers en-ter their occupation via one of tworoutesworking up the ladder ortransferring in with the appropriate

background. High school graduatesmay begin a career with a wholesalefirm in a nonselling job or may behired as a sales trainee. In eithercase, beginners usually work in sev-eral kinds of nonselling jobs beforebeing assigned to sales. They maystart in the stockroom or shippingdepartment to become familiar withthe thousands of items the wholesalercarries. Later they may learn theprices of articles and discount ratesfor goods sold in quantities:' Next,they are likely to work on "inside'sales, writing telephone orders. Lat-er, as they accompany an experi-enced sales workei on calls, traineescome to know some of the firm's cus-tomers. The time spent in these ini-tial jobs varies among companies, butusually it take 2 years or longer toprepare trainees for outside selling.

As professionalism grows in whole-sale trade and as products becomeincreasingly complex, more andmore college graduates enter thesales force directly out of school.Competent sales workers also trans-fer from manufacturing and retailtrade sales positions. Their experi-ence with a particular product linegives them an advantage over thenewcomers to the field.

Sales trainees in very large whole-sale firms participate in formal train-ing programs that combine class-room inseuction with short rotationsin various nonselling jobs. Mostfirms, however, have no formal pro-gram Their trainees learn by observ_ing and trying the different aspects ofthe work As they become familiarwith customers and procedures, theygradually take on the full responsibil-ity of the job.

Sales workers sometimes can aug-ment their on-the-job training withoutside programs: While only a fewcolleges offer courses relevant towholesale distribution, the number isexpected to increase. Trade associ-ations sponsor training programs tofill this need. Vendors, too, hold ses-sions, usually to instruct sales peoplehow best to sell a particular productline.

Experienced sales worked*- whohave leadership qualities and salesability may advance to supervisor,sales manager, or other executivepositions.

2i

Employment Outlook

Employment opportunities forsales workers in wholesale trade areexpected to be good for those withproduct knowledge and selling abil-ity In addition to new positions cre-ated by growth, many openings willstern from turnover, which is fairlyhigh in this occupation_ A person'ssuciless in selling greatly depends onhis or her ability to locate new bus

Aomers and persuade there to bu), Ariumbel of new sales workets findthey are not suited to the competitivenature of selling and leave the ox_cupawn

The numbei wholesale SilICS

StaAkeili is expected to glow abut asfast as the average for all 0,,upationsthrough the mid-I980's Businessesand institutions will ret4tare a widevallety Ft inldu to 4,1 thenand for eventual resale Althoughmany large purchasers and Lithe isVdrikt I kk-44U1IC highly spe,1.411z.e.1

o,,ts w,rll tn.') directly hum ipt.itito,Curers, the majority of transactionswill involve the wholesale distobutto

As chain stores and .,thee largenis ,entraihee ales

the vatuc sales .Lase Ikk t.111Skalkkal tkCi-ils11 alit]

St, ales I iv.Npoital figly greatei Wtl.,lesiI..spc d 6; iL I. di I tiakCk1141.4111.kilkit6 Acia a. akkki ,asks ii dIIIL.ic4n1(16 itos. I Eric!.

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Earnings and WorkintConditions

AL lrding to limited information,most beginning sales workers earnedaround $9,500 a year in 1976 Expe-rienced sales workers earned consid-erably more Since commissions of-ten make up a large proportion of thesales worker's income, earnings varywidely in this occupation They alsodepend on the sales worker's 'experi-

ence and seniority, as well as on theppoduet line, Median earnings of thelowest paid sales workers in 1976varied from $ 12.000 iii automativeparts and supplies to $ IN,400 in pa-per and paper products distributionMedian earittligb of the highest paidsales workers ranged horn $20,400in b,-ve rage distribation to over

in 1,,aper and paper prod

p1414 amongthins Many employers pay a salaryOw. tic it_c111,4gc ,0,11;BINbitin rill

kithel3 [fay 4 ,ti aight ,ornmissum or straight salary. Some includea mo., Although most wholesales,Jes w., keis have steady, yeartound work NaLs (and commissions).a.y ()4.,,a5Int_ some pi

tkki 5,. a IIpic ari .0 IF lld.tioitlug i .tier dui g t,Ci talli SC asatIkk 1 p sales u Orkelb

1,,111) payt,,c,4ik,1 t c4 tic' a -as ,taw

4641,,N, Mt:rat,kill ,k.t Lk. in li al a k.k1 II

for cars and reimbursements for cer-taM expenses on the road.

Sales workers often have long, ir-regular work hours. Although theycall on customers during businesshours, they may travel at night or onweekends It meet their schedule.However, most sales workers seldomare away from home for more than afew days at a tune. They may spendevenings writing reports and orders,may carry heavy catalogs and samplecases, and be on their feet for longperiods

Depending on length of service,most sales workers have a 2- to 4-week paid vacation_ Many are cov-ered 11 company benefit's, includinghealth and life insurance and retire-ment pensions

Suureers or AdditionalInformation

ati.,n wholesale_ding may be obtained directly from

local wholesale houses or from 4NSU,ciations of wholesalers in many of thelarger cities If no local association isavailable. wi ire to.Nalikkir4I SSakk-kk-laihkik -D13tr tbu

1.IN 1 125 R. St N WAAtiiiigisttril DC20(1(.0

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A New N Y 1 OU I 1

What to Look For In this Reprint

To make the Occupation 7a) Outlook Handbook easier touse, each occupation or industry follows the same outlineSeparate sections describe basic elementS. such as work onthe job, education and training needed, and salaries or wagesSome sections will be more useful if you know how to interpretthe information as explained below,

The TRAINING, OTHER QUALIFICATIONS. AND AD-VANCEMENT section indicates the preferred way to enter eachoccupation and alternative ways tO obtain training Read thissection capefully because early planning makes many fieldseasier to enter Also the level at which you enter arid ihe speedwith which you advance often depend on your training If youare a student, yOU may want to consider taking those outset,thought useful for the occupations which interest you

Besides training. you may need a State license of uelllflcafe The training section indicates which occupations gene'ally require these Jec.. k li(41.41reailelltb in Olt Slate Wriure yooplan to work because Stte regulations vary

Whether an oefcuoalkap suits your persor,aiily I,. ar,5,515,

ant area to explore For some you may have iu make_5,1:)luil'a In a highly Lotiikte1111,,c alrriospl,cr a For

u may do only routine tasks under (10,e superuCCessIully In a partir ular lob you rriayave to Jo opt

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mation is lacking for most occupations.There are exceptions, however, especially among pro

fessional occupations, Nearly everyone who earns a medicaldegree, for example, becomes a practicing physician. Whenthe number of people pursuing relevant types of education andtraining and then entering the field can be compared with thedemand, the outlook section indicates the supply/demand rela-tionship ?s follows

Excellent _ --Demand much greater hansupply

VfJiy good _Demand greater Ian supply_

ouou or tdv bie -Rough balance betweendemand and supply

May taco uompetitrurr -'- likelihood of more supplythan demand

Kee,. ornoulifiult Supply greater than demand

job openings should riot stop your pursu-j a career that matches your aptitudes and interests Even

a I or overcrowded occupations provide some jobs So doif se in which employment is growing very slowly or declining.

4rowth in an occupation is riot the only source of jobs because the number of opening_ s from turnover can be

substdrinai in large Ock,:upatioris In tact. replacement needs areexpeted to Lleole /0 percent of all openings between 1976 and

f illy1985

jut.) proHpe,Lto ur your area Islay differ from those Inauu es1_, d whole YOuf State employment S tan forlocal irifvrrriatiun10, is, AFirlir1(1, Lulls 40tat were COI 011

rrr=4 I H. ho,,) Le

IntC:maiion is availabre for only onc type of earn-and soiark:D and nut ovals (HS fur ail ur,Arpa

gh 9 out of 10 Worker; receive this form 01 income,, viveitithe Hight Stints 1_.41 Ir

I .w..1,1( s IIr s,tirit; ott4,toptdion3 VVOkttb also ts,cive, Jr, sales Of Some tautury,v55,r, 5 ale paid a p,eCe lane an extra payment each item

'frt: rt.I J_,L u marl)

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kind) Sales workers Irr department stores for example.,_give discounts On .meichandise

Licspite.tirtkmitieb in determining exdny ic oar!'1,,a Job irre ,,,arniflySt. Section does compare occupational

injidniig whether a ertain job pays more or lessItic ant ldge 101 all rionsupervisors in private industry ex=

La h occupoilu,, has many pay ieveib b91111515- alindbt

,y earn lesS than walkers who nave been on the job for:hue harnipgs also vary by geographic location but cities

that ottei the highest earnings often are those where living costsare (HOST 'YJeX ensive

Ii,,. ,,,If-e,51Ucilrunshy,lclans bar

tor exaMpl-_ Earning:, for

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dpin in aplvace e

I ,411 1. thks. ititeas taken NUM the 19/8 /9 euition of the Ocutipational

(),,tiook Flai,dhoc,i, But the liandbook is not tne only sourcetibOtil intormation published by the Bureau of Labor

1Austic.t. 114e 1 taittibuok`* t.;ortiparlioh, the OcCupattorlalOutloo Quarterly, is published four times during the schoolyc:01 (0 keep subsci burs tip to (fate oli new occupational studiesGoinpleted between editions of the Handbook The Quarterly

yive.s ,ILGtlLal informatior. oir training and educationalbald' ark] rl.,w aria emerging jobs jkiat

l)))1t, IlaCd (J kiivw [If 0(30If 1 uu wt to a StJUS,:i !bet to recent ist_ret,t I le (--)LA,141

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Depusit

ilt uIiDLRr WAIN TOorintendent ofDocuments

6oyernmentPrinting orrice

Nashington, D C20402