Sales professionals

Sales representatives are found in nearly all industry segments. One of the most common places to find salespeople is in the retail environment, where salespeople sell items to the public. At this level, representatives may work on commission, or they may receive a straight salary. In some cases, the selling is passive, where sales representatives wait for customers to come into the store, or even into their department. In other cases, sales representatives actively seek out customers in order to communicate the features and benefits of the particular products. Generally, retail sales professionals are ass

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eceives a five percent commission, the representative would receive $2,000 plus five percent of whatever is sold over $40,000. Companies differ in how they handle periods where the commissions due a sales representative do not exceed his draw. In some companies, the sales representative essentially "borrows" against future earnings, while in others the draw is guaranteed and there are no penalties assessed if the draw is not met (Thompson & McCallum, 1993, pp. 17-20). In a month where the representative sells $60,000 worth of merchandise with a commission rate of five percent, his total compensation would be $3,000, calculated as follows: Draw 2000 Sales 60000 Req'd for Draw 40000 Commissionable 20000 Commission (5%) 1000 Total 3000 Some compensation programs are based solely on commission. These work best in situations where the products either have a high price, or can be sold in large quantities. If this is not the case, the sales representatives are not motivated to sell the item because they cannot make a good living. Because of the nature of compensation in the sales profession, and because there are so many different pro
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Approximate Word count = 1738
Approximate Pages = 7 (250 words per page)

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