In addition to those working directly for a firm, many sales representatives are self-employed manufacturers' agents. They often form small sales firms and work for a straight commission based on the value of their own sales. However, manufacturers' agents usually gain experience and recognition with a manufacturer or wholesaler before becoming self-employed. The background needed for sales jobs varies by product line and market. The number of college graduates has increased and the job requirements have become more technical and analytical.
Most firms now emphasize a strong educational background.
Nevertheless, many employers still hire individuals with previous sales experience who do not have a college degree. For some consumer products, other factors such as sales ability, personality, and familiarity with brands are as important as a degree. On the other hand, firms selling industrial products often require a degree in science or engineering in addition to some sales experience. In general, companies are looking for the best and brightest individuals who have the personality and desire to sell. Many companies have formal training programs for beginning sales representatives lasting up to two years.