Some sales representatives acquire clients through inquiries about their company's services. The Internet now allows all sales reps to better target their clients, display information, research industry trends, and track competitors' offers. Some employers require sales representatives to have a college degree, but requirements vary depending on the industry a company represents. Employers who market advertising services seek individuals with a college degree in advertising, marketing, or business administration. Companies marketing educational services prefer individuals with a degree in education, marketing, or a related field.
Many hotels seek graduates of hotel or tourism administration programs.
Companies selling computer, engineering, health or other highly technical products and services generally require a bachelor's degree appropriate to their field. Certification and licensing is also becoming more common for sales representatives. However, employers may hire sales reps with only a high school diploma, if they have a proven sales record. In general, smaller companies are more willing to hire unproven individuals. Many firms conduct intensive training programs to acquaint new sales representatives with the products and services of the firm, the history of the business, effective selling techniques, and administrative duties and policies.