Most sales representatives, however, work for a small number of large firms with main offices in large cities, especially New York. Financial services sales representatives are employed by banks, savings and loan associations, and other credit institutions. Training, Other Qualifications, and Advancement Because securities sales representatives must be well informed about economic conditions and trends, a college education is increasingly important, especially in the larger securities firms. In fact, the overwhelming majority of workers in this occupation are college graduates. Although employers seldom require specialized academic training, courses in business administration, economics, and finance are helpful.
Many employers consider personal qualities and skills more important than academic training.
Employers seek applicants who have good sales ability and communication skills, are well groomed, and have a strong desire to succeed. Self-confidence and an ability to handle frequent rejections also are important ingredients for success. Because maturity and the ability to work independently also are important, many employers prefer to hire those who have achieved success in other jobs. Some firms prefer candidates with sales experience, particularly those who have worked on commission in areas such as real estate or insurance. Therefore, most entrants to this occupation transfer from other jobs.