Turnover generally is higher among representatives who sell nontechnical services, since they have invested less time and effort in specialized training. Prospective services sales representatives with a college background or a proven sales record should have the best job opportunities. Earnings of representatives who sold technical services generally were higher than earnings of those who sold nontechnical services. Earnings of experienced sales representatives depend on performance. Successful sales representatives who establish a strong customer base can earn more than managers in their firm.
Sales representatives work on different types of compensation plans.
Most firms use a combination of salary and commissions. Some services sales representatives receive a base salary plus incentive pay that adds 50 to 70 percent to the sales representative's base salary. In addition to the same benefits package received by other employees of the firm, outside sales representatives have expense accounts to cover meals and travel, and some drive a company car. Many employers offer bonuses, including vacation time, trips, and prizes, for sales that exceed company quotas. Because sales are affected by changing economic conditions and consumer and business expectations, earnings may fluctuate widely from year to year.