Sales representatives with leadership ability and good sales records may advance to supervisory and managerial positions. Frequent contact with people in other firms provides sales reps with leads about job openings, enhancing advancement opportunities. Despite the diversity of products and services sold, the jobs of all sales representatives have much in common. All sales representatives follow similar procedures to acquire new clients and must fully understand and be able to discuss what their company offers. Many sales representatives develop lists of prospective clients through telephone and business directories, asking business associates and customers for leads, and calling on new businesses as they cover their assigned territory.
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.