Route Salespeople

Career summary

Route salespeople may also be called route drivers, route sales representatives, delivery drivers, or driver/sales workers.

Route salespeople have both delivery and sales responsibilities. When they deliver to stores, salespeople often stock the shelves with their goods.

Route salespeople follow a route when making deliveries. They pick up and drop off items at set places along the route. Depending on what they deliver, route salespeople may travel a route several times a week or several times a month.

Route salespeople read a list of customers and their orders, and use this information when planning their route. They load their truck according to the order of their deliveries.

Some route salespeople deliver food or other products for vending machines. They:

• Collect the coins from these machines
• Remove items that are too old or damaged to be sold
• Add new items

They may also repair, adjust, and clean these machines.

Other route salespeople sell food from their trucks. They may travel to different job sites where they sell food to workers. These route salespeople collect money from customers and make change.

Route salespeople work for companies that pick up, clean, and deliver:

• Linens
• Work uniforms
• Diapers

Once they have made their deliveries, route salespeople visit businesses they think might want to buy their products or use their service. They explain their company's goods or services to people at these businesses.

Route salespeople talk to their current customers about new products or services and price changes. They also discuss customers' complaints and resolve problems.

Route salespeople also have administrative and maintenance duties. They keep a log of how many items they picked up or delivered so that customers can be billed. In addition, route salespeople do basic maintenance on their trucks, such as adding gas and checking the oil.

Related careers

This career is part of the Marketing cluster of careers.

Related careers include:

• Advertising Salespeople
• Coin and Vending Machine Repairers
• Counter and Rental Clerks
• Couriers and Messengers
• Demonstrators and Promoters
• Light Truck Drivers
• Mail Carriers
• Retail Salespeople
• Sales Representatives
• Service Station Attendants
• Taxi Drivers and Chauffeurs

Job duties

Task list

The following list of tasks is specific to route salespeople.

• Collect money from customers. Make change and record transactions on customer receipts.
• Drive truck to deliver items such as food, medical supplies, or newspapers.
• Fill out sales contracts according to company guidelines.
• Listen to and resolve customers' complaints regarding products or services.
• Call on potential customers to explain company services.
• Keep a log of the number of items delivered to each customer.
• Review list of customers and their orders.
• Load truck in a way that makes the most of space and reduces unloading time.
• Arrange merchandise and sales promotion displays.
• Inform regular customers of new products or services and price changes.
• Repair, adjust, and clean vending machines.
• Maintain truck by adding gas, checking the tires, and performing other basic tasks.
• Sell food to office workers and patrons of sports events.
• Collect coins from vending machines. Remove old products and refill machines.

Common work activities

Route salespeople perform the following tasks. These tasks are common to many careers.

• Operate vehicles or mechanized equipment
• Establish and maintain relationships
• Perform for or work with the public
• Communicate with people outside the organization
• Perform activities that use the whole body
• Convince others to buy goods or change their minds or actions
• Get information needed to do the job
• Communicate with supervisors, peers, or subordinates
• Use computers
• Develop and build teams
• Handle and move objects
• Identify objects, actions, and events
• Coordinate the work and activities of others

Work requirements

Working conditions

In a typical work setting, route salespeople:

Interpersonal relationships

• Have a high level of social contact. They work with store owners and sales staff most of the time.
• Often deal with unpleasant, angry, or discourteous customers.
• Are placed in conflict situations on a monthly basis.
• Communicate with store owners and sales staff daily by telephone or in person.
• Work in a group or as part of a team.
• Are sometimes responsible for the work done by others.

Physical work conditions

• Work outdoors most of the time while loading and unloading their trucks. Often work indoors while setting up goods and talking to customers.
• Work in a closed vehicle on a daily basis.
• Often are exposed to very hot or very cold temperatures when working outdoors.
• Work near customers, but usually have a few feet of space separating them from others.
• Sometimes wear work uniforms or safety gear, especially when unloading.

Work performance

• Must be exact in counting product items. Errors could cause customers to be billed for incorrect amounts.
• Repeat the same physical activities, such as loading and unloading trucks.
• Make decisions on a daily basis that strongly impact the reputation of their employers. They consult supervisors for some decisions, but make most without talking to a supervisor.
• Are able to set some tasks for the day without consulting with a supervisor.
• Must meet strict deadlines on a daily and weekly basis.

Hours/travel

• Generally have a set schedule each week.
• May work 50 or more hours per week, but most work 40 hours a week.
• May have shifts that begin early in the morning or end late at night.

Physical demands

Route salespeople frequently:

• Walk or run for long periods of time.
• Use their hands to handle, control, or feel objects, tools, or controls.
• Stand for long periods of time.
• Repeat the same movements.
• Bend or twist their body.

It is important for route salespeople to be able to:

• See details of objects that are less than a few feet away.
• See details of objects that are more than a few feet away.
• Understand the speech of another person.
• Speak clearly so listeners can understand.
• Determine the distance between objects.
• Make quick, precise adjustments to machine controls.
• Move two or more limbs together (for example, two arms, two legs, or one leg and one arm) while remaining in place.

It is not as important, but still necessary, for route salespeople to be able to:

• Use stomach and lower back muscles to support the body for long periods without getting tired.
• Use one or two hands to grasp, move, or assemble objects.
• Use fingers to grasp, move, or assemble very small objects.
• Hold the arm and hand in one position or hold the hand steady while moving the arm.
• Use muscles to lift, push, pull, or carry heavy objects.
• Adjust body movements or equipment controls to keep pace with speed changes of moving objects.
• React quickly using hands, fingers, or feet.
• See differences between colors, shades, and brightness.
• While looking forward, see objects or movements that are off to the side.
• Bend, stretch, twist, or reach out.
• Move arms and legs quickly.
• Choose quickly and correctly among various movements when responding to different signals.
• Be physically active for long periods without getting tired or out of breath.
• Coordinate movement of several parts of the body, such as arms and legs, while the body is moving.
• See objects in very low light.
• See objects in very bright or glaring light.
• Hear sounds and recognize the difference between them.
• Focus on one source of sound and ignore others.

Skills and abilities

Route salespeople need to:

Communicate

• Speak clearly so listeners can understand.
• Listen to others and ask questions.
• Understand spoken information.
• Understand written information.
• Write clearly so other people can understand.
• Read and understand work-related materials.

Reason and problem solve

• Analyze ideas and use logic to determine their strengths and weaknesses.
• Follow guidelines to arrange objects or actions in a certain order.
• Use reasoning to discover answers to problems.
• Notice when something is wrong or is likely to go wrong.

Use math and science

• Use math skills to solve problems.

Manage oneself, people, time, and things

• Manage the time of self and others.

Work with people

• Look for ways to help people.
• Be aware of others' reactions and understand the possible causes.
• Persuade others to approach things differently.

Education and training

Educational programs

The programs of study listed below will help you prepare for the occupation or career cluster you are exploring.

Programs of study directly related to this occupation

• Retail Management

Other programs of study to consider

• Behavioral Sciences
• Business, General
• Family and Consumer Sciences, General
• Marketing
• Truck and Bus Driving

Training

To work as a route salesperson, you typically need to:

• have a high school diploma or equivalent;
• be at least 18 years old (for in-state driving) or 21 years old (for driving across state borders);
• have a driver's license;
• have a good driving record; and
• complete short-term, on-the-job training.

Education after high school

Most route salespeople drive large trucks. While not required, courses from a truck-driving program can be helpful. Many professional-technical schools offer driver-training programs. These programs typically award a certificate or diploma in about a month. Completing such a program may help you get a job as a trainee. However, you should check the school's reputation with area employers before enrolling.

Route salespeople must have a commercial driver's license (CDL) if they transport hazardous materials or operate a truck that can carry 26,000 pounds or more. To qualify for a CDL you must pass both a written and a driving exam. You also must have a good driving record. In many states, a regular driver's license is all you need for driving light trucks and vans.

Route salespeople who drive across state borders must pass a physical examination once every two years. To pass the examination you must have good hearing and vision. You must also pass a drug test and have no criminal record.

Work experience

Sales and driving experience can help you get a trainee position.

On-the-job training

Many route salespeople learn on the job as a driver's helper. As a helper you accompany experienced drivers on their routes. You help load the products, drive the route, and set up product displays. You also learn to plan and schedule deliveries, take sales orders, and make sales calls. You may spend up to one month in training.

Some salespeople receive classroom training. Classroom instruction may include training on general duties and company policies. You may also learn how to load a truck and prepare delivery forms and company records.

Helpful high school courses

You should take a general high school curriculum that meets the state's graduation requirements. You will be required to take both math and science classes to graduate.

Helpful electives to take in high school that prepare you for this career include:

• Diesel Mechanics and Repair
• Driver Education
• Introduction to Mechanics
• Physical Education

The courses listed above are meant to help you create your high school plan. If you have not already done so, talk to a school counselor or parent about the courses you are considering taking.

You should also check with a teacher or counselor to see if work-based learning opportunities are available in your school and community. These might include field trips, job shadowing, internships, and actual work experience. The goal of these activities is to help you connect your school experiences with real-life work.

Join some groups, try some hobbies, or volunteer with an organization that interests you. By participating in activities you can have fun, make new friends, and learn about yourself. Maybe one of them will help direct you to a future career. Here are examples of activities and groups that may be available in your high school or community.

Things to know

Many employers require applicants to be at least 22 years of age and have a commercial driver's license. Employers prefer applicants who have at least a high school diploma or equivalent. They also prefer applicants who have sales experience and a good driving record. Some employers prefer applicants who have three to five years of experience driving trucks.

Many jobs require physical strength and stamina. Some employers may require applicants to show they can lift 50 pounds. Employers may also require applicants to pass a drug test.

Route salespeople often must be bonded (insured against financial loss). Bonding requirements vary but generally require that applicants be of good character.

Employers look for applicants who have initiative and are dependable, healthy, and neat in appearance. They also look for applicants who have good communication skills.

Tips

Mechanical ability is helpful if you need to do minor repair work on your truck or vending equipment.

Costs to workers

Workers may be required to join a union and pay an initiation fee and monthly dues. Some workers may have to supply their own vehicle.

Job listings

Listed below are links to job categories from the National Labor Exchange that relate to this career. Once you get a list of jobs, you can view information about individual jobs and find out how to apply. If your job search finds too many openings, or if you wish to search for jobs outside of Washington, you will need to refine your search.

• Driver/Sales Workers 

To get a listing of current jobs from the WorkSource system, go to the WorkSource website .

Wages

#In Washington, the average entry-level wage for driver/sales workers is $10.47 per hour ($1,814 per month).

The minimum wage for Washington State as of January 1, 2020 is $13.50 per hour. Some areas of the state may have a higher minimum wage.

#Updated ES wage info 07.16 sd

Wages vary by employer, route, and product sold. The salesperson's level of experience and responsibility also affect wages. Not all salespeople are paid by the hour. Some receive a portion of the dollar amount they sell, which is called a commission. Some salespeople earn only a commission, and others receive a commission plus a low hourly wage.

Commission sales may allow route salespeople to increase their hourly wages. However, commissions depend heavily on the salesperson's powers of persuasion and the ups and downs of the economy.

Route salespeople who work full time generally receive benefits. Typical benefits include sick leave, paid vacation, and health insurance. Some employers may also provide a company car.

Employment and outlook

Washington outlook

#Between 2014 and 2024, it is estimated that for driver/sales workers there will be 144 openings annually due to new positions and 178 openings annually from workers leaving this career.

#Updated outlook 06.16 sd

The table below provides information about the number of workers in this career in various regions. It also provides information about the expected growth rate and future job openings.

National employment

Major employers:

• Frozen food door-to-door sales companies
• Groceries and related product producers
• Fast food and full-service restaurants
• Dry-cleaning companies

National outlook

Demand for route salespeople is expected to decline. Some firms are shifting sales, orders, and customer service duties to office staff. Delivery drivers who do not have sales duties are replacing some route salespeople.

There is strong competition for jobs in this occupation. People with good driving records and sales experience are most likely to be hired.

Other resources

Direct Selling Association 
1667 K Street NW, Suite 1100
Washington, DC 20006
202.452.8866

National Automatic Merchandising Association 
20 North Wacker Drive, Suite 3500
Chicago, IL 60606
312.346.0370

References

Career cluster

• Marketing

Career path

• Realistic (Technical)

O*Net  occupation

• Driver/Sales Workers (53-3031.00) 

O*Net job zone 

• Job Zone 2 - Some preparation needed. Some previous work-related skill, knowledge, or experience may be helpful in these occupations, but usually is not needed.

DOT occupations

• Coin Collector (292.483-010) 
• Coin-machine Collector (292.687-010) 
• Driver Helper, Sales Route (292.667-010) 
• Driver, Sales Route (292.353-010) 
• Lunch-truck Driver (292.463-010) 
• Newspaper-delivery Driver (292.363-010) 

Holland occupational cluster

• Realistic/Enterprising/Conventional

COPSystem

• Business Skilled