Retail Salespeople

At a Glance

Help customers find and buy items
Pay close attention to financial transactions
Stand for long periods of time
May work part time or full time
Most train on the job
Work for department, clothing, and building supply stores among others

Career summary

Retail salespeople help customers find items in stores. They try to convince customers to buy those items.

Retail salespeople may be called sales associates or sales clerks.

Retail salespeople answer questions about various models, colors, and brands of an item. They show customers how items work. They also help customers locate items in the store. If they cannot find an item, salespeople check the stockroom or make special orders from other stores.

Retail salespeople compute the amount of the total sale and receive cash, check, or credit card payments. Most salespeople are assigned to a register at the beginning of their shift. At the end of a shift they total charge forms, return slips, and other non-cash items and deposit the day's sales at the store's cash office.

Retail salespeople bag, package, or gift wrap items for customers. Sometimes they mail or deliver special-order items. Salespeople also handle returns or exchanges of items. They keep track of items for sale in the store.

Retail salespeople stock shelves and racks and arrange items in an appealing way. They mark price tags and make sure that work areas are neat and clean. Retail salespeople also know how to identify and prevent security risks and theft. They also stay updated on new items, store promotions, and policies.

Related careers

This career is part of the Marketing cluster of careers.

Related careers include:

Military careers

Sales and Stock Specialists

Job duties

Task list

The following list of tasks is specific to retail salespeople.

Provide polite and useful service to customers. Determine each customer's needs.
Recommend and help locate items that meet customer needs.
Describe items for sale and show different models or colors if necessary. Answer questions.
Help customers try on items.
Make special orders or check other stores for hard-to-find items. Arrange to mail or deliver special-order items.
Show how items are used.
Prepare items for purchase or rental.
Receive cash, check, and charge card payments.
Bag or package items for customers. Wrap items to be given as gifts.
Organize, display, and keep track of items for sale.
Stay up to date about sales and special offers and store policies.
Balance cash drawers.
Maintain records of sales.
Watch for and prevent security risks and thefts.
Handle returns or exchanges of items.

Common work activities

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

Perform for or work with the public
Convince others to buy goods or change their minds or actions
Get information needed to do the job
Establish and maintain relationships
Make decisions and solve problems
Communicate with supervisors, peers, or subordinates
Identify objects, actions, and events
Update and use job-related knowledge
Use computers
Resolve conflicts and negotiate with others
Handle and move objects
Judge the value of objects, services, or people
Monitor events, materials, and surroundings
Organize, plan, and prioritize work
Process information
Think creatively
Assist and care for others
Perform activities that use the whole body

Work requirements

Working conditions

In a typical work setting, retail salespeople:

Interpersonal relationships

Have a high level of contact with customers and coworkers.
Have moderate responsibility for outcomes. Salespeople are expected to meet sales quotas.
Communicate with customers and coworkers daily by telephone or in person.
Occasionally deal with angry or discourteous people.
Work in a group or as part of a team.

Physical work conditions

Almost always work indoors. However, retail salespeople may work outdoors if they sell items such as cars, plants, or lumber yard materials.
Work near customers and coworkers, but usually have a few feet of space separating them from others.

Work performance

Must be exact in their work. This is so that customers are charged the correct price for items.
Are able to set some tasks for the day without talking to a supervisor. This is because they often repeat the same tasks.
Often make decisions that affect customers. They consult supervisors for some decisions, but make most without talking to a supervisor.
Are moderately competitive with coworkers.
Must meet strict deadlines on a weekly basis, such as sales quotas.
Repeat the same physical and mental activities.

Hours/travel

Generally have a set schedule each week.
May work part time or full time, but most work 40 hours a week.
May work evenings, weekends, or holidays. Often work longer hours around the winter holidays.
May be discouraged from taking vacation time during peak shopping periods.

Physical demands

Retail salespeople frequently:

Stand for long periods of time.
Walk or run for long periods of time.
Use their hands to handle, control, or feel objects, tools, or controls.

It is important for retail salespeople to be able to:

Understand the speech of another person.
Speak clearly so listeners can understand.
See details of objects that are less than a few feet away.

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

Use stomach and lower back muscles to support the body for long periods without getting tired.
See details of objects that are more than a few feet away.
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.
See differences between colors, shades, and brightness.
Focus on one source of sound and ignore others.
Hear sounds and recognize the difference between them.
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.
Use one or two hands to grasp, move, or assemble objects.
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.
Keep or regain the body's balance or stay upright when in an unstable position.

Skills and abilities

Retail salespeople need to:

Communicate

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

Reason and problem solve

Notice when something is wrong or is likely to go wrong.
Analyze ideas and use logic to determine their strengths and weaknesses.
Understand new information or materials by studying and working with them.
Follow guidelines to arrange objects or actions in a certain order.

Manage oneself, people, time, and things

Check how well one is learning or doing something.
Manage the time of self and others.

Work with people

Persuade others to approach things differently.
Look for ways to help people.
Be aware of others' reactions and understand the possible causes.
Solve problems by bringing others together to discuss differences.
Change behavior in relation to others' actions.

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

Other programs of study to consider

Training

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

complete short-term, on-the-job training.

Education after high school

Retail salespeople jobs tend to be entry-level jobs that require little or no previous work experience. However, many employers prefer that you have a high school diploma or equivalent.

Many employers require salespeople to have a college degree if their jobs are part of a management-training program. Be sure to take courses in business management, marketing, and computers if you are interested in a retail management position. A college degree can also be good preparation for selling high priced or technical products, such as cars or computers. Several fields of study provide a good background for this occupation.

On-the-job training

Retail salespeople learn their skills mainly through on-the-job training. In smaller stores, training happens one-on-one with a manager or owner. Larger stores have formal training programs. In these programs you learn about customer service, security risks, and store policies. You also learn how to operate cash registers and price-scanning machines. Training may last up to one month.

Some retail salespeople receive special training from manufacturers. This training is usually limited to expensive or complex items, such as computers or cars. You may also need special training if you sell very specific types of items, such as plants, fabrics, or health care products.

Work experience

Many jobs are entry level and do not require previous experience.

Some jobs, such as selling cars, building materials, or computers may require previous experience.

Military training

Some branches of the military train people to work as sales and stock specialists. Training lasts six to seven weeks. Further training occurs on the job.

There are two Hearing Aid Specialist programs in Washington State. See the Biomedical Technology program for more information.

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:

Principles of Sales
Marketing

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

Employers generally prefer to hire retail salespeople who have a high school diploma or equivalent. Some employers prefer salespeople who speak more than one language. This is important in stores that serve tourists or non-English speaking communities.

Some employers do background checks before they hire new employees. This security measure often is used in businesses that sell expensive items such as cars.

Employers prefer salespeople who possess traits that are important in the retail industry. These traits include patience, tact, and the ability to communicate clearly. A neat and pleasant appearance is also important.

Some employers may ask applicants to take a basic math test. Many hire students for part-time, seasonal, or summer work.

Tips

Workers in this field should enjoy selling products and working with people. Distributive education courses are helpful, in addition to sales or other work experience. Product knowledge is extremely beneficial. Salespeople also need to keep abreast of technological changes that affect the products they sell. Showing a strong interest in the products you sell and in advancement at the company where you work is very helpful.

Automobile salespeople may improve their chances of being hired by becoming certified by the National Automobile Dealers Association (NADA).

#Checked NADA site 4/2/09 & cert is still offered (do search on certification on their site to find the page), cj. Still offered 3/30/15, 1/23/17, 3/18/19 cj.

Costs to workers

Some workers may be required to join a union and pay an initiation fee and monthly dues. The costs can vary depending on geographical location. Some employers may also require workers to wear specific types of clothing, such as business suits or less formal wear. Hearing instrument salespeople may want to join state or national associations, which may require yearly dues. Workers may have to pay for liability insurance and continuing education classes, although these may be paid for by the employer.

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.

Retail Salespersons

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

Wages

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.

Retail salespersons (SOC 41-2031)

Location	Pay Period
Location	Pay Period	10%	25%	Median	75%	90%
Washington	Hourly	$11.69	$12.03	$13.96	$17.62	$23.34
	Monthly	$2,026	$2,085	$2,419	$3,054	$4,045
	Yearly	$24,330	$25,020	$29,040	$36,650	$48,560
Bellingham	Hourly	$12.06	$12.35	$13.75	$17.06	$24.07
	Monthly	$2,090	$2,140	$2,383	$2,956	$4,171
	Yearly	$25,085	$25,684	$28,614	$35,468	$50,066
Bremerton-Silverdale	Hourly	$12.04	$12.35	$13.62	$16.65	$19.91
	Monthly	$2,087	$2,140	$2,360	$2,885	$3,450
	Yearly	$25,057	$25,694	$28,340	$34,630	$41,412
Clarkston-Lewiston	Hourly	$9.11	$10.94	$13.12	$18.09	$25.48
	Monthly	$1,579	$1,896	$2,274	$3,135	$4,416
	Yearly	$18,952	$22,749	$27,308	$37,618	$52,987
Kennewick-Richland	Hourly	$11.97	$12.11	$12.49	$14.99	$19.15
	Monthly	$2,074	$2,099	$2,165	$2,598	$3,319
	Yearly	$24,902	$25,200	$25,971	$31,177	$39,841
Longview	Hourly	$12.03	$12.28	$13.00	$15.39	$19.44
	Monthly	$2,085	$2,128	$2,253	$2,667	$3,369
	Yearly	$25,025	$25,545	$27,040	$32,014	$40,439
Mount Vernon-Anacortes	Hourly	$12.01	$12.24	$12.94	$15.92	$21.05
	Monthly	$2,081	$2,121	$2,243	$2,759	$3,648
	Yearly	$24,976	$25,446	$26,923	$33,106	$43,788
Olympia-Tumwater	Hourly	$12.00	$12.22	$12.91	$15.52	$19.92
	Monthly	$2,080	$2,118	$2,237	$2,690	$3,452
	Yearly	$24,957	$25,401	$26,851	$32,286	$41,445
Seattle-Tacoma-Bellevue	Hourly	$12.15	$12.82	$15.37	$19.23	$26.06
	Monthly	$2,106	$2,222	$2,664	$3,333	$4,516
	Yearly	$25,279	$26,656	$31,969	$40,005	$54,208
Spokane-Spokane Valley	Hourly	$11.99	$12.17	$12.62	$15.09	$19.24
	Monthly	$2,078	$2,109	$2,187	$2,615	$3,334
	Yearly	$24,934	$25,308	$26,240	$31,382	$40,025
Vancouver	Hourly	$11.06	$11.91	$13.40	$16.28	$20.79
	Monthly	$1,917	$2,064	$2,322	$2,821	$3,603
	Yearly	$23,008	$24,777	$27,881	$33,874	$43,246
Walla Walla	Hourly	$12.07	$12.35	$13.91	$17.75	$22.00
	Monthly	$2,092	$2,140	$2,411	$3,076	$3,813
	Yearly	$25,111	$25,701	$28,937	$36,908	$45,750
Wenatchee	Hourly	$12.09	$12.49	$14.92	$18.58	$26.53
	Monthly	$2,095	$2,165	$2,586	$3,220	$4,598
	Yearly	$25,145	$25,963	$31,026	$38,660	$55,177
Yakima	Hourly	$12.04	$12.34	$14.01	$17.70	$23.25
	Monthly	$2,087	$2,139	$2,428	$3,067	$4,029
	Yearly	$25,041	$25,679	$29,135	$36,808	$48,356
United States	Hourly	$8.85	$10.05	$11.63	$14.59	$19.96
	Monthly	$1,534	$1,742	$2,015	$2,528	$3,459
	Yearly	$18,400	$20,910	$24,200	$30,350	$41,530

Not all salespeople are paid by the hour. Some receive a portion of the price of what 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 retail 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.

In smaller businesses, benefits may be limited. In larger businesses, retail salespeople may enjoy benefits, such as paid holidays and vacation, a retirement plan, and health insurance. These benefits, however, are usually given only to full-time workers. Nearly all retail salespeople receive discounts when buying store merchandise.

Employment and outlook

Washington outlook

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.

Retail Salespersons (SOC 41-2031)

		This occupation	All occupations
Location	Current employment	Growth over 10 years		Annual openings
Washington	109,082	8.3%	16.1%	18,008
Adams, Chelan, Douglas, Grant, and Okanogan Counties	3,549	9.2%	13.4%	598
Asotin, Columbia, Ferry, Garfield, Lincoln, Pend Oreille, Stevens, Walla Walla, and Whitman Counties	1,823	10.6%	8.6%	313
Benton and Franklin Counties	4,869	6.0%	15.0%	776
Clallam, Jefferson, and Kitsap Counties	4,824	12.9%	11.9%	860
Clark, Cowlitz, and Wahkiakum Counties	6,145	8.2%	15.2%	1,015
Grays Harbor, Lewis, Mason, Pacific, and Thurston Counties	6,646	9.1%	14.1%	1,108
Island, San Juan, Skagit, and Whatcom Counties	6,772	9.9%	14.6%	1,147
King County	39,219	7.2%	19.6%	6,347
Kittitas, Klickitat, Skamania, and Yakima Counties	3,662	9.2%	13.8%	616
Pierce County	11,929	7.3%	15.2%	1,940
Snohomish County	9,942	7.9%	12.4%	1,628
Spokane County	9,558	8.6%	13.9%	1,586
United States	4,510,900	-2.3%	5.2%	641,300

National employment

Major employers:

Clothing and accessories stores
Department stores
Building materials stores
Automobile dealers
Sporting goods stores

National outlook

Demand for this occupation will decline. Growth is limited by the amount of online shopping consumers do. Some consumers continue to shop at stores, especially warehouse superstores where demand for retail salespeople will be the highest.

Many job openings occur as people leave this job for other opportunities.

Other resources

American Apparel and Footwear Association
740 - 6th Street NW
Washington, DC 20001
202.853.9080

National Automobile Dealers Association
8400 Westpark Drive
Tysons, VA 22102
800.252.6232
703.821.7000

National Retail Federation
1101 New York Avenue NW
Washington, DC 20005
800.673.4692
202.783.7971

Retail, Wholesale, and Department Store Union

Sales and Marketing Executives International, Inc.
PO Box 1390
Sumas, WA 98295-1390
312.893.0751

SHOP! Association
4651 Sheridan Street, Suite 470
Hollywood, FL 33021

Washington Retail Association
618 Quince Street SE
Olympia, WA 98501
360.943.9198

Washington State Auto Dealers Association
621 SW Grady Way
Renton, WA 98057
800.998.9723
206.433.6300

References

Career cluster

Marketing

Career path

Enterprising (Business Communications)

O*Net occupation

Retail Salespersons (41-2031.00)

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

Strong Interest Inventory

Retail Sales Representative

Holland occupational cluster

Enterprising/Conventional/Social

COPSystem

Business Skilled