Retail Sales Workers

Summary

What Retail Sales Workers Do About this section

Retail sales workers maintain knowledge of current sales and promotions.

Retail sales workers sell merchandise, such as furniture, motor vehicles, appliances, or apparel, to customers. They also sell spare and replacement parts and equipment.

Duties

Retail sales workers typically do the following:

• Greet customers and offer them assistance
• Recommend products based on customers’ wants and needs
• Explain the use and benefit of products to customers
• Answer customers’ questions
• Show how products work, if applicable
• Add up customers’ total purchases and process payment
• Inform customers about current sales, promotions, and policies about payments and exchanges

Retail sales workers help customers find and select items to buy; they also process payment for the sale. They may be responsible for operating a cash register or point-of-sale system and for cash, receipts, and totals related to payment transactions.

In addition, retail sales workers may help with tasks such as stocking shelves or racks, arranging for delivery of purchases, and tracking inventory. They also need to maintain a tidy and organized work area.

For some retail sales jobs, particularly those involving expensive and complex items, retail sales workers need special knowledge or skills. For example, those who sell cars or car parts must be able to explain the features of various models, manufacturers’ specifications, and details of associated warranties.

Retail sales workers also must recognize security risks and understand their organization’s procedures for handling theft, which may include notifying security guards or calling police.

The following are examples of types of retail sales workers:

Parts salespersons sell spare and replacement parts and equipment, especially car parts. Most work in either automotive parts stores or automobile dealerships.

Retail salespersons work in stores where they sell goods such as cars, clothing, furniture, and many other types of merchandise.

For information about other workers who process payments and disburse money in retail settings, see the cashiers profile.

Work Environment About this section

Retail sales workers often stand for long periods and spend most of their time interacting with customers.

Parts salespersons held about 267,900 jobs in 2023. The largest employers of parts salespersons were as follows:

Retail salespersons held about 3.8 million jobs in 2023. The largest employers of retail salespersons were as follows:

Most parts salespersons and retail salespersons work in stores. Some workers travel to meet clients or visit other stores. Retail sales workers spend most of their time interacting with customers, such as to answer their questions or assist them with purchases.

Workers often stand for long periods. They may work outdoors if they sell items such as cars, plants, or lumberyard materials.

Work Schedules

Many sales workers are employed full time. Schedules may vary to include evenings and weekends. Workers sometimes pick up additional shifts or part-time employment, particularly during holidays and other peak sales periods.

How to Become a Retail Sales Worker About this section

A friendly and outgoing personality is important for these workers, as the job requires almost constant interaction with people.

Retail sales workers typically do not need formal education to enter the occupation. However, some employers prefer to hire candidates who have a high school diploma or the equivalent. Most retail sales workers learn on the job.

Education

Although retail or parts sales positions usually have no formal education requirement, some employers prefer to hire candidates who have a high school diploma or the equivalent.

Training

Most retail sales workers receive on-the-job training, which usually lasts a few days to a few months. An experienced employee often trains newly hired workers, but some training programs are more formal and may be conducted over several days.

Training topics usually include customer service, security, store policies and procedures, and cash register or point-of-sale system operation.

Depending on the product they are selling, employees may receive additional specialized training. For example, salespersons working in automotive sales get instruction on the types of vehicles for sale, sales promotions, and financing options. Similarly, those who sell auto parts may be instructed on the technical functions of various parts, in addition to sales technique.

Licenses, Certifications, and Registrations

Some states require licensure for selected retail sales occupations, such as car salespersons. Aspiring salespersons may be required to pass an exam, complete a background check, or meet other conditions for employment.

Requirements vary by state. Contact individual state licensing agencies for more information.

Advancement

Retail sales workers may advance to supervisory or managerial positions. Some employers prefer that candidates for managerial positions have a bachelor’s degree.

As sales workers gain experience and seniority, they often have greater responsibility and may be given a choice of departments in which to work. Such opportunities often mean moving to positions with higher potential earnings and commissions.

Important Qualities

Customer-service skills. Retail sales workers must be responsive to customers and be friendly and outgoing. They should explain product options and make appropriate recommendations to customers.

Interpersonal skills. Retail sales workers have frequent interaction with customers. Engaging with and relating to people may increase customer loyalty.

Math skills. Retail sales workers must be able to calculate price totals, discounts, and change owed to customers.

Persistence. A large number of attempted sales may not be successful, so sales workers should not be discouraged easily.

Persuasion. Retail sales workers must be persuasive when interacting with customers. They must clearly and effectively explain the benefits of the merchandise.

Pay About this section

The median hourly wage for parts salespersons was $17.72 in May 2023. The median wage is the wage at which half the workers in an occupation earned more than that amount and half earned less. The lowest 10 percent earned less than $12.84, and the highest 10 percent earned more than $29.08.

The median hourly wage for retail salespersons was $16.19 in May 2023. The lowest 10 percent earned less than $11.42, and the highest 10 percent earned more than $23.13.

In May 2023, the median hourly wages for parts salespersons in the top industries in which they worked were as follows:

In May 2023, the median hourly wages for retail salespersons in the top industries in which they worked were as follows:

Wage data are from nonfarm establishments. The data exclude self-employed workers and owners and partners in unincorporated businesses. Tips, sales commissions, and bonuses for meeting production targets are included in wages; premium pay, such as overtime and shift differentials, is not.

Many sales workers are employed full time. Schedules may vary to include evenings and weekends. Workers sometimes pick up additional shifts or part-time employment, particularly during holidays and other peak sales periods.

Job Outlook About this section

Overall employment of retail sales workers is projected to show little or no change from 2023 to 2033.

Despite limited employment growth, about 582,200 openings for retail sales workers are projected each year, on average, over the decade. Most of those openings are expected to result from the need to replace workers who transfer to different occupations or exit the labor force, such as to retire.

Employment

The increase in online sales is expected to continue over the projections decade, limiting growth in the number of physical retail stores and reducing demand for retail sales workers.

Competition from e-commerce is expected to reduce demand for retail salespersons. However, brick-and-mortar retail stores may increase their emphasis on customer service as a way to compete with online sellers. Cost pressures may additionally lead retailers to hire workers who can perform a broad range of tasks, such as helping customers find items, operating a cash register, and restocking shelves. Because retail salespersons provide this versatile range of services, and because many consumers are still expected to visit physical stores, retail salespersons should continue to be needed to help customers and to complete sales.

Demand for car parts and parts salespersons is expected to continue as many older cars require repairs.

State & Area Data About this section

Occupational Employment and Wage Statistics (OEWS)

The Occupational Employment and Wage Statistics (OEWS) program produces employment and wage estimates annually for over 800 occupations. These estimates are available for the nation as a whole, for individual states, and for metropolitan and nonmetropolitan areas. The link(s) below go to OEWS data maps for employment and wages by state and area.

• Parts salespersons
• Retail salespersons

Projections Central

Occupational employment projections are developed for all states by Labor Market Information (LMI) or individual state Employment Projections offices. All state projections data are available at www.projectionscentral.org. Information on this site allows projected employment growth for an occupation to be compared among states or to be compared within one state. In addition, states may produce projections for areas; there are links to each state’s websites where these data may be retrieved.

CareerOneStop

CareerOneStop includes hundreds of occupational profiles with data available by state and metro area. There are links in the left-hand side menu to compare occupational employment by state and occupational wages by local area or metro area. There is also a salary info tool to search for wages by zip code.

Contacts for More Information About this section

For more information about the retail industry, visit

National Retail Federation

Retail Industry Leaders Association

Occupational Requirements Survey

For a profile highlighting selected BLS data on occupational requirements, see

Retail salespersons (PDF)

O*NET

Parts Salespersons

Retail Salespersons