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Retail Sales Workers

Summary

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Video transcript available at https://www.youtube.com/watch?v=EK9_RipD4w8.
Quick Facts: Retail Sales Workers
2022 Median Pay $30,750 per year
$14.79 per hour
Typical Entry-Level Education No formal educational credential
Work Experience in a Related Occupation None
On-the-job Training See How to Become One
Number of Jobs, 2022 4,031,700
Job Outlook, 2022-32 -2% (Decline)
Employment Change, 2022-32 -76,600

What Retail Sales Workers Do

Retail sales workers help customers find products they want and process customers’ payments.

Work Environment

Most retail sales workers work in clean, well-lit stores. Many sales workers work evenings and weekends. Some retail salespersons work part time.

How to Become a Retail Sales Worker

Typically, there are no formal education requirements for retail sales workers. Most receive on-the-job training, which usually lasts a few days to a few months.

Pay

The median hourly wage for parts salespersons was $17.21 in May 2022.

The median hourly wage for retail salespersons was $14.71 in May 2022.

Job Outlook

Overall employment of retail sales workers is projected to decline 2 percent from 2022 to 2032.

Despite declining employment, about 563,000 openings for retail sales workers are projected each year, on average, over the decade. All of those openings are expected to result from the need to replace workers who transfer to other occupations or exit the labor force, such as to retire.

State & Area Data

Explore resources for employment and wages by state and area for retail sales workers.

Similar Occupations

Compare the job duties, education, job growth, and pay of retail sales workers with similar occupations.

More Information, Including Links to O*NET

Learn more about retail sales workers by visiting additional resources, including O*NET, a source on key characteristics of workers and occupations.

What Retail Sales Workers Do About this section

Retail sales workers
Retail sales workers maintain knowledge of current sales and promotions.

Retail sales workers help customers find products they want and process customers’ payments. There are two types of retail sales workers: retail salespersons, who sell retail merchandise, such as clothing, furniture, and automobiles; and parts salespersons, who sell spare and replacement parts and equipment, especially car parts.

Duties

Retail sales workers typically do the following:

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

The following are examples of types of retail sales workers:

Retail salespersons work in stores where they sell goods, such as books, cars, clothing, cosmetics, electronics, furniture, lumber, plants, shoes, and many other types of merchandise.

In addition to helping customers find and select items to buy, many retail salespersons process the payment for the sale, which typically involves operating cash registers.

After taking payment for the purchases, retail salespersons may bag or package the purchases.

Depending on the hours they work, retail salespersons may have to open or close cash registers. This includes counting the money in the register and separating charge slips, coupons, and exchange vouchers. They may also make deposits at a cash office.

For information about other workers who receive and disburse money, see the profile on cashiers.

In addition, retail salespersons may help stock shelves or racks, arrange for mailing or delivery of purchases, mark price tags, take inventory, and prepare displays.

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 must be able to explain the features of various models, manufacturers’ specifications, different types of options on the car, financing available, and the details of associated warranties.

In addition, retail sales workers must recognize security risks and thefts and understand their organization’s procedures for handling thefts, which may include notifying security guards or calling police.

Parts salespersons sell spare and replacement parts and equipment, especially car parts. Most work in either automotive parts stores or automobile dealerships. They take customers’ orders, inform customers of part availability and price, and take inventory.

Work Environment About this section

Retail sales workers
Retail sales workers often stand for long periods and may need supervisory approval to leave the sales floor.

Parts salespersons held about 266,100 jobs in 2022. The largest employers of parts salespersons were as follows:

Automotive parts, accessories, and tire retailers 44%
Automobile dealers 21
Wholesale trade 20
Repair and maintenance 5
Other motor vehicle dealers 4

Retail salespersons held about 3.8 million jobs in 2022. The largest employers of retail salespersons were as follows:

Clothing, clothing accessories, shoe, and jewelry retailers 17%
General merchandise retailers 17
Sporting goods, hobby, musical instrument, book, and miscellaneous retailers 15
Building material and garden equipment and supplies dealers 13
Furniture, home furnishings, electronics, and appliance retailers 8

Most retail sales work is performed in clean, well-lit stores. Retail sales workers spend most of their time interacting with customers, answering questions, and assisting them with purchases.

Workers often stand for long periods and may need permission from a supervisor to leave the sales floor. If they sell items such as cars, plants, or lumberyard materials, they may work outdoors.

Work Schedules

Many sales workers work evenings and weekends, particularly during holidays and other peak sales periods. Because the end-of-year holiday season is often the busiest time for retail stores, many employers limit retail sales workers’ use of vacation time between November and the beginning of January.

Some retail salespersons work part time.

How to Become a Retail Sales Worker About this section

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

Typically, there are no formal education requirements for retail sales workers. Most receive on-the-job training, which usually lasts a few days to a few months.

Education

Although retail or parts sales positions usually have no formal education requirements, some employers prefer applicants who have a high school diploma or equivalent, especially employers who sell technical products or “big-ticket” items, such as electronics or cars.

Training

Most retail sales workers receive on-the-job training, which usually lasts a few days to a few months. In small stores, an experienced employee often trains newly hired workers. In large stores, training programs are more formal and usually conducted over several days.

During training sessions, topics often include customer service, security, the store’s policies and procedures, and how to operate the cash register.

Depending on the type of product they are selling, employees may be given additional specialized training. For example, salespersons working in cosmetics get instruction on the types of products the store offers and for whom the cosmetics would be most beneficial. Likewise, those who sell auto parts may be instructed on the technical functions of various parts, in addition to sales technique.

Because providing exceptional service to customers is a priority for many employers, employees often get periodic training to update and refine their skills.

Advancement

Retail sales workers typically have opportunities to advance to supervisory or managerial positions. Some employers want candidates for managerial positions to have a college degree.

As sales workers gain experience and seniority, they often move into positions that have greater responsibility and may be given their choice of departments in which to work. This opportunity often means moving to positions with higher potential earnings and commissions. The highest earnings potential usually involves selling “big-ticket” items, such as cars, jewelry, furniture, and electronics. These positions often require workers with extensive knowledge of the product and excellent sales skills.

Important Qualities

Customer-service skills. Retail sales workers must be responsive to the wants and needs of customers. They should explain the product options available to customers and make appropriate recommendations.

Interpersonal skills. A friendly and outgoing personality is important for these workers because the job requires almost constant interaction with people.

Math skills. Retail sales workers must have the ability 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. They must start each new sales attempt with a positive attitude.

Selling skills. 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

Retail Sales Workers

Median hourly wages, May 2022

Total, all occupations

$22.26

Parts salespersons

$17.21

Sales and related occupations

$16.96

Retail sales workers

$14.79

Retail salespersons

$14.71

 

The median hourly wage for parts salespersons was $17.21 in May 2022. 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 $11.31, and the highest 10 percent earned more than $28.40.

The median hourly wage for retail salespersons was $14.71 in May 2022. The lowest 10 percent earned less than $10.86, and the highest 10 percent earned more than $22.69.

In May 2022, the median hourly wages for parts salespersons in the top industries in which they worked were as follows:

Wholesale trade $21.79
Repair and maintenance 20.73
Automobile dealers 18.59
Other motor vehicle dealers 17.57
Automotive parts, accessories, and tire retailers 14.31

In May 2022, the median hourly wages for retail salespersons in the top industries in which they worked were as follows:

Furniture, home furnishings, electronics, and appliance retailers $16.47
Building material and garden equipment and supplies dealers 15.36
General merchandise retailers 14.79
Sporting goods, hobby, musical instrument, book, and miscellaneous retailers 14.06
Clothing, clothing accessories, shoe, and jewelry retailers 13.63

Compensation systems vary by type of establishment and merchandise sold. Retail sales workers get hourly wages, commissions, or a combination of the two. Under a commission system, they get a percentage of the sales they make. This system offers sales workers the opportunity to increase their earnings considerably, but they may find that their earnings depend strongly on their ability to sell their product and on the ups and downs of the economy. Commissions are most common for retail sales workers selling “big-ticket” items, such as cars or electronics.

Many retail sales workers work evenings and weekends, particularly during holidays and other peak sales periods. Because the end-of-year holiday season is often the busiest time for retail stores, many employers limit sales workers’ use of vacation time between November and the beginning of January.

Some retail salespersons work part time.

Job Outlook About this section

Retail Sales Workers

Percent change in employment, projected 2022-32

Total, all occupations

3%

Parts salespersons

1%

Retail sales workers

-2%

Retail salespersons

-2%

Sales and related occupations

-3%

 

Overall employment of retail sales workers is projected to decline 2 percent from 2022 to 2032.

Despite declining employment, about 563,000 openings for retail sales workers are projected each year, on average, over the decade. All of those openings are expected to result from the need to replace workers who transfer to other 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. Projected employment of retail sales workers varies by occupation (see table).

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. And cost pressures may 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 growing numbers of older cars require repairs. Moreover, demand for ride-hailing services has shifted some public transportation use back to automobiles services, further adding to the need for car parts in upkeep and maintenance, which should support demand for parts salespersons.

Employment projections data for retail sales workers, 2022-32
Occupational Title SOC Code Employment, 2022 Projected Employment, 2032 Change, 2022-32 Employment by Industry
Percent Numeric

SOURCE: U.S. Bureau of Labor Statistics, Employment Projections program

Retail sales workers

4,031,700 3,955,100 -2 -76,600

Parts salespersons

41-2022 266,100 268,700 1 2,600 Get data

Retail salespersons

41-2031 3,765,600 3,686,400 -2 -79,100 Get data

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.

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.

Similar Occupations About this section

This table shows a list of occupations with job duties that are similar to those of retail sales workers.

Occupation Job Duties ENTRY-LEVEL EDUCATION Help on Entry-Level Education 2022 MEDIAN PAY Help on Median Pay
Cashiers Cashiers

Cashiers process payments from customers purchasing goods and services.

No formal educational credential $28,240
Customer service representatives Customer Service Representatives

Customer service representatives interact with customers to handle complaints, process orders, and answer questions.

High school diploma or equivalent $37,780
Information clerks Information Clerks

Information clerks perform routine clerical duties, maintain records, collect data, and provide information to customers.

See How to Become One $38,710
Insurance sales agents Insurance Sales Agents

Insurance sales agents contact potential customers and sell one or more types of insurance.

High school diploma or equivalent $57,860
Real estate brokers and sales agents Real Estate Brokers and Sales Agents

Real estate brokers and sales agents help clients buy, sell, and rent properties.

High school diploma or equivalent $52,030
Sales engineers Sales Engineers

Sales engineers sell complex scientific and technological products or services to businesses.

Bachelor's degree $108,530
Securities, commodities, and financial services sales agents Securities, Commodities, and Financial Services Sales Agents

Securities, commodities, and financial services sales agents connect buyers and sellers in financial markets.

Bachelor's degree $67,480
Wholesale and manufacturing sales representatives Wholesale and Manufacturing Sales Representatives

Wholesale and manufacturing sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies, and other organizations.

See How to Become One $67,750
Food and beverage serving and related workers Food and Beverage Serving and Related Workers

Food and beverage serving and related workers take and prepare orders, clear tables, and do other tasks associated with providing food and drink to customers.

No formal educational credential $28,130
Sales managers Sales Managers

Sales managers direct organizations' sales teams.

Bachelor's degree $130,600
Suggested citation:

Bureau of Labor Statistics, U.S. Department of Labor, Occupational Outlook Handbook, Retail Sales Workers,
at https://www.bls.gov/ooh/sales/retail-sales-workers.htm (visited December 31, 2023).

Last Modified Date: Wednesday, September 6, 2023

What They Do

The What They Do tab describes the typical duties and responsibilities of workers in the occupation, including what tools and equipment they use and how closely they are supervised. This tab also covers different types of occupational specialties.

Work Environment

The Work Environment tab includes the number of jobs held in the occupation and describes the workplace, the level of physical activity expected, and typical hours worked. It may also discuss the major industries that employed the occupation. This tab may also describe opportunities for part-time work, the amount and type of travel required, any safety equipment that is used, and the risk of injury that workers may face.

How to Become One

The How to Become One tab describes how to prepare for a job in the occupation. This tab can include information on education, training, work experience, licensing and certification, and important qualities that are required or helpful for entering or working in the occupation.

Pay

The Pay tab describes typical earnings and how workers in the occupation are compensated—annual salaries, hourly wages, commissions, tips, or bonuses. Within every occupation, earnings vary by experience, responsibility, performance, tenure, and geographic area. For most profiles, this tab has a table with wages in the major industries employing the occupation. It does not include pay for self-employed workers, agriculture workers, or workers in private households because these data are not collected by the Occupational Employment and Wage Statistics (OEWS) survey, the source of BLS wage data in the OOH.

State & Area Data

The State and Area Data tab provides links to state and area occupational data from the Occupational Employment and Wage Statistics (OEWS) program, state projections data from Projections Central, and occupational information from the Department of Labor's CareerOneStop.

Job Outlook

The Job Outlook tab describes the factors that affect employment growth or decline in the occupation, and in some instances, describes the relationship between the number of job seekers and the number of job openings.

Similar Occupations

The Similar Occupations tab describes occupations that share similar duties, skills, interests, education, or training with the occupation covered in the profile.

Contacts for More Information

The More Information tab provides the Internet addresses of associations, government agencies, unions, and other organizations that can provide additional information on the occupation. This tab also includes links to relevant occupational information from the Occupational Information Network (O*NET).

2022 Median Pay

The wage at which half of the workers in the occupation earned more than that amount and half earned less. Median wage data are from the BLS Occupational Employment and Wage Statistics survey. In May 2022, the median annual wage for all workers was $46,310.

On-the-job Training

Additional training needed (postemployment) to attain competency in the skills needed in this occupation.

Entry-level Education

Typical level of education that most workers need to enter this occupation.

Work experience in a related occupation

Work experience that is commonly considered necessary by employers, or is a commonly accepted substitute for more formal types of training or education.

Number of Jobs, 2022

The employment, or size, of this occupation in 2022, which is the base year of the 2022-32 employment projections.

Job Outlook, 2022-32

The projected percent change in employment from 2022 to 2032. The average growth rate for all occupations is 3 percent.

Employment Change, 2022-32

The projected numeric change in employment from 2022 to 2032.

Entry-level Education

Typical level of education that most workers need to enter this occupation.

On-the-job Training

Additional training needed (postemployment) to attain competency in the skills needed in this occupation.

Employment Change, projected 2022-32

The projected numeric change in employment from 2022 to 2032.

Growth Rate (Projected)

The percent change of employment for each occupation from 2022 to 2032.

Projected Number of New Jobs

The projected numeric change in employment from 2022 to 2032.

Projected Growth Rate

The projected percent change in employment from 2022 to 2032.

2022 Median Pay

The wage at which half of the workers in the occupation earned more than that amount and half earned less. Median wage data are from the BLS Occupational Employment and Wage Statistics survey. In May 2022, the median annual wage for all workers was $46,310.