OCCUPATION: MANUFACTURER’S SALES REPRESENTATIVE

Name: Dennis Banks Company: Oscar Mayer Foods Corp. Thumbs up: “I like a couple of things about my job. The independence--you can schedule your own day. I like the creativity of being able to make things happen. And definitely the customer contact. It’s also a fair living. I deal with vice presidents. I met a guy who owns 14 restaurants and he’s only 40 years old. And this guy started as a dishwasher. These are people I have coffee with. It’s nice to meet people who had a plan, and actually went out and actualized it.” Thumbs down: “It’s a tremendous amount of pressure, and you’re as good as your last sale. As Janet Jackson would say, ‘What have you done for me lately?’ One thing about this job, you can work your butt off, have all your ducks in a row, and something will happen over which you have no control. And that will change the complexion of your whole deal. That is probably one of the most frustrating things.” Next step: “My next step is territory manager. I would go to a particular geographic center and would have several salespeople reporting to me. As a territory manager I would assist the district manager.” Advice: “I don’t want to be corny, but you have to be good at dealing with people. To be successful, you have to be able to somehow motivate people to embrace your agenda, your goals and your objectives.” Salary range: Beginning sales representives earn between $20,000 and $24,000, while an experienced representative earns from $28,000 to well over $100,000 yearly in salary and commissions. Educational and training requirements: Most companies require college degrees for sales representatives. However, in a few instances, people have been allowed to work their way up to the job. Some companies--especially manufacturers of technical products--have formal training for beginning representatives. Size of work force: Very large. In Orange County, 10,800 to 13,000 people, or 1% of the labor force, work as sales representatives. Expected demand: A faster-than-average growth rate is expected as the economy expands and the demand for goods increase. Foreign competition, changing economic conditions and consumer preferences can affect job opportunities. Job description: Sell goods and services for wholesalers or manufacturers to government, businesses, groups or individuals. They usually have an assigned territory and their work includes making appointments, calling on customers and preparing reports on sales prospects or customer credit ratings. They may also promote their products at trade shows and conferences. Advancement: Opportunities include sales supervisors, branch managers or district managers. Those who have the ability to manage may be promoted to executive positions. For more information: Call or visit the job service window at any office of the state Employment Development Department. In Orange County, the offices are at 900 E. Pacifico Ave. in Anaheim (714) 978-7421; 233 E. Commonwealth Ave. in Fullerton (714) 680-7800; and 1001 S. Grand Ave. in Santa Ana (714) 558-4294. Researched by DALLAS M. JACKSON / Los Angeles Times