For many people, their first job is in retail. They are clerks, cashiers, stockers, or workers performing related tasks in stores large and small across the country. Some move to other professions, but many stay in retailing or shift to other sales jobs in wholesaling, manufacturing, or the service industries. Retailing is a good place to start — or restart — a sales career.

Once the domain of the young, retail sales is now a new-career entry point for thousands of retired people who work to supplement retirement income and to continue participating in commerce. They choose a product or service that they enjoy buying and offer their developed knowledge and skills to employers and customers.

If you are considering making retail sales your first or your twenty-first job, this chapter will give you a better look at what you will be doing. It may be for you, or it may not. However, knowing what's involved in retail sales not only can help you decide whether to seek employment in the field, it also can help you choose a product line and employer that matches your goals.

What Retail Salespeople Do

You've probably used their services hundreds of times, but maybe not considered what their job is. Retail clerks have a single task: to help you buy something. That's their function. How they do it depends on what they are selling and what level of help the customer needs.

Retail salespeople are paid to know more about the products offered than do the customers. Of course, finding a knowledgeable clerk can sometimes be a chore in itself. Megastores often don't pay well enough to draw knowledgeable — or motivated — salespeople. That means your professional attitude, product knowledge, and desire to help will set you above many retail salespeople and give you opportunities they don't earn.

How much product knowledge do you need? Again, more than the customer. Imagine buying a car from a seller who didn't know the product or its features. Even a shoe salesperson should know more about shoes and fitting them than any customer who walks in the door. Customers who know more than you do will probably serve themselves anyway. Concentrate on those who need your help in making a selection.

In addition, retail salespeople assist in the transaction. Some also take payment and prepare merchandise for transfer to the customer. Retail workers should know how to use transaction tools: cash register, point-of-sale (POS) systems, merchant card (debit, credit) equipment, and so forth.

Working Conditions

In most retail stores, salespeople work in the same environment as customers shop: clean, comfortable, and well lit. However, they often have to stand on their feet for long hours and may need to stretch and stoop to remove merchandise from shelves.

Your work hours in retail may be similar to that of office workers, Monday through Friday, 9 A.M. to 5 P.M. However, most retailers also are open evenings and weekends, so your hours may be those instead, especially if you are a part-time worker. New employees often are given evening and weekend hours, saving the weekday schedules for employees with seniority.

Because retail's busiest season is from Thanksgiving to Christmas, most retail clerks work longer hours during this period. In fact, some retailers extend their hours during the holidays and need clerks and cashiers to work them. Vacation days typically aren't allowed during this period.

Training and Advancement

Major retail stores have initial and ongoing training sessions. Because the employee is paid for training time, many employers only cover the skills needed to be functional. Retail clerks who want to sell more or move on to better sales jobs should invest in their career by getting additional training. Though many employers offer minimal training, most have additional training tools (DVD courses and books) that employees can use on their own time. Others have advancement training packages that help employees work toward better jobs within the store: department manager, assistant manager, store manager, and so on.

Pay and Benefits

Retail stores that offer merchandise based on price — discount stores — typically pay employees less than those that promote knowledgeable service. Retail cashiers are usually paid at or slightly above minimum wage, depending on the employer. Retail clerks who are more involved in the customer's buying decision often start at about one-and-a-half times minimum wage. Some clerks earn commissions and bonuses that supplement their wages.

Most retailers offer minimal benefit packages. The cost of health care has driven insurance premiums high and few retail employers offer comprehensive packages, even to their managers. Many retail employees must rely on a spouse's health insurance plan or on plans for low-income or retired workers to provide medical coverage.

Your first or next job in retail sales probably won't earn a living wage, but it can offer you an opportunity to learn more about selling and to eventually find a more rewarding career in retail management or in another sales profession. Many high-paid salespeople began in retailing.