Training, Other Qualifications, and Advancement:
Securities sales representatives must be well informed about economic conditions and trends, and a college education is increasingly important, especially in the larger securities firms. In fact, the overwhelming majority of entrants to this occupation are college graduates. Although employers seldom require specialized academic training, courses in business administration, economics, and finance are helpful. Many employers consider personal qualities and skills more important than academic training. Employers seek applicants who have sales ability and good communication skills, are well groomed, and have a strong desire to succeed. Selfconfidence and an ability to handle frequent rejections are also important ingredients for success.

Job Outlook:
Employment of securities and financial sales representatives is expected to grow faster than the average for all occupations through the year 2005 as economic growth, rising personal incomes, and greater inherited wealth increase the funds available for investment. It is estimated that there will be 265,000 securities and financial sales representatives by 2005. More individual investors are expected to purchase common stocks, mutual funds, and other financial products after seeking advice from securities sales representatives regarding the increasing array of investment alternatives. The demand for securities sales representatives fluctuates as the economy expands and contracts. Thus, in an economic downturn, the number of persons seeking jobs usually exceeds the number of openings—sometimes by a great deal. Even during periods of rapid economic expansion, however, competition for securities sales training positions—particularly in larger firms—is keen because of potentially high earnings.

Sources of Additional Information:

Further information concerning a career as a securities sales representative is available from: