What Is a Territory Sales Rep?


A territory sales representative makes contact with potential and existing clients for the purpose of selling his employer's goods or services. This professional is given a specific territory for which he or she is responsible. For example, an organization may employ both an East Coast territory sales rep and a West Coast sales rep.

Traits of a Good Territory Sales Rep

  • To be successful as a territory sales rep, a candidate must be driven, independent, and able to build and maintain relationships with others.

Work Environment

  • There are two types of territory sales reps. Inside reps work within an office, using telephones and email as their primary work tools. Outside reps work primarily in the field, engaging clients in person.


  • Territory sales reps are typically paid both a base salary and a commission based on sales. The United States Bureau of Labor Statistics reported that in 2006 the average total compensation for a sales rep was $64,440.

Education Needed

  • Within most environments, no formal college education is needed to become territory sales rep. In certain industries (e.g., pharmaceutical sales), candidates must possess a four-year degree because of the educational level of their customers.

Industry Outlook

  • The United States Bureau of Labor Statistics anticipates the employment of sales reps to increase by 9 percent between 2006 and 2016.

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  • Photo Credit Image by Flickr.com, courtesy of borman818
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