MUNCIE, Ind. -- Good sales people are in such high demand in today's robust economy that employees are being given new cars, expense accounts, signing bonuses and other amenities, says a Ball State University expert.

Each year the top 400 sales firms hire about 200,000 new sales people. Entry level positions often pay between $30,000 to $52,000, said Ramon A. Avila, a marketing professor and director of Ball State's Professional Selling Institute.

Most companies understand the importance of sales representatives and reward them handsomely, he said.

"A good sales person is worth his or her weight in gold," Avila said. "Sales people add value because they are the ones putting a firm's products in front of their customers."

A survey by Selling Power magazine found the top 400 largest sales forces in the U.S. have about 14.9 million sales representatives. The 400 firms include the top 175 companies in manufacturing, 175 in the service industry, 30 in direct selling, and 20 in auto dealerships.

The top 175 manufacturing firms employ about 425,000 salespeople and produce more than $1.8 trillion in total sales. The top 175 service companies have 1.1 million sales reps with about $1.3 trillion in sales per year.

Avila believes the sales field will continue to grow as more firms expand their sales forces to meet their customers' needs. The top 400 sales firms increased their sales staffs by about 11 percent last year.

"This is a great time for college students to begin thinking about a career in sales," he said. "There are tremendous opportunities, good pay, and tremendous potential of advancement into management for those who want it.

"Financially, you can make a good living and if you meet certain sales goals, you will receive bonuses and the company will send you on some great vacations to Hawaii, Las Vegas or Disney."

While the top selling firms add thousands of new positions annually, less than 1,000 students nationally are enrolled in a sales major. That trend should change as students become better aware of the financial potential and professionalism found in selling, Avila said.

"Ten to 15 years ago only one student in a class of 30 thought about selling as a career," Avila said. "Their parents didn't send them to college to be a salesperson. The field wasn't highly thought of by the public then.

"Now, the field is highly professional," he said. "When you become a sales rep for a major pharmaceutical company, you work with the top doctors and hospitals in the country. When you are with Hershey Chocolate, like some of our grads, you get to call on the top retailers nationally. That is very prestigious."

(NOTE TO EDITORS: For more information, contact Avila by e-mail at ravila@bsu.edu or by phone at 765-285-5189.)