Separate the components
Ask what portion is guaranteed base pay, what depends on performance, and whether the advertised amount represents a target or a historical result. If the employer uses the term on-target earnings, ask what assumptions sit behind it. Do not treat a target as guaranteed income.
Walk through a sample sale
Ask when commission is earned, approved, and paid. Learn how cancellations, returns, shared accounts, and customer payment timing affect the calculation. If a draw is offered, ask how it operates and whether repayment can be required.
Account for the working costs
Ask about training pay, travel reimbursement, equipment, required licenses, and benefits. Clarify the employment arrangement with the employer. If a contract or compensation term is unclear, obtain qualified advice before signing rather than relying on a verbal summary.
Keep a comparison sheet
Record base pay, variable-pay rules, timing, expected schedule, and expenses for each offer. Use the employer's written documents as the source. Return with specific questions whenever the documents differ from what you heard during the interview.
Original editorial guidance from Detroit Sales Job Fair. Examples are illustrative; this article does not announce a specific vacancy or guarantee a hiring outcome.