As a character, Charley represents a touch of realism in the play. His life stands as a contradiction to everything that Willy believes in. Charley has no dreams of success, but he is successful. He is not well-liked, and he doesn't care whether or not people like him. He did not take a strong personal interest in his son. He doesn't believe in personal attractiveness. He doesn't tell jokes, and he thinks sports are a waste of time. He is a man who contradicts everything Willy stands for. He stands as living proof that Willy's views are wrong, unless Willy himself can become more successful, or make Biff more successful than Bernard. When Charley offers Willy a job, Willy refuses. If Willy actually worked for Charley, it would be admitting that his entire life and all his ideas are wrong. That is why Willy refuses to work for Charley even though he would go to him every week and ask for money to meet his bills. Charley is a realist, whereas Willy was always saying what he was going to do or be. As a realist, Charley never had any illusions about Willy. He saw that Willy had certain qualities, but that Willy simply did not know how to make use of them. Charley saw Willy as a child and asked several times throughout the play, "Willy when are you going to grow up?" Charley sums up Willy's fault as being a salesman but not knowing it. Willy could sell his wares if ever he quit trying to sell himself. Charley is the capable voice of realism which gives us a rather accurate view of Willy and also functions to show the misleading notion of Willy's ideas. .
Willy's last name is a pun on the words "low man." He is at the bottom of the social economic ladder in a highly competitive society. He owns nothing and produces nothing. Willy believes that one's popularity and handsomeness determine how successful one will be in life. In the play Willy refers to Dave Singleman, who was so popular and such a successful salesman that when he died people came from all over the United States to attend his funeral.