Sales Managers Onet SOC Code 11-2022.00 Career Description: Direct the actual distribution or movement of a product or service to the customer. Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers. Related Clusters: Business, Management, and Administration Marketing, Sales & Service

Career Summary:

• Resolve customer complaints regarding sales and service.
• Monitor customer preferences to determine focus of sales efforts.
• Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate or other subjects of sale.
• Determine price schedules and discount rates.
• Review operational records and reports to project sales and determine profitability.
• Direct, coordinate, and review activities in sales and service accounting and recordkeeping, and in receiving and shipping operations.
• Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications.
• Advise dealers and distributors on policies and operating procedures to ensure functional effectiveness of business.
• Prepare budgets and approve budget expenditures.
• Represent company at trade association meetings to promote products.
• Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
• Visit franchised dealers to stimulate interest in establishment or expansion of leasing programs.
• Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase.
• Oversee regional and local sales managers and their staffs.
• Direct clerical staff to keep records of export correspondence, bid requests, and credit collections, and to maintain current information on tariffs, licenses, and restrictions.
• Direct foreign sales and service outlets of an organization.
• Assess marketing potential of new and existing store locations, considering statistics and expenditures.

• Computers and Electronics - Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
• Mathematics - Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
• Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
• Customer and Personal Service - Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
• Mathematics - Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
• Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
• Administration and Management - Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
• Computers and Electronics - Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
• English Language - Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
• Clerical - Knowledge of administrative and clerical procedures and systems such as word processing, managing files and records, stenography and transcription, designing forms, and other office procedures and terminology.
• English Language - Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.

• A wide range of educational backgrounds are suitable for entry into a sales management position, but many employers prefer those with experience in related occupations plus a broad liberal arts background. A bachelor's degree in sociology, psychology, literature, journalism, or philosophy, among other subjects, is acceptable. However, requirements vary depending upon the particular job. Many organizations have formal training programs for management trainees that include both classroom instruction and on-the-job training. Training may last from one week up to one year. Topics generally include customer service skills, employee management, time management, scheduling, and product/services orientation. Increasingly, however, employers are seeking applicants with a postsecondary degree. It is viewed as both a sign of maturity and motivation. High school students will find courses in marketing education, accounting, business, mathematics, keyboarding, and computer applications beneficial.

• Monitoring - Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
• Time Management - Managing one's own time and the time of others.
• Service Orientation - Actively looking for ways to help people.

• Oral Expression - The ability to communicate information and ideas in speaking so others will understand.
• Written Comprehension - The ability to read and understand information and ideas presented in writing.
• Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.
• Deductive Reasoning - The ability to apply general rules to specific problems to produce answers that make sense.
• Mathematical Reasoning - The ability to choose the right mathematical methods or formulas to solve a problem.
• Near Vision - The ability to see details at close range (within a few feet of the observer).
• Speech Recognition - The ability to identify and understand the speech of another person.
• Written Expression - The ability to communicate information and ideas in writing so others will understand.
• Fluency of Ideas - The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).
• Originality - The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem.
• Speech Clarity - The ability to speak clearly so others can understand you.

• Organizing, Planning, and Prioritizing Work - Developing specific goals and plans to prioritize, organize, and accomplish your work.
• Communicating with Persons Outside Organization - Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.
• Establishing and Maintaining Interpersonal Relationships - Developing constructive and cooperative working relationships with others, and maintaining them over time.
• Making Decisions and Solving Problems - Analyzing information and evaluating results to choose the best solution and solve problems.
• Communicating with Supervisors, Peers, or Subordinates - Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
• Selling or Influencing Others - Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
• Thinking Creatively - Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.
• Updating and Using Relevant Knowledge - Keeping up-to-date technically and applying new knowledge to your job.
• Getting Information - Observing, receiving, and otherwise obtaining information from all relevant sources.
• Guiding, Directing, and Motivating Subordinates - Providing guidance and direction to subordinates, including setting performance standards and monitoring performance.
• Identifying Objects, Actions, and Events - Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events.
• Developing Objectives and Strategies - Establishing long-range objectives and specifying the strategies and actions to achieve them.
• Performing for or Working Directly with the Public - Performing for people or dealing directly with the public. This includes serving customers in restaurants and stores, and receiving clients or guests.
• Staffing Organizational Units - Recruiting, interviewing, selecting, hiring, and promoting employees in an organization.
• Training and Teaching Others - Identifying the educational needs of others, developing formal educational or training programs or classes, and teaching or instructing others.
• Analyzing Data or Information - Identifying the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
• Scheduling Work and Activities - Scheduling events, programs, and activities, as well as the work of others.
• Monitoring and Controlling Resources - Monitoring and controlling resources and overseeing the spending of money.

• Enterprising - Enterprising occupations frequently involve starting up and carrying out projects. These occupations can involve leading people and making many decisions. Sometimes they require risk taking and often deal with business.
• Second Interest High-Point - Secondary-Cutoff/Rank Descriptiveness
• Conventional - Conventional occupations frequently involve following set procedures and routines. These occupations can include working with data and details more than with ideas. Usually there is a clear line of authority to follow.
• First Interest High-Point - Primary-Rank Descriptiveness

• Attention to Detail - Job requires being careful about detail and thorough in completing work tasks.
• Integrity - Job requires being honest and ethical.
• Self Control - Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
• Analytical Thinking - Job requires analyzing information and using logic to address work-related issues and problems.
• Concern for Others - Job requires being sensitive to others' needs and feelings and being understanding and helpful on the job.
• Independence - Job requires developing one's own ways of doing things, guiding oneself with little or no supervision, and depending on oneself to get things done.
• Cooperation - Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.
• Innovation - Job requires creativity and alternative thinking to develop new ideas for and answers to work-related problems.

• Compensation - Workers on this job are paid well in comparison with other workers.
• Authority - Workers on this job give directions and instructions to others.
• Activity - Workers on this job are busy all the time.
• Working Conditions - Workers on this job have good working conditions.
• Autonomy - Workers on this job plan their work with little supervision.
• Creativity - Workers on this job try out their own ideas.
• Independence-Mean Extent - Occupations that satisfy this work value allow employs to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy.
• Recognition-Mean Extent - Occupations that satisfy this work value offer advancement, potential for leadership, and are often considered prestigious. Corresponding needs are Advancement, Authority, Recognition and Social Status.
• Advancement - Workers on this job have opportunities for advancement.
• Co-workers - Workers on this job have co-workers who are easy to get along with.
• Company Policies and Practices - Workers on this job are treated fairly by the company.
• Working Conditions-Mean Extent - Occupations that satisfy this work value offer job security and good working conditions. Corresponding needs are Activity, Compensation, Independence, Security, Variety and Working Conditions.
• Ability Utilization - Workers on this job make use of their individual abilities.
• Security - Workers on this job have steady employment.
• Recognition - Workers on this job receive recognition for the work they do.
• Responsibility - Workers on this job make decisions on their own.
• Achievement-Mean Extent - Occupations that satisfy this work value are results oriented and allow employees to use their strongest abilities, giving them a feeling of accomplishment. Corresponding needs are Ability Utilization and Achievement.
• Achievement - Workers on this job get a feeling of accomplishment.
• Variety - Workers on this job have something different to do every day.
• Social Status - Workers on this job are looked up to by others in their company and their community.
• Moral Values - Workers on this job are never pressured to do things that go against their sense of right and wrong.
• Relationships-Mean Extent - Occupations that satisfy this work value allow employees to provide service to others and work with co-workers in a friendly non-competitive environment. Corresponding needs are Co-workers, Moral Values and Social Service.
• Supervision, Human Relations - Workers on this job have supervisors who back up their workers with management.
• Support-Mean Extent - Occupations that satisfy this work value offer supportive management that stands behind employees. Corresponding needs are Company Policies, Supervision: Human Relations and Supervision: Technical.

Wage and salary data provided by:

• Bureau of Labor Statistics, Tennessee Department of Labor website
• TN Department of Labor & Workforce Development website
• Bureau of Economic Analysis website