Sales Managers

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Also known as:  District Sales Manager, E-Commerce Director, Export Manager, Regional Sales Manager, Sales Account Manager, Sales Director, Territory Sales Manager

ABOUT SALES MANAGER CAREERS

VIDEO TRANSCRIPT Expand
Any company with a product to sell needs a talented sales force. The person who directs and coordinates that sales force is the sales manager. From hiring and training to day to day supervision, the manager works closely with every manager of the sales team.

He or she must be a leader, able ...
to inspire, and motivate. As former salespeople themselves, they've usually advances to management by demonstrating not only superior sales skills, but also a knack for problem solving and the ability to get along with co-workers.

Employers look for degrees in marketing and management or in an area related to their industry. In highly technical industries, such as computer and electronics manufacturing, a bachelor's degree in engineering or science, combined with a master's degree in business administration, is advantageous.

Sales managers need up to date computer skills to help them do everything from market research to tracking and analyzing sales records and statistics. While much of the time is spent in the office, some jobs require travel.

Sales can be a stressful career. Mangers must be able to handle pressure from senior executives looking for more profits as well as pressure from the sales staff, who often are under pressure themselves to make their customers happy.

A manager's salary is often tied to profits and may include bonuses, as well as a percentage of overall sales. For this reason, managing a larger staff usually translates into higher earnings. Sales manager is one of the most direct paths to success in the business world - many company presidents began their careers in sales.
SNAPSHOT Expand
Plan, direct, or coordinate 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.
Leadership
HIGH
Critical decision making
HIGH
Level of responsibilities
LOW
Job challenge and pressure to meet deadlines
MED
Dealing and handling conflict
LOW
Competition for this position
HIGH
Communication with others
HIGH
Work closely with team members, clients etc.
HIGH
Comfort of the work setting
HIGH
Exposure to extreme environmental conditions
LOW
Exposure to job hazards
LOW
Physical demands
LOW
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DAILY TASKS Expand
Prepare budgets and approve budget expenditures.
Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications.
Resolve customer complaints regarding sales and service.
Determine price schedules and discount rates.
Monitor customer preferences to determine focus of sales efforts.
Oversee regional and local sales managers and their staffs.
Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
Review operational records and reports to project sales and determine profitability.
MAIN ACTIVITIES Expand
Selling or Influencing Others Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
Establishing and Maintaining Interpersonal Relationships Developing constructive and cooperative working relationships with others, and maintaining them over time.
Communicating with Supervisors, Peers, or Subordinates Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
Getting Information Observing, receiving, and otherwise obtaining information from all relevant sources.
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.
Guiding, Directing, and Motivating Subordinates Providing guidance and direction to subordinates, including setting performance standards and monitoring performance.
Making Decisions and Solving Problems Analyzing information and evaluating results to choose the best solution and solve problems.
Developing and Building Teams Encouraging and building mutual trust, respect, and cooperation among team members.
AREAS OF KNOWLEDGE Expand
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.
English Language Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
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.
Personnel and Human Resources Knowledge of principles and procedures for personnel recruitment, selection, training, compensation and benefits, labor relations and negotiation, and personnel information systems.
Psychology Knowledge of human behavior and performance; individual differences in ability, personality, and interests; learning and motivation; psychological research methods; and the assessment and treatment of behavioral and affective disorders.
Economics and Accounting Knowledge of economic and accounting principles and practices, the financial markets, banking and the analysis and reporting of financial data.
Education and Training Knowledge of principles and methods for curriculum and training design, teaching and instruction for individuals and groups, and the measurement of training effects.
KEY ABILITIES Expand
Oral Comprehension The ability to listen to and understand information and ideas presented through spoken words and sentences.
Oral Expression The ability to communicate information and ideas in speaking so others will understand.
Speech Clarity The ability to speak clearly so others can understand you.
Written Expression The ability to communicate information and ideas in writing so others will understand.
Problem Sensitivity The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.
Speech Recognition The ability to identify and understand the speech of another person.
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).
Written Comprehension The ability to read and understand information and ideas presented in writing.
TOP SKILLS Expand
Speaking Talking to others to convey information effectively.
Active Listening Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
Social Perceptiveness Being aware of others' reactions and understanding why they react as they do.
Persuasion Persuading others to change their minds or behavior.
Critical Thinking Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
Monitoring Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
Service Orientation Actively looking for ways to help people.
Coordination Adjusting actions in relation to others' actions.
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