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Summary Report for:
11-2022.00 - Sales Managers

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.

Sample of reported job titles: Sales Manager, Vice President of Sales, Director of Sales, District Sales Manager, Regional Sales Manager, Sales Supervisor, General Manager, Sales and Marketing Vice President, Sales Representative, Store Manager

View report: Summary  Details  Custom

Tasks  |  Tools & Technology  |  Knowledge  |  Skills  |  Abilities  |  Work Activities  |  Work Context  |  Job Zone  |  Education  |  Credentials  |  Interests  |  Work Styles  |  Work Values  |  Related Occupations  |  Wages & Employment  |  Job Openings  |  Additional Information

Tasks

  • Resolve customer complaints regarding sales and service.
  • 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.
  • Determine price schedules and discount rates.
  • Review operational records and reports to project sales and determine profitability.
  • Monitor customer preferences to determine focus of sales efforts.
  • 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.
  • Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate or other subjects of sale.
  • Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase.

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Tools & Technology

Tools used in this occupation:

Desktop computers
Notebook computers
Personal computers
Personal digital assistant PDAs or organizers — Personal digital assistants PDA
Scanners

Technology used in this occupation:

Calendar and scheduling software — Contact management software; Scheduling software
Customer relationship management CRM software — Eden Sales Manager; Sage ACT!; Salesforce.com Salesforce CRM; Vanguard Software Vanguard Sales Manager
Data base user interface and query software — Data entry software; Microsoft Access
Electronic mail software — Email software; IBM Lotus Notes; Microsoft Outlook
Spreadsheet software — Microsoft Excel

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Knowledge

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.
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.
English Language — Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
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.
Economics and Accounting — Knowledge of economic and accounting principles and practices, the financial markets, banking and the analysis and reporting of financial data.
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.
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.
Mathematics — Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.

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Skills

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.
Coordination — Adjusting actions in relation to others' actions.
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.
Judgment and Decision Making — Considering the relative costs and benefits of potential actions to choose the most appropriate one.
Management of Personnel Resources — Motivating, developing, and directing people as they work, identifying the best people for the job.

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Abilities

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.
Deductive Reasoning — The ability to apply general rules to specific problems to produce answers that make sense.
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.
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.

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Work Activities

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.
Developing and Building Teams — Encouraging and building mutual trust, respect, and cooperation among team members.
Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems.
Developing Objectives and Strategies — Establishing long-range objectives and specifying the strategies and actions to achieve them.
Coaching and Developing Others — Identifying the developmental needs of others and coaching, mentoring, or otherwise helping others to improve their knowledge or skills.

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Work Context

Electronic Mail — 100% responded “Every day.”
Telephone — 100% responded “Every day.”
Contact With Others — 71% responded “Constant contact with others.”
Duration of Typical Work Week — 81% responded “More than 40 hours.”
Face-to-Face Discussions — 67% responded “Every day.”
Freedom to Make Decisions — 52% responded “A lot of freedom.”
Level of Competition — 52% responded “Extremely competitive.”
Structured versus Unstructured Work — 52% responded “Some freedom.”
Deal With External Customers — 48% responded “Very important.”
Letters and Memos — 48% responded “Once a week or more but not every day.”

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Job Zone

Title Job Zone Four: Considerable Preparation Needed
Education Most of these occupations require a four-year bachelor's degree, but some do not.
Related Experience A considerable amount of work-related skill, knowledge, or experience is needed for these occupations. For example, an accountant must complete four years of college and work for several years in accounting to be considered qualified.
Job Training Employees in these occupations usually need several years of work-related experience, on-the-job training, and/or vocational training.
Job Zone Examples Many of these occupations involve coordinating, supervising, managing, or training others. Examples include accountants, sales managers, database administrators, teachers, chemists, art directors, and cost estimators.
SVP Range (7.0 to < 8.0)

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Education


Percentage of Respondents
Education Level Required
57   Bachelor's degree
14   Some college, no degree
14   Master's degree

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Credentials

Find Training Find Certifications Find Licenses

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Interests

Interest code: EC

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.
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.

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Work Styles

Integrity — Job requires being honest and ethical.
Dependability — Job requires being reliable, responsible, and dependable, and fulfilling obligations.
Achievement/Effort — Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
Leadership — Job requires a willingness to lead, take charge, and offer opinions and direction.
Initiative — Job requires a willingness to take on responsibilities and challenges.
Persistence — Job requires persistence in the face of obstacles.
Self Control — Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
Stress Tolerance — Job requires accepting criticism and dealing calmly and effectively with high stress situations.
Adaptability/Flexibility — Job requires being open to change (positive or negative) and to considerable variety in the workplace.
Attention to Detail — Job requires being careful about detail and thorough in completing work tasks.

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Work Values

Independence — Occupations that satisfy this work value allow employees to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy.
Working Conditions — Occupations that satisfy this work value offer job security and good working conditions. Corresponding needs are Activity, Compensation, Independence, Security, Variety and Working Conditions.
Achievement — 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.

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Related Occupations

11-2011.00 Advertising and Promotions Managers
11-2021.00 Marketing Managers   Green Occupation Green
11-2031.00 Public Relations and Fundraising Managers
11-3031.02 Financial Managers, Branch or Department   Bright Outlook Bright Outlook  
11-3071.01 Transportation Managers Green Occupation
11-3071.03 Logistics Managers Bright Outlook Green Occupation
11-3121.00 Human Resources Managers
11-3131.00 Training and Development Managers
41-1012.00 First-Line Supervisors of Non-Retail Sales Workers
41-4011.00 Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products Bright Outlook Green Occupation

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Wages & Employment Trends

Median wages (2013) $52.18 hourly, $108,540 annual
State wages Local Salary Info
 
Employment (2012) 359,000 employees
Projected growth (2012-2022) Average (8% to 14%) Average (8% to 14%)
Projected job openings (2012-2022) 106,900
State trends Employment Trends
 
Top industries (2012)

Source: Bureau of Labor Statistics 2013 wage data external site and 2012-2022 employment projections external site. "Projected growth" represents the estimated change in total employment over the projections period (2012-2022). "Projected job openings" represent openings due to growth and replacement.

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Job Openings on the Web

Find Jobs Job Banks

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Sources of Additional Information

Disclaimer: Sources are listed to provide additional information on related jobs, specialties, and/or industries. Links to non-DOL Internet sites are provided for your convenience and do not constitute an endorsement.

  • Sales Managers external site. Bureau of Labor Statistics, U.S. Department of Labor. Occupational Outlook Handbook, 2014-15 Edition.

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