11-2022.00 - Sales Managers

Updated 2019

Details 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: District Sales Manager, National Sales Manager, Regional Sales Manager, Sales and Marketing Vice President, Sales Director, Sales Manager, Sales Representative, Sales Supervisor, Sales Vice President, Store Manager

View report: Summary Details Custom

Tasks Save Table (XLS/CSV)

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

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Technology Skills Save Table (XLS/CSV)

Accounting software — Sage 50 Accounting; Tax software
Analytical or scientific software — IBM SPSS Statistics ; Minitab ; SAS
Business intelligence and data analysis software — IBM Cognos Impromptu ; MicroStrategy ; Oracle Business Intelligence Enterprise Edition ; Qlik Tech QlikView (see all 5 examples)
Calendar and scheduling software — Contact management software; Scheduling software
Computer aided design CAD software — Bentley MicroStation
Customer relationship management CRM software — Blackbaud The Raiser's Edge ; Oracle Eloqua; Salesforce software ; Vanguard Software Vanguard Sales Manager (see all 12 examples)
Data base management system software — Teradata Database
Data base reporting software — SAP BusinessObjects Crystal Reports
Data base user interface and query software — Data entry software ; Microsoft Access ; Structured query language SQL ; Yardi (see all 6 examples)
Data mining software — Google Analytics
Desktop publishing software — Microsoft Publisher
Development environment software — Adobe Systems Adobe ActionScript; Eclipse IDE ; Microsoft Azure
Document management software — Adobe Systems Adobe Acrobat
Electronic mail software — IBM Notes ; Microsoft Exchange Server ; Microsoft Outlook
Enterprise resource planning ERP software — Microsoft Dynamics GP ; NetSuite ERP ; Oracle JD Edwards EnterpriseOne ; SAP (see all 10 examples)
Enterprise system management software — IBM Power Systems software
Financial analysis software — Delphi Discovery; Delphi Technology ; Oracle E-Business Suite Financials
Graphics or photo imaging software — Adobe Systems Adobe Creative Cloud ; Adobe Systems Adobe Flash; Microsoft Visio
Human resources software — Human resource management software HRMS ; Oracle Taleo ; Workforce management software
Information retrieval or search software — LexisNexis
Internet browser software — Web browser software
Inventory management software — Inventory software
Object or component oriented development software — R
Office suite software — Microsoft Office
Operating system software — Microsoft Windows
Presentation software — Microsoft PowerPoint
Project management software — Microsoft Project ; Microsoft SharePoint ; Oracle Primavera Enterprise Project Portfolio Management
Sales and marketing software — Google AdWords ; Marketo Marketing Automation
Spreadsheet software — Microsoft Excel
Transaction security and virus protection software — McAfee ; Symantec
Video creation and editing software — YouTube
Web page creation and editing software — Facebook ; LinkedIn
Web platform development software — Hypertext markup language HTML
Word processing software — Google Docs ; Microsoft Word

Hot Technology — a technology requirement frequently included in employer job postings.

Tools Used Save Table (XLS/CSV)

Desktop computers
Notebook computers
Personal computers
Scanners
Tablet computers

Knowledge Save Table (XLS/CSV)

Importance		Knowledge
93		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.
87		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.
83		English Language — Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
75		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.
59		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.
54		Communications and Media — Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
54		Computers and Electronics — Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
52		Mathematics — Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
51		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.
48		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.
48		Economics and Accounting — Knowledge of economic and accounting principles and practices, the financial markets, banking and the analysis and reporting of financial data.
43		Telecommunications — Knowledge of transmission, broadcasting, switching, control, and operation of telecommunications systems.
42		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.
41		Production and Processing — Knowledge of raw materials, production processes, quality control, costs, and other techniques for maximizing the effective manufacture and distribution of goods.
32		Geography — Knowledge of principles and methods for describing the features of land, sea, and air masses, including their physical characteristics, locations, interrelationships, and distribution of plant, animal, and human life.
31		Transportation — Knowledge of principles and methods for moving people or goods by air, rail, sea, or road, including the relative costs and benefits.
28		Engineering and Technology — Knowledge of the practical application of engineering science and technology. This includes applying principles, techniques, procedures, and equipment to the design and production of various goods and services.
26		Law and Government — Knowledge of laws, legal codes, court procedures, precedents, government regulations, executive orders, agency rules, and the democratic political process.
22		Mechanical — Knowledge of machines and tools, including their designs, uses, repair, and maintenance.
22		Public Safety and Security — Knowledge of relevant equipment, policies, procedures, and strategies to promote effective local, state, or national security operations for the protection of people, data, property, and institutions.
22		Sociology and Anthropology — Knowledge of group behavior and dynamics, societal trends and influences, human migrations, ethnicity, cultures and their history and origins.
21		Design — Knowledge of design techniques, tools, and principles involved in production of precision technical plans, blueprints, drawings, and models.
20		Foreign Language — Knowledge of the structure and content of a foreign (non-English) language including the meaning and spelling of words, rules of composition and grammar, and pronunciation.
16		Building and Construction — Knowledge of materials, methods, and the tools involved in the construction or repair of houses, buildings, or other structures such as highways and roads.
14		Philosophy and Theology — Knowledge of different philosophical systems and religions. This includes their basic principles, values, ethics, ways of thinking, customs, practices, and their impact on human culture.
14		Therapy and Counseling — Knowledge of principles, methods, and procedures for diagnosis, treatment, and rehabilitation of physical and mental dysfunctions, and for career counseling and guidance.
13		Physics — Knowledge and prediction of physical principles, laws, their interrelationships, and applications to understanding fluid, material, and atmospheric dynamics, and mechanical, electrical, atomic and sub- atomic structures and processes.
10		Chemistry — Knowledge of the chemical composition, structure, and properties of substances and of the chemical processes and transformations that they undergo. This includes uses of chemicals and their interactions, danger signs, production techniques, and disposal methods.
9		Biology — Knowledge of plant and animal organisms, their tissues, cells, functions, interdependencies, and interactions with each other and the environment.
9		Fine Arts — Knowledge of the theory and techniques required to compose, produce, and perform works of music, dance, visual arts, drama, and sculpture.
6		History and Archeology — Knowledge of historical events and their causes, indicators, and effects on civilizations and cultures.
1		Food Production — Knowledge of techniques and equipment for planting, growing, and harvesting food products (both plant and animal) for consumption, including storage/handling techniques.
1		Medicine and Dentistry — Knowledge of the information and techniques needed to diagnose and treat human injuries, diseases, and deformities. This includes symptoms, treatment alternatives, drug properties and interactions, and preventive health-care measures.

Skills Save Table (XLS/CSV)

Importance		Skill
78		Persuasion — Persuading others to change their minds or behavior.
75		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.
75		Speaking — Talking to others to convey information effectively.
72		Coordination — Adjusting actions in relation to others' actions.
72		Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
72		Negotiation — Bringing others together and trying to reconcile differences.
72		Reading Comprehension — Understanding written sentences and paragraphs in work related documents.
72		Service Orientation — Actively looking for ways to help people.
72		Social Perceptiveness — Being aware of others' reactions and understanding why they react as they do.
69		Active Learning — Understanding the implications of new information for both current and future problem-solving and decision-making.
69		Complex Problem Solving — Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
69		Judgment and Decision Making — Considering the relative costs and benefits of potential actions to choose the most appropriate one.
69		Management of Personnel Resources — Motivating, developing, and directing people as they work, identifying the best people for the job.
69		Monitoring — Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
66		Instructing — Teaching others how to do something.
66		Systems Analysis — Determining how a system should work and how changes in conditions, operations, and the environment will affect outcomes.
66		Systems Evaluation — Identifying measures or indicators of system performance and the actions needed to improve or correct performance, relative to the goals of the system.
66		Writing — Communicating effectively in writing as appropriate for the needs of the audience.
63		Time Management — Managing one's own time and the time of others.
56		Learning Strategies — Selecting and using training/instructional methods and procedures appropriate for the situation when learning or teaching new things.
50		Management of Financial Resources — Determining how money will be spent to get the work done, and accounting for these expenditures.
50		Mathematics — Using mathematics to solve problems.
47		Management of Material Resources — Obtaining and seeing to the appropriate use of equipment, facilities, and materials needed to do certain work.
41		Operations Analysis — Analyzing needs and product requirements to create a design.
19		Operation and Control — Controlling operations of equipment or systems.
19		Operation Monitoring — Watching gauges, dials, or other indicators to make sure a machine is working properly.
19		Quality Control Analysis — Conducting tests and inspections of products, services, or processes to evaluate quality or performance.
19		Technology Design — Generating or adapting equipment and technology to serve user needs.
16		Programming — Writing computer programs for various purposes.
16		Science — Using scientific rules and methods to solve problems.
0		Equipment Maintenance — Performing routine maintenance on equipment and determining when and what kind of maintenance is needed.
0		Equipment Selection — Determining the kind of tools and equipment needed to do a job.
0		Installation — Installing equipment, machines, wiring, or programs to meet specifications.
0		Repairing — Repairing machines or systems using the needed tools.
0		Troubleshooting — Determining causes of operating errors and deciding what to do about it.

Abilities Save Table (XLS/CSV)

Importance		Ability
75		Oral Comprehension — The ability to listen to and understand information and ideas presented through spoken words and sentences.
75		Oral Expression — The ability to communicate information and ideas in speaking so others will understand.
75		Written Comprehension — The ability to read and understand information and ideas presented in writing.
72		Deductive Reasoning — The ability to apply general rules to specific problems to produce answers that make sense.
72		Speech Clarity — The ability to speak clearly so others can understand you.
72		Speech Recognition — The ability to identify and understand the speech of another person.
72		Written Expression — The ability to communicate information and ideas in writing so others will understand.
69		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).
69		Inductive Reasoning — The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
69		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.
66		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.
60		Information Ordering — The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations).
56		Category Flexibility — The ability to generate or use different sets of rules for combining or grouping things in different ways.
56		Near Vision — The ability to see details at close range (within a few feet of the observer).
53		Mathematical Reasoning — The ability to choose the right mathematical methods or formulas to solve a problem.
53		Number Facility — The ability to add, subtract, multiply, or divide quickly and correctly.
50		Memorization — The ability to remember information such as words, numbers, pictures, and procedures.
44		Flexibility of Closure — The ability to identify or detect a known pattern (a figure, object, word, or sound) that is hidden in other distracting material.
44		Speed of Closure — The ability to quickly make sense of, combine, and organize information into meaningful patterns.
41		Far Vision — The ability to see details at a distance.
41		Selective Attention — The ability to concentrate on a task over a period of time without being distracted.
41		Time Sharing — The ability to shift back and forth between two or more activities or sources of information (such as speech, sounds, touch, or other sources).
38		Perceptual Speed — The ability to quickly and accurately compare similarities and differences among sets of letters, numbers, objects, pictures, or patterns. The things to be compared may be presented at the same time or one after the other. This ability also includes comparing a presented object with a remembered object.
35		Visualization — The ability to imagine how something will look after it is moved around or when its parts are moved or rearranged.
25		Auditory Attention — The ability to focus on a single source of sound in the presence of other distracting sounds.
22		Visual Color Discrimination — The ability to match or detect differences between colors, including shades of color and brightness.
19		Finger Dexterity — The ability to make precisely coordinated movements of the fingers of one or both hands to grasp, manipulate, or assemble very small objects.
19		Hearing Sensitivity — The ability to detect or tell the differences between sounds that vary in pitch and loudness.
19		Trunk Strength — The ability to use your abdominal and lower back muscles to support part of the body repeatedly or continuously over time without 'giving out' or fatiguing.
16		Control Precision — The ability to quickly and repeatedly adjust the controls of a machine or a vehicle to exact positions.
16		Depth Perception — The ability to judge which of several objects is closer or farther away from you, or to judge the distance between you and an object.
13		Manual Dexterity — The ability to quickly move your hand, your hand together with your arm, or your two hands to grasp, manipulate, or assemble objects.
13		Multilimb Coordination — The ability to coordinate two or more limbs (for example, two arms, two legs, or one leg and one arm) while sitting, standing, or lying down. It does not involve performing the activities while the whole body is in motion.
13		Spatial Orientation — The ability to know your location in relation to the environment or to know where other objects are in relation to you.
13		Wrist-Finger Speed — The ability to make fast, simple, repeated movements of the fingers, hands, and wrists.
10		Arm-Hand Steadiness — The ability to keep your hand and arm steady while moving your arm or while holding your arm and hand in one position.
10		Response Orientation — The ability to choose quickly between two or more movements in response to two or more different signals (lights, sounds, pictures). It includes the speed with which the correct response is started with the hand, foot, or other body part.
3		Glare Sensitivity — The ability to see objects in the presence of glare or bright lighting.
3		Night Vision — The ability to see under low light conditions.
3		Peripheral Vision — The ability to see objects or movement of objects to one's side when the eyes are looking ahead.
3		Rate Control — The ability to time your movements or the movement of a piece of equipment in anticipation of changes in the speed and/or direction of a moving object or scene.
3		Reaction Time — The ability to quickly respond (with the hand, finger, or foot) to a signal (sound, light, picture) when it appears.
3		Sound Localization — The ability to tell the direction from which a sound originated.
3		Speed of Limb Movement — The ability to quickly move the arms and legs.
0		Dynamic Flexibility — The ability to quickly and repeatedly bend, stretch, twist, or reach out with your body, arms, and/or legs.
0		Dynamic Strength — The ability to exert muscle force repeatedly or continuously over time. This involves muscular endurance and resistance to muscle fatigue.
0		Explosive Strength — The ability to use short bursts of muscle force to propel oneself (as in jumping or sprinting), or to throw an object.
0		Extent Flexibility — The ability to bend, stretch, twist, or reach with your body, arms, and/or legs.
0		Gross Body Coordination — The ability to coordinate the movement of your arms, legs, and torso together when the whole body is in motion.
0		Gross Body Equilibrium — The ability to keep or regain your body balance or stay upright when in an unstable position.
0		Stamina — The ability to exert yourself physically over long periods of time without getting winded or out of breath.
0		Static Strength — The ability to exert maximum muscle force to lift, push, pull, or carry objects.

Work Activities Save Table (XLS/CSV)

Importance		Work Activity
93		Selling or Influencing Others — Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
84		Communicating with Supervisors, Peers, or Subordinates — Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
84		Establishing and Maintaining Interpersonal Relationships — Developing constructive and cooperative working relationships with others, and maintaining them over time.
84		Thinking Creatively — Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.
83		Coaching and Developing Others — Identifying the developmental needs of others and coaching, mentoring, or otherwise helping others to improve their knowledge or skills.
83		Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish your work.
82		Interacting With Computers — Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
81		Developing and Building Teams — Encouraging and building mutual trust, respect, and cooperation among team members.
81		Training and Teaching Others — Identifying the educational needs of others, developing formal educational or training programs or classes, and teaching or instructing others.
80		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.
79		Guiding, Directing, and Motivating Subordinates — Providing guidance and direction to subordinates, including setting performance standards and monitoring performance.
78		Coordinating the Work and Activities of Others — Getting members of a group to work together to accomplish tasks.
77		Developing Objectives and Strategies — Establishing long-range objectives and specifying the strategies and actions to achieve them.
77		Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems.
77		Resolving Conflicts and Negotiating with Others — Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.
76		Provide Consultation and Advice to Others — Providing guidance and expert advice to management or other groups on technical, systems-, or process-related topics.
74		Getting Information — Observing, receiving, and otherwise obtaining information from all relevant sources.
73		Analyzing Data or Information — Identifying the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
71		Updating and Using Relevant Knowledge — Keeping up-to-date technically and applying new knowledge to your job.
69		Scheduling Work and Activities — Scheduling events, programs, and activities, as well as the work of others.
68		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.
66		Monitoring and Controlling Resources — Monitoring and controlling resources and overseeing the spending of money.
66		Processing Information — Compiling, coding, categorizing, calculating, tabulating, auditing, or verifying information or data.
65		Interpreting the Meaning of Information for Others — Translating or explaining what information means and how it can be used.
59		Identifying Objects, Actions, and Events — Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events.
59		Staffing Organizational Units — Recruiting, interviewing, selecting, hiring, and promoting employees in an organization.
58		Judging the Qualities of Things, Services, or People — Assessing the value, importance, or quality of things or people.
56		Documenting/Recording Information — Entering, transcribing, recording, storing, or maintaining information in written or electronic/magnetic form.
54		Estimating the Quantifiable Characteristics of Products, Events, or Information — Estimating sizes, distances, and quantities; or determining time, costs, resources, or materials needed to perform a work activity.
52		Performing Administrative Activities — Performing day-to-day administrative tasks such as maintaining information files and processing paperwork.
49		Evaluating Information to Determine Compliance with Standards — Using relevant information and individual judgment to determine whether events or processes comply with laws, regulations, or standards.
43		Monitor Processes, Materials, or Surroundings — Monitoring and reviewing information from materials, events, or the environment, to detect or assess problems.
38		Assisting and Caring for Others — Providing personal assistance, medical attention, emotional support, or other personal care to others such as coworkers, customers, or patients.
28		Inspecting Equipment, Structures, or Material — Inspecting equipment, structures, or materials to identify the cause of errors or other problems or defects.
27		Operating Vehicles, Mechanized Devices, or Equipment — Running, maneuvering, navigating, or driving vehicles or mechanized equipment, such as forklifts, passenger vehicles, aircraft, or water craft.
22		Performing General Physical Activities — Performing physical activities that require considerable use of your arms and legs and moving your whole body, such as climbing, lifting, balancing, walking, stooping, and handling of materials.
17		Drafting, Laying Out, and Specifying Technical Devices, Parts, and Equipment — Providing documentation, detailed instructions, drawings, or specifications to tell others about how devices, parts, equipment, or structures are to be fabricated, constructed, assembled, modified, maintained, or used.
13		Controlling Machines and Processes — Using either control mechanisms or direct physical activity to operate machines or processes (not including computers or vehicles).
13		Repairing and Maintaining Electronic Equipment — Servicing, repairing, calibrating, regulating, fine-tuning, or testing machines, devices, and equipment that operate primarily on the basis of electrical or electronic (not mechanical) principles.
12		Handling and Moving Objects — Using hands and arms in handling, installing, positioning, and moving materials, and manipulating things.
11		Repairing and Maintaining Mechanical Equipment — Servicing, repairing, adjusting, and testing machines, devices, moving parts, and equipment that operate primarily on the basis of mechanical (not electronic) principles.

Detailed Work Activities Save Table (XLS/CSV)

Direct sales, marketing, or customer service activities.
Resolve customer complaints or problems.
Advise customers on technical or procedural issues.
Analyze financial records or reports to determine state of operations.
Supervise employees.
Approve expenditures.
Determine pricing or monetary policies.
Prepare operational budgets.
Conduct opinion surveys or needs assessments.
Evaluate potential of products, technologies, or resources.
Evaluate employee performance.
Manage human resources activities.
Establish interpersonal business relationships to facilitate work activities.
Advise others on business or operational matters.
Confer with organizational members to accomplish work activities.
Represent the organization in external relations.

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Work Context Save Table (XLS/CSV)

Work Context

Percentage of Top Responses

Electronic Mail — How often do you use electronic mail in this job?


100	Every day

Telephone — How often do you have telephone conversations in this job?


100	Every day

Contact With Others — How much does this job require the worker to be in contact with others (face-to-face, by telephone, or otherwise) in order to perform it?


87	Constant contact with others

Duration of Typical Work Week — Number of hours typically worked in one week.


86	More than 40 hours

Work With Work Group or Team — How important is it to work with others in a group or team in this job?


52	Extremely important
30	Very important
17	Important

Face-to-Face Discussions — How often do you have to have face-to-face discussions with individuals or teams in this job?


59	Every day
18	Once a week or more but not every day
18	Once a month or more but not every week

Deal With External Customers — How important is it to work with external customers or the public in this job?


65	Extremely important
17	Important

Letters and Memos — How often does the job require written letters and memos?


39	Every day
48	Once a week or more but not every day

Level of Competition — To what extent does this job require the worker to compete or to be aware of competitive pressures?


23	Extremely competitive
68	Highly competitive

Freedom to Make Decisions — How much decision making freedom, without supervision, does the job offer?


35	A lot of freedom
48	Some freedom
13	Limited freedom

Structured versus Unstructured Work — To what extent is this job structured for the worker, rather than allowing the worker to determine tasks, priorities, and goals?


27	A lot of freedom
59	Some freedom

Coordinate or Lead Others — How important is it to coordinate or lead others in accomplishing work activities in this job?


39	Extremely important
22	Very important
30	Important

Importance of Being Exact or Accurate — How important is being very exact or highly accurate in performing this job?


27	Extremely important
32	Very important
27	Important
14	Fairly important

Responsibility for Outcomes and Results — How responsible is the worker for work outcomes and results of other workers?


43	Very high responsibility
13	High responsibility
22	Moderate responsibility
13	Limited responsibility

Time Pressure — How often does this job require the worker to meet strict deadlines?


17	Every day
35	Once a week or more but not every day
48	Once a month or more but not every week

Frequency of Decision Making — How frequently is the worker required to make decisions that affect other people, the financial resources, and/or the image and reputation of the organization?


30	Every day
30	Once a week or more but not every day
22	Once a month or more but not every week

Impact of Decisions on Co-workers or Company Results — What results do your decisions usually have on other people or the image or reputation or financial resources of your employer?


61	Important results
17	Moderate results
13	Minor results

Spend Time Sitting — How much does this job require sitting?


26	Continually or almost continually
30	More than half the time
30	About half the time

Indoors, Environmentally Controlled — How often does this job require working indoors in environmentally controlled conditions?


32	Every day
27	Once a week or more but not every day
14	Once a month or more but not every week
14	Once a year or more but not every month
14	Never

In an Enclosed Vehicle or Equipment — How often does this job require working in a closed vehicle or equipment (e.g., car)?


27	Every day
32	Once a week or more but not every day
14	Once a month or more but not every week
27	Never

Deal With Unpleasant or Angry People — How frequently does the worker have to deal with unpleasant, angry, or discourteous individuals as part of the job requirements?


36	Once a week or more but not every day
36	Once a month or more but not every week
23	Once a year or more but not every month

Frequency of Conflict Situations — How often are there conflict situations the employee has to face in this job?


30	Once a week or more but not every day
35	Once a month or more but not every week
26	Once a year or more but not every month

Public Speaking — How often do you have to perform public speaking in this job?


13	Every day
43	Once a month or more but not every week
35	Once a year or more but not every month

Physical Proximity — To what extent does this job require the worker to perform job tasks in close physical proximity to other people?


26	Moderately close (at arm's length)
26	Slightly close (e.g., shared office)
43	I work with others but not closely (e.g., private office)

Sounds, Noise Levels Are Distracting or Uncomfortable — How often does this job require working exposed to sounds and noise levels that are distracting or uncomfortable?


22	Every day
13	Once a week or more but not every day
22	Once a year or more but not every month
35	Never

Importance of Repeating Same Tasks — How important is repeating the same physical activities (e.g., key entry) or mental activities (e.g., checking entries in a ledger) over and over, without stopping, to performing this job?


18	Very important
32	Important
23	Fairly important
23	Not important at all

Spend Time Standing — How much does this job require standing?


35	About half the time
43	Less than half the time

Degree of Automation — How automated is the job?


14	Highly automated
14	Moderately automated
59	Slightly automated
14	Not at all automated

Outdoors, Exposed to Weather — How often does this job require working outdoors, exposed to all weather conditions?


17	Once a week or more but not every day
13	Once a month or more but not every week
22	Once a year or more but not every month
43	Never

Responsible for Others' Health and Safety — How much responsibility is there for the health and safety of others in this job?


35	Moderate responsibility
22	Limited responsibility
39	No responsibility

Spend Time Walking and Running — How much does this job require walking and running?


13	About half the time
61	Less than half the time
22	Never

Outdoors, Under Cover — How often does this job require working outdoors, under cover (e.g., structure with roof but no walls)?


17	Once a week or more but not every day
26	Once a year or more but not every month
48	Never

Indoors, Not Environmentally Controlled — How often does this job require working indoors in non-controlled environmental conditions (e.g., warehouse without heat)?


17	Once a week or more but not every day
30	Once a year or more but not every month
48	Never

Consequence of Error — How serious would the result usually be if the worker made a mistake that was not readily correctable?


13	Serious
30	Fairly serious
52	Not serious at all

Very Hot or Cold Temperatures — How often does this job require working in very hot (above 90 F degrees) or very cold (below 32 F degrees) temperatures?


22	Once a year or more but not every month
61	Never

Spend Time Making Repetitive Motions — How much does this job require making repetitive motions?


17	About half the time
26	Less than half the time
57	Never

Work Schedules — How regular are the work schedules for this job?


22	Irregular (changes with weather conditions, production demands, or contract duration)
74	Regular (established routine, set schedule)

Exposed to Contaminants — How often does this job require working exposed to contaminants (such as pollutants, gases, dust or odors)?


22	Once a year or more but not every month
65	Never

Extremely Bright or Inadequate Lighting — How often does this job require working in extremely bright or inadequate lighting conditions?


23	Once a year or more but not every month
68	Never

Spend Time Using Your Hands to Handle, Control, or Feel Objects, Tools, or Controls — How much does this job require using your hands to handle, control, or feel objects, tools or controls?


17	Less than half the time
70	Never

Exposed to Hazardous Equipment — How often does this job require exposure to hazardous equipment?


17	Once a year or more but not every month
74	Never

Wear Common Protective or Safety Equipment such as Safety Shoes, Glasses, Gloves, Hearing Protection, Hard Hats, or Life Jackets — How much does this job require wearing common protective or safety equipment such as safety shoes, glasses, gloves, hard hats or life jackets?


13	Once a year or more but not every month
74	Never

Cramped Work Space, Awkward Positions — How often does this job require working in cramped work spaces that requires getting into awkward positions?


17	Once a year or more but not every month
74	Never

Deal With Physically Aggressive People — How frequently does this job require the worker to deal with physical aggression of violent individuals?


14	Once a year or more but not every month
77	Never

Spend Time Kneeling, Crouching, Stooping, or Crawling — How much does this job require kneeling, crouching, stooping or crawling?


30	Less than half the time
70	Never

Exposed to Hazardous Conditions — How often does this job require exposure to hazardous conditions?


17	Once a year or more but not every month
78	Never

Spend Time Keeping or Regaining Balance — How much does this job require keeping or regaining your balance?


87	Never

Exposed to Minor Burns, Cuts, Bites, or Stings — How often does this job require exposure to minor burns, cuts, bites, or stings?


14	Once a year or more but not every month
82	Never

Spend Time Bending or Twisting the Body — How much does this job require bending or twisting your body?


22	Less than half the time
78	Never

In an Open Vehicle or Equipment — How often does this job require working in an open vehicle or equipment (e.g., tractor)?


86	Never

Exposed to Disease or Infections — How often does this job require exposure to disease/infections?


96	Never

Exposed to High Places — How often does this job require exposure to high places?


91	Never

Pace Determined by Speed of Equipment — How important is it to this job that the pace is determined by the speed of equipment or machinery? (This does not refer to keeping busy at all times on this job.)


96	Not important at all

Spend Time Climbing Ladders, Scaffolds, or Poles — How much does this job require climbing ladders, scaffolds, or poles?


91	Never

Exposed to Radiation — How often does this job require exposure to radiation?


95	Never

Exposed to Whole Body Vibration — How often does this job require exposure to whole body vibration (e.g., operate a jackhammer)?


95	Never

Wear Specialized Protective or Safety Equipment such as Breathing Apparatus, Safety Harness, Full Protection Suits, or Radiation Protection — How much does this job require wearing specialized protective or safety equipment such as breathing apparatus, safety harness, full protection suits, or radiation protection?


96	Never

Job Zone Save Table (XLS/CSV)

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, graphic designers, chemists, art directors, and cost estimators.
SVP Range	(7.0 to < 8.0)

Education

Percentage of Respondents	Education Level Required
65	Bachelor's degree
13	Associate's degree
9	Post-baccalaureate certificate

Credentials

Interests Save Table (XLS/CSV)

Occupational Interest		Interest
100		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.
61		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.
45		Social — Social occupations frequently involve working with, communicating with, and teaching people. These occupations often involve helping or providing service to others.
33		Realistic — Realistic occupations frequently involve work activities that include practical, hands-on problems and solutions. They often deal with plants, animals, and real-world materials like wood, tools, and machinery. Many of the occupations require working outside, and do not involve a lot of paperwork or working closely with others.
17		Artistic — Artistic occupations frequently involve working with forms, designs and patterns. They often require self-expression and the work can be done without following a clear set of rules.
17		Investigative — Investigative occupations frequently involve working with ideas, and require an extensive amount of thinking. These occupations can involve searching for facts and figuring out problems mentally.

Work Styles Save Table (XLS/CSV)

Importance		Work Style
95		Initiative — Job requires a willingness to take on responsibilities and challenges.
91		Integrity — Job requires being honest and ethical.
89		Adaptability/Flexibility — Job requires being open to change (positive or negative) and to considerable variety in the workplace.
89		Dependability — Job requires being reliable, responsible, and dependable, and fulfilling obligations.
89		Leadership — Job requires a willingness to lead, take charge, and offer opinions and direction.
88		Stress Tolerance — Job requires accepting criticism and dealing calmly and effectively with high stress situations.
87		Persistence — Job requires persistence in the face of obstacles.
84		Achievement/Effort — Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
84		Cooperation — Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.
83		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.
83		Self Control — Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
79		Analytical Thinking — Job requires analyzing information and using logic to address work-related issues and problems.
78		Innovation — Job requires creativity and alternative thinking to develop new ideas for and answers to work-related problems.
77		Attention to Detail — Job requires being careful about detail and thorough in completing work tasks.
71		Social Orientation — Job requires preferring to work with others rather than alone, and being personally connected with others on the job.
69		Concern for Others — Job requires being sensitive to others' needs and feelings and being understanding and helpful on the job.

Work Values Save Table (XLS/CSV)

Extent		Work Value
78		Independence — Occupations that satisfy this work value allow employees to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy.
75		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.
72		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.
72		Support — Occupations that satisfy this work value offer supportive management that stands behind employees. Corresponding needs are Company Policies, Supervision: Human Relations and Supervision: Technical.
61		Recognition — 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.
50		Relationships — 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.

Related Occupations Save Table (XLS/CSV)

11-2011.00	Advertising and Promotions Managers
11-2021.00	Marketing Managers Bright Outlook Green
11-2031.00	Public Relations and Fundraising Managers
11-3031.02	Financial Managers, Branch or Department
11-3071.01	Transportation Managers
11-3071.03	Logistics Managers
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

Wages & Employment Trends

Median wages (2018)	$59.72 hourly, $124,220 annual
State wages

Employment (2016)	386,000 employees
Projected growth (2016-2026)	Average (5% to 9%)
Projected job openings (2016-2026)	36,300
State trends

Top industries (2016)	Wholesale Trade (20% employed in this sector) Retail Trade (18%) Manufacturing (12%) (see all industries)

Source: Bureau of Labor Statistics 2018 wage data and 2016-2026 employment projections . "Projected growth" represents the estimated change in total employment over the projections period (2016-2026). "Projected job openings" represent openings due to growth and replacement.

Job Openings on the Web

Sources of Additional Information

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