Summary Report for:
41-1012.00 - First-Line Supervisors of Non-Retail Sales Workers
Directly supervise and coordinate activities of sales workers other than retail sales workers. May perform duties such as budgeting, accounting, and personnel work, in addition to supervisory duties.
Sample of reported job titles: Area Sales Manager, Branch Manager, Director, District Sales Manager, Inside Sales Manager, Manager, Outside Sales Manager, Sales Manager, Sales Supervisor, Vice President of Sales
Tasks | Technology Skills | Tools Used | Knowledge | Skills | Abilities | Work Activities | Detailed Work Activities | Work Context | Job Zone | Education | Credentials | Interests | Work Styles | Work Values | Related Occupations | Wages & Employment | Job Openings | Additional Information
- Confer with company officials to develop methods and procedures to increase sales, expand markets, and promote business.
- Listen to and resolve customer complaints regarding services, products, or personnel.
- Provide staff with assistance in performing difficult or complicated duties.
- Monitor sales staff performance to ensure that goals are met.
- Formulate pricing policies on merchandise according to profitability requirements.
- Hire, train, and evaluate personnel.
- Analyze details of sales territories to assess their growth potential and to set quotas.
- Attend company meetings to exchange product information and coordinate work activities with other departments.
- Prepare sales and inventory reports for management and budget departments.
- Plan and prepare work schedules, and assign employees to specific duties.
- Direct and supervise employees engaged in sales, inventory-taking, reconciling cash receipts, or performing specific services.
- Visit retailers and sales representatives to promote products and gather information.
- Prepare rental or lease agreements, specifying charges and payment procedures for use of machinery, tools, or other items.
- Accounting software — Budgeting software; Financial accounting software
- Calendar and scheduling software — Work scheduling software
- Customer relationship management CRM software — Customer information databases; Salesforce software ; Salesforce.com Salesforce CRM; SugarCRM Sugar UX
- Data base user interface and query software — Intuit QuickBase; Microsoft Access
- Electronic mail software — Microsoft Outlook
- Enterprise application integration software — Electronic data interchange EDI software
- Enterprise resource planning ERP software — Microsoft Dynamics ; SAP
- Financial analysis software — Delphi Discovery; Delphi Technology
- Graphics or photo imaging software — Graphics creation software
- Internet browser software — Web browser software
- Office suite software — Microsoft Office
- Pattern design software — Flow chart software
- Presentation software — Microsoft PowerPoint
- Spreadsheet software — Microsoft Excel
- Video conferencing software — Cisco Systems WebEx; FuzeBox; Online meeting software
- Word processing software — Microsoft Word
Hot Technology — a technology requirement frequently included in employer job postings.
- English Language — Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
- 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.
- 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.
- 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.
- 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.
- Economics and Accounting — Knowledge of economic and accounting principles and practices, the financial markets, banking and the analysis and reporting of financial data.
- 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.
- 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.
- Monitoring — Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
- Speaking — Talking to others to convey information effectively.
- Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
- Reading Comprehension — Understanding written sentences and paragraphs in work related documents.
- Social Perceptiveness — Being aware of others' reactions and understanding why they react as they do.
- Time Management — Managing one's own time and the time of others.
- Coordination — Adjusting actions in relation to others' actions.
- Persuasion — Persuading others to change their minds or behavior.
- Complex Problem Solving — Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
- Writing — Communicating effectively in writing as appropriate for the needs of the audience.
- Active Learning — Understanding the implications of new information for both current and future problem-solving and decision-making.
- Negotiation — Bringing others together and trying to reconcile differences.
- Instructing — Teaching others how to do something.
- Learning Strategies — Selecting and using training/instructional methods and procedures appropriate for the situation when learning or teaching new things.
- Service Orientation — Actively looking for ways to help people.
- 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.
- Mathematics — Using mathematics to solve problems.
- Systems Analysis — Determining how a system should work and how changes in conditions, operations, and the environment will affect outcomes.
- Management of Financial Resources — Determining how money will be spent to get the work done, and accounting for these expenditures.
- 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 Recognition — The ability to identify and understand the speech of another person.
- Speech Clarity — The ability to speak clearly so others can understand you.
- Written Comprehension — The ability to read and understand information and ideas presented in writing.
- Deductive Reasoning — The ability to apply general rules to specific problems to produce answers that make sense.
- Inductive Reasoning — The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
- Near Vision — The ability to see details at close range (within a few feet of the observer).
- 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.
- Category Flexibility — The ability to generate or use different sets of rules for combining or grouping things in different ways.
- 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).
- 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).
- Written Expression — The ability to communicate information and ideas in writing so others will understand.
- Mathematical Reasoning — The ability to choose the right mathematical methods or formulas to solve a problem.
- 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.
- Number Facility — The ability to add, subtract, multiply, or divide quickly and correctly.
- Far Vision — The ability to see details at a distance.
- 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.
- 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.
- Resolving Conflicts and Negotiating with Others — Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.
- Selling or Influencing Others — Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
- Getting Information — Observing, receiving, and otherwise obtaining information from all relevant sources.
- Interacting With Computers — Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
- Guiding, Directing, and Motivating Subordinates — Providing guidance and direction to subordinates, including setting performance standards and monitoring performance.
- Coordinating the Work and Activities of Others — Getting members of a group to work together to accomplish tasks.
- 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.
- Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish your work.
- Coaching and Developing Others — Identifying the developmental needs of others and coaching, mentoring, or otherwise helping others to improve their knowledge or skills.
- Judging the Qualities of Things, Services, or People — Assessing the value, importance, or quality of things or people.
- Developing Objectives and Strategies — Establishing long-range objectives and specifying the strategies and actions to achieve them.
- Interpreting the Meaning of Information for Others — Translating or explaining what information means and how it can be used.
- Provide Consultation and Advice to Others — Providing guidance and expert advice to management or other groups on technical, systems-, or process-related topics.
- Identifying Objects, Actions, and Events — Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events.
- Processing Information — Compiling, coding, categorizing, calculating, tabulating, auditing, or verifying information or data.
- Training and Teaching Others — Identifying the educational needs of others, developing formal educational or training programs or classes, and teaching or instructing others.
- Monitor Processes, Materials, or Surroundings — Monitoring and reviewing information from materials, events, or the environment, to detect or assess problems.
- Thinking Creatively — Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.
- 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.
- Scheduling Work and Activities — Scheduling events, programs, and activities, as well as the work of others.
- Analyzing Data or Information — Identifying the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
- Staffing Organizational Units — Recruiting, interviewing, selecting, hiring, and promoting employees in an organization.
- Updating and Using Relevant Knowledge — Keeping up-to-date technically and applying new knowledge to your job.
- Monitoring and Controlling Resources — Monitoring and controlling resources and overseeing the spending of money.
- Performing Administrative Activities — Performing day-to-day administrative tasks such as maintaining information files and processing paperwork.
- Documenting/Recording Information — Entering, transcribing, recording, storing, or maintaining information in written or electronic/magnetic form.
- 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.
Detailed Work Activities
- Develop marketing plans or strategies.
- Answer customer questions about goods or services.
- Explain technical product or service information to customers.
- Monitor sales activities.
- Supervise sales or support personnel.
- Establish operational policies.
- Train sales personnel.
- Analyze market conditions or trends.
- Discuss design or technical features of products or services with technical personnel.
- Prepare financial documents, reports, or budgets.
- Assign duties or work schedules to employees.
- Contact current or potential customers to promote products or services.
- Gather customer or product information to determine customer needs.
- Prepare sales or other contracts.
- Maintain records of sales or other business transactions.
- Monitor inventories of products or materials.
- Purchase stocks of merchandise or supplies.
- Examine condition of property or products.
- Coordinate sales campaigns.
- Electronic Mail — 100% responded “Every day.”
- Telephone — 100% responded “Every day.”
- Face-to-Face Discussions — 86% responded “Every day.”
- Indoors, Environmentally Controlled — 94% responded “Every day.”
- Contact With Others — 86% responded “Constant contact with others.”
- Structured versus Unstructured Work — 81% responded “A lot of freedom.”
- Freedom to Make Decisions — 70% responded “A lot of freedom.”
- Frequency of Decision Making — 64% responded “Every day.”
- Duration of Typical Work Week — 74% responded “More than 40 hours.”
- Responsibility for Outcomes and Results — 60% responded “High responsibility.”
- Spend Time Sitting — 64% responded “More than half the time.”
- Impact of Decisions on Co-workers or Company Results — 46% responded “Important results.”
- Letters and Memos — 46% responded “Every day.”
- Time Pressure — 50% responded “Once a week or more but not every day.”
- Deal With External Customers — 41% responded “Very important.”
- Frequency of Conflict Situations — 36% responded “Once a week or more but not every day.”
- Work With Work Group or Team — 42% responded “Extremely important.”
- Coordinate or Lead Others — 62% responded “Very important.”
- Importance of Being Exact or Accurate — 52% responded “Very important.”
- Responsible for Others' Health and Safety — 34% responded “Moderate responsibility.”
- Level of Competition — 33% responded “Highly competitive.”
- Deal With Unpleasant or Angry People — 41% responded “Once a week or more but not every day.”
- Consequence of Error — 44% responded “Serious.”
|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)|
Interest code: ECS
- 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.
- Social — Social occupations frequently involve working with, communicating with, and teaching people. These occupations often involve helping or providing service to others.
- 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.
- Integrity — Job requires being honest and ethical.
- Persistence — Job requires persistence in the face of obstacles.
- Adaptability/Flexibility — Job requires being open to change (positive or negative) and to considerable variety in the workplace.
- Dependability — Job requires being reliable, responsible, and dependable, and fulfilling obligations.
- Stress Tolerance — Job requires accepting criticism and dealing calmly and effectively with high stress situations.
- Cooperation — Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.
- Self Control — Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
- Attention to Detail — Job requires being careful about detail and thorough in completing work tasks.
- Achievement/Effort — Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
- 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.
- Social Orientation — Job requires preferring to work with others rather than alone, and being personally connected with others 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.
- Innovation — Job requires creativity and alternative thinking to develop new ideas for and answers to work-related problems.
- 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.
- 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.
Wages & Employment Trends
|Median wages (2016)||$35.17 hourly, $73,150 annual|
|Employment (2016)||405,000 employees|
|Projected growth (2016-2026)||Average (5% to 9%)|
|Projected job openings (2016-2026)||39,000|
|Top industries (2016)|
Source: Bureau of Labor Statistics 2016 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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