Sales Manager

Also called: Account Manager, Area Sales Manager, Artist Relationship Manager, Business Development Director, Business Development Executive

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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.

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

Work Context

Telephone — 100% responded "Every day".
Electronic Mail — 100% responded "Every day".
Contact With Others — 87% responded "Constant contact with others".
Work With Work Group or Team — 53% responded "Extremely important".
Face-to-Face Discussions — 60% responded "Every day".
Deal With External Customers — 66% responded "Extremely important".
Letters and Memos — 48% responded "Once a week or more but not every day".

Work Activities

Selling or Influencing Others — Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
Thinking Creatively — Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.
Communicating with Supervisors, Peers, or Subordinates — Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
Establishing and Maintaining Interpersonal Relationships — Developing constructive and cooperative working relationships with others, and maintaining them over time.
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.
Interacting With Computers — Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
Developing and Building Teams — Encouraging and building mutual trust, respect, and cooperation among team members.

Training and Teaching Others — Identifying the educational needs of others, developing formal educational or training programs or classes, and teaching or instructing others.

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.

Coordinating the Work and Activities of Others — Getting members of a group to work together to accomplish tasks.

Developing Objectives and Strategies — Establishing long-range objectives and specifying the strategies and actions to achieve them.

Resolving Conflicts and Negotiating with Others — Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.

Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems.

Provide Consultation and Advice to Others — Providing guidance and expert advice to management or other groups on technical, systems-, or process-related topics.

Getting Information — Observing, receiving, and otherwise obtaining information from all relevant sources.

Analyzing Data or Information — Identifying the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.

Updating and Using Relevant Knowledge — Keeping up-to-date technically and applying new knowledge to your job.

Scheduling Work and Activities — Scheduling events, programs, and activities, as well as the work of others.

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.

Processing Information — Compiling, coding, categorizing, calculating, tabulating, auditing, or verifying information or data.

Monitoring and Controlling Resources — Monitoring and controlling resources and overseeing the spending of money.

Interpreting the Meaning of Information for Others — Translating or explaining what information means and how it can be used.

Identifying Objects, Actions, and Events — Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events.

Staffing Organizational Units — Recruiting, interviewing, selecting, hiring, and promoting employees in an organization.

Judging the Qualities of Things, Services, or People — Assessing the value, importance, or quality of things or people.

Documenting/Recording Information — Entering, transcribing, recording, storing, or maintaining information in written or electronic/magnetic form.

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.

Performing Administrative Activities — Performing day-to-day administrative tasks such as maintaining information files and processing paperwork.

Detailed Work Activities

Resolve customer complaints or problems.
Represent the organization in external relations.
Evaluate employee performance.
Manage human resources activities.
Establish interpersonal business relationships to facilitate work activities.
Advise customers on technical or procedural issues.

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.

Persuasion

Persuading others to change their minds or behavior.

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.

Speaking

Talking to others to convey information effectively.

Service Orientation

Actively looking for ways to help people.

Negotiation

Bringing others together and trying to reconcile differences.

Reading Comprehension

Understanding written sentences and paragraphs in work related documents.

Coordination

Adjusting actions in relation to others' actions.

Social Perceptiveness

Being aware of others' reactions and understanding why they react as they do.

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.

Judgment and Decision Making

Considering the relative costs and benefits of potential actions to choose the most appropriate one.

Complex Problem Solving

Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.

Management of Personnel Resources

Motivating, developing, and directing people as they work, identifying the best people for the job.

Active Learning

Understanding the implications of new information for both current and future problem-solving and decision-making.

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.

Systems Analysis

Determining how a system should work and how changes in conditions, operations, and the environment will affect outcomes.

Writing

Communicating effectively in writing as appropriate for the needs of the audience.

Instructing

Teaching others how to do something.

Time Management

Managing one's own time and the time of others.

Learning Strategies

Selecting and using training/instructional methods and procedures appropriate for the situation when learning or teaching new things.

Management of Financial Resources

Determining how money will be spent to get the work done, and accounting for these expenditures.

Mathematics

Using mathematics to solve problems.

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.

Written Comprehension

The ability to read and understand information and ideas presented in writing.

Oral Comprehension

The ability to listen to and understand information and ideas presented through spoken words and sentences.

Written Comprehension

The ability to read and understand information and ideas presented in writing.

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.

Deductive Reasoning

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

Written Expression

The ability to communicate information and ideas in writing 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.

Speech Clarity

The ability to speak clearly so others can understand you.

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).

Inductive Reasoning

The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).

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.

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.

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).

Inductive Reasoning

The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).

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.

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.

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).

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).

Near Vision

The ability to see details at close range (within a few feet of the observer).

Category Flexibility

The ability to generate or use different sets of rules for combining or grouping things in different ways.

Near Vision

The ability to see details at close range (within a few feet of the observer).

Category Flexibility

The ability to generate or use different sets of rules for combining or grouping things in different ways.

Number Facility

The ability to add, subtract, multiply, or divide quickly and correctly.

Mathematical Reasoning

The ability to choose the right mathematical methods or formulas to solve a problem.

Number Facility

The ability to add, subtract, multiply, or divide quickly and correctly.

Mathematical Reasoning

The ability to choose the right mathematical methods or formulas to solve a problem.

Memorization

The ability to remember information such as words, numbers, pictures, and procedures.

Memorization

The ability to remember information such as words, numbers, pictures, and procedures.

People interested in this work like activities that include ideas, thinking, and figuring things out.

They do well at jobs that need:

Achievement/Effort

Persistence

Initiative

Leadership

Cooperation

Concern for Others

Social Orientation

Self Control

You might use software like this on the job:

Development environment software

Microsoft Azure
Microsoft Visual Basic
Microsoft Visual Basic for Applications VBA
Eclipse IDE
Adobe Systems Adobe ActionScript

Graphics or photo imaging software

Microsoft Visio
SmugMug Flickr
Adobe Systems Adobe Creative Cloud
Adobe Systems Adobe Flash

Operating system software

Microsoft Windows

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Sales Manager

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