___________________________________________________ Enterprising Occupations: Sales ManagersCommunications Engineering; Environmental Engi-
neering; Forest Engineering; Industrial Engineering;
Manufacturing Engineering; Materials Engineering;
Mechanical Engineering; Metallurgical Engineering;
Mining and Mineral Engineering; Nuclear Engi-
neering; Petroleum Engineering; Transportation and
Highway Engineering; Water Resources Engineer-
ing; others. Related Knowledge/Courses: Sales and
Marketing; Engineering and Technology; Design;
Physics; Computers and Electronics; Customer and
Personal Service.
Work Env ironment : Indoors; sitting; repetitive
motions.Sales Managers
! Personality Code: EC! Education/Training Required: Work
experience plus degree
! Annual Earnings: $94,910
! Beginning Wage: $45,860
! Earnings Growth Potential: Very high
! Growth: 10.2%
! Annual Job Openings: 36,392
! Self-Employed: 2.2%
! Part-Time: 4.1%
Direct the actual distribution or movement of
products or services to customers. Coordinate
sales distribution by establishing sales territo-
ries, quotas, and goals, and establish training
programs for sales representatives. Analyze sales
statistics gathered by staff to determine sales
potential and inventory requirements and moni-
tor the preferences of customers. Resolve customer
complaints regarding sales and service. Oversee
regional and local sales managers and their staff s.
Plan and direct staffi ng, training, and performance
evaluations to develop and control sales and service
programs. Determine price schedules and discount
rates. Review operational records and reports to proj-
ect sales and determine profi tability. Monitor cus-
tomer preferences to determine focus of sales eff orts.Prepare budgets and approve budget expenditures.
Confer or consult with department heads to plan
advertising services and to secure information on
equipment and customer specifi cations. 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. Direct foreign sales
and service outlets of an organization. Advise dealers
and distributors on policies and operating procedures
to ensure functional eff ectiveness of businesses. Visit
franchised dealers to stimulate interest in establish-
ment or expansion of leasing programs. Direct cleri-
cal staff to keep records of export correspondence, bid
requests, and credit collections, and to maintain cur-
rent information on tariff s, licenses, and restrictions.
Direct, coordinate, and review activities in sales and
service accounting and recordkeeping, and in receiv-
ing and shipping operations. Assess marketing poten-
tial of new and existing store locations, considering
statistics and expenditures. Represent company at
trade association meetings to promote products.
GOE—Interest Area/Cluster: 14. Retail and
Wholesale Sales and Service. Work Group: 14.01.
Managerial Work in Retail/Wholesale Sales and Ser-
vice. Other Jobs in " is Work Group: Advertising
and Promotions Managers; First-Line Supervisors/
Managers of Non-Retail Sales Workers; First-Line
Supervisors/Managers of Retail Sales Workers;
Funeral Directors; Marketing Managers; Property,
Real Estate, and Community Association Managers;
Purchasing Managers.
Skills: Management of Personnel Resources; Sys-
tems Analysis; Management of Financial Resources;
Persuasion; Negotiation; Systems Evaluation; Social
Perceptiveness; Speaking.
Education and Training Programs: Consumer
Merchandising/Retailing Management; Business/
Commerce, General; Business Administration and
Management, General; Marketing/Marketing Man-
agement, General; Marketing, Other. Related
Knowledge/Courses: Sales and Marketing; Per-
sonnel and Human Resources; Economics andEnterprising–
S