Sales Managers
Sales managers plan, direct, or coordinate the actual distribution or movement of a product or service to the customer. They coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. They also analyse sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers.
Sales managers play a key role in the success or failure of an organization and perform a crucial role in generating revenue for the organization.
The sales manager's job description includes managing the organisation’s team of salespeople, setting goals, building sales plans, analysing data, assigning sales territories, mentoring members of the team, and hiring and firing salespeople.
Sales managers project sales and determine the profitability, prepare and approve budget expenditures, direct the distribution of goods and services, resolve customer complaints, monitor customer preferences and determine discount rates. The career objective for a sales manager is that they should be able to motivate the sales team and inspire them by setting an example.
The minimum qualification for a sales manager job is a bachelor’s degree, though, in large multiproduct organisations, a master’s degree with prior experience may be required for entry-level jobs. Sales managers must possess strong analytical skills, excellent leadership abilities, exceptional customer service skills, and good communication skills. The sales manager's salary can be in six-seven figures depending on the experience.
To be successful in sales management, one must collect and interpret complex data to target the most promising areas and determine the most effective sales strategies.
Qualifications
Every career requires an element of study and academic qualification, and there can be several study routes and pathways you can take. In following any academic pathway you will study subjects that contribute to the specialised knowledge required to achieve your career goals. These qualifications provide a future employer with the evidence that you have the desired knowledge, understanding and experience of their industry, so it’s important to consider the various types of qualifications available to you and to understand how they can boost your career and create opportunities for you.
- MBA Master of Business Administration
- BBA Bachelor of Business Administration
Tasks
- Resolve customer complaints regarding sales and service.
- Monitor customer preferences to determine focus of sales efforts.
- Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate or other subjects of sale.
- Determine price schedules and discount rates.
- Review operational records and reports to project sales and determine profitability.
- Direct, coordinate, and review activities in sales and service accounting and record-keeping, and in receiving and shipping operations.
- Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications.
- Advise dealers and distributors on policies and operating procedures to ensure functional effectiveness of business.
- Prepare budgets and approve budget expenditures.
- Represent company at trade association meetings to promote products.
Progression Routes
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