Sales Manager Job Description – Salary, Education and Career Guide for Becoming a Sales Manager

Job Description

The main focus of a sales manager is to ensure superior customer service and to provide quality products or goods. A sales manager's job responsibilities depend on the size and type of the business. In a larger establishment, there may be several department managers.
 
General duties include responding to customer questions and complaints. Managers must also handle budgets and accounting and purchasing problems. They must have excellent interpersonal skills to deal with customers and vendors.
 
Sales managers may be required to interview, hire and train new employees. They prepare work schedules and assign jobs.
 
Several different types of sales managers exist. One example is a retail sales manager. Retail sales managers are usually responsible for managing people who work at a retail establishment. Retail employees include:
  • cashiers
  • customer representatives
  • order fillers
  • retail salespersons
  • sales engineers
  • stock clerks
  • wholesale and manufacturing sales representatives.
 
Being a retail sales manager has its pros and cons. Benefits include discounts on merchandise and early access to sales. Cons include working irregular hours, including weekends and evenings. With the fast-paced work environment and demanding schedule, a retail sales manager’s work is often stressful.

Salary Guide

The salary for a sales manager varies widely depending on many factors including:
  • amount of experience
  • education
  • level of responsibility
  • size, type and location of the business
  • years of employment at that business.
 
In 2002, the average salary of a sales manager was about $30,000. The range of salaries for the middle 50 percent was between $23,000 and $40,000. Sales managers for non-retail establishments made substantially more money. The average salary was $53,000. The range of salaries for the middle 50 percent was between $37,000 and $78,000. These salaries include commissions.

Education and Training

Education and training are important in becoming a sales manager. Obtaining certain degrees may be especially helpful if a sales person hopes to be promoted to manager. These degrees include:
  • Advertising
  • Business Administration
  • Communications
  • Marketing
  • Public Relations.
 

Other degrees that may be helpful are:

  • Accounting
  • Liberal Arts
  • Psychology
  • Sociology.
 
Choosing a specific subject on which to focus will be useful. A person who is interested in pharmaceutical sales management might choose a biology major. Public speaking courses are important in preparing for presentations. Becoming a certified sales executive is not necessary, but may be helpful. Sales manager training is most likely available within the business.

Prior Work Experience

Previous employment with retail experience is important. Since sales managers are usually promoted from within the company, it is beneficial for a sales person to work at a company where they would like to be promoted.

Career Advancement

A larger company will offer more chances for career advancement. If management positions are not available, a retail sales associate job is a good entry-level position. Continuing education, at a college or through distance learning, can prepare an employee for a promotion. Even after becoming a sales manager, continuing courses in management and sales technique can increase an individual’s responsibilities and lead to pay increases.

Related Associations and Groups

Sales manager affiliations include:
  • Gift Sales Manager Association
  • Sales and Marketing International.
 
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