Overview for Sales Managers

Sales managers direct a company’s sales program. They assign sales territories, set goals, and establish training programs for the sales representatives. Sales managers advise the sales representatives on ways to improve their sales performance. In large firms, they oversee regional and local sales managers and their staffs. Sales managers maintain contact with dealers and distributors. They analyze sales statistics gathered by their staffs to determine sales potential and inventory requirements and to monitor customers’ preferences.

Employment Situation

There were about 318,000 sales managers at work in the United States in May 2006. Most sales managers most were employed in wholesale trade, retail trade, manufacturing, and finance and insurance industries.

Employment of sales managers is expected to increase by 12 percent through 2016, about as fast as the average for all occupations. Projected employment growth varies by industry. It is likely to grow much faster than average in scientific, professional, and related services like computer systems design and related services, and advertising and related services as businesses increasingly hire contractors for these services instead of additional full-time staff. However, a decline in employment is expected in many manufacturing industries.

Education Outlook

A wide range of educational backgrounds is suitable for entry into sales managerial jobs, but many employers prefer those with experience in related occupations. For sales, management positions, some employers prefer a bachelor’s or master’s degree in business administration with an emphasis on marketing. Courses in business law, management, economics, accounting, finance, mathematics, and statistics are advantageous. The completion of an internship while the candidate is in school is highly recommended. In highly technical industries, such as computer and electronics manufacturing, a bachelor’s degree in engineering or science, combined with a master’s degree in business administration, is preferred.

Salary Expectations for Sales Managers

Median annual earnings of sales managers in May 2006 were $91,560. The highest salaries were found in the professional and commercial equipment and supplies merchant wholesaler industries with $112,810.

Related Information

• Find all advertised management jobs.
• Find an online business degree or online marketing degree.
• Find a business or marketing school near you.

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