Job Description
Sales managers direct the firm’s sales program. They assign sales territories, set goals, and establish training programs for the sales representatives. Sales managers advise reps on ways to improve their performance. In large, multi-product firms, they oversee regional and local sales managers and their staffs. They analyze sales statistics gathered by their staffs to determine sales potential and inventory requirements and to monitor customers’ preferences. Such information is vital in the development of products and the maximization of profits.

Education Paths
For marketing, sales, and promotions 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. In highly technical industries, such as computer and electronics manufacturing, a bachelor’s degree in engineering or science, combined with a master’s in business administration (MBA), is preferrered. Many positions are filled by promoting experienced salespeople.


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