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MONEY & ENTERTAINMENT
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Career Profile: Be A Sales Manager Nature of the workSales managers plan and direct sales programs and departments in retail, industrial and wholesale companies. If you choose this job, it means you are responsible for ensuring that the company makes a profit through the sale of its products and services. Sales managers organize, motivate and lead sales teams in a wide range of sectors, including pharmaceuticals, fast moving consumer goods (FMCGs) and finance. They are responsible for the combined performance of the team and for ensuring sure that everyone within their team reaches their targets. They may set the targets themselves or receive them from the sales director. They may also operate incentive schemes that motivate members of their team to reach or exceed sales targets. Whilst management structures vary significantly between companies and sectors, most sales managers will be responsible for specific geographical areas (area sales managers) and/or particular products, or types of customer. Sales managers will usually be responsible for recruiting and training sales staff; supervising, motivating and monitoring team performance; allocating areas to sales executives; setting budgets/targets; liaising with other line managers; reporting back to senior managers; liaising with customers (which may include actual selling); maintaining detailed knowledge of the company's products; keeping abreast of what competitors are doing. Depending on the culture of the company and level of seniority within it, sales managers may also be involved with product development, identification of new business opportunities and the development of marketing strategies. Managing a sales department generally includes assigning sales territories to sales representatives, setting sales goals and moving toward those goals, establishing training programs for sales representatives, and providing advice about how to improve their sales performance. You also study sales results and other information to figure out what customers want. It is important to look carefully at sales of different products in different territories to help decide how much inventory is needed. You may also keep close contact with dealers and distributors to make sure there are enough supplies available when the company needs them. It is important to look carefully at sales of different products in different territories to help decide how much inventory is needed. You may also keep close contact with dealers and distributors to make sure there are enough supplies available when the company needs them. In large companies, you may oversee the work of several managers responsible for sales in different product lines or geographic territories. In small companies, you may be responsible for marketing, advertising or public relations as well as sales. So, sales worker supervisors oversee the work of sales and related workers, such as retail salespersons; cashiers; customer service representatives; stock clerks and order fillers; sales engineers; and sales representatives, wholesale and manufacturing. Sales worker supervisors are responsible for interviewing, hiring, and training employees, as well as for preparing work schedules and assigning workers to specific duties. Many of these workers hold job titles such as sales manager or department manager. Workers with the title manager who mainly supervise non supervisory workers are called supervisors rather than managers, even though many of these workers often perform numerous managerial functions. In retail establishments, sales worker supervisors ensure that customers receive satisfactory service and quality goods. They also answer customers’ inquiries, deal with complaints, and sometimes handle purchasing, budgeting, and accounting. Their responsibilities vary with the size and type of establishment. As the size of retail stores and the types of goods and services increase, supervisors tend to specialize in one department or one aspect of merchandising. Sales worker supervisors in large retail establishments, often referred to as department managers, provide day-to-day oversight of individual departments, such as shoes, cosmetics, or house wares in large department stores; produce and meat in grocery stores; and sales in automotive dealerships. These workers establish and implement policies, goals, objectives, and procedures for their specific departments; coordinate activities with other department heads; and strive for smooth operations within their departments. They supervise employees who price and ticket goods and place them on display; clean and organize shelves, displays, and inventories in stockrooms; and inspect merchandise to ensure that nothing is outdated. Sales worker supervisors also review inventory and sales records, develop merchandising techniques, and coordinate sales promotions. In addition, they may greet and assist customers and promote sales and good public relations. Sales worker supervisors in non-retail establishments supervise and coordinate the activities of sales workers who sell industrial products, automobiles, or services such as advertising or Internet services. They may prepare budgets, make personnel decisions, devise sales-incentive programs, assign sales territories, and approve sales contracts. In small or independent companies and retail stores, sales worker supervisors not only directly supervise sales associates, but also are responsible for the operation of the entire company or store. Some are self-employed business or store owners.
Working conditions Work hours of supervisors vary greatly among establishments because work schedules usually depend on customers’ needs. Supervisors generally work at least 40 hours a week. Long, irregular hours are common, particularly during sales, holidays, and busy shopping hours and at times when inventory is taken. Supervisors are expected to work evenings and weekends but usually are compensated with a day off during the week. Hours can change weekly, and managers sometimes must report to work on short notice, especially when employees are absent. Independent owners often can set their own schedules, but hours must be convenient to customers.
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