Sales managers organize and monitor marketing and distribution strategies. The work includes the supervision of the sales staff and the development of sales programmes designed to introduce prospective customers to new products and services.
Sales managers are also responsible for reviewing market trends and evaluating sales. Sales management may include the development of a network of dealers that sell a product in the field.
It is important that the sales manager leads by example in providing excellent service to clients and the public at large. Poor service can lead to a decline in profit for the company. The sales manager must provide the sales staff with the best training and information on sales strategies. In bigger companies there may be more than one manager and every manager may be responsible for a separate department.
Sales managers usually work in business offices that are clean, pleasant and well lit. Some areas of specialization include: automotive sales; wholesale sales; real estate sales; advertising and marketing.
Satisfying Aspects
- pleasant working conditions
- good remuneration
- usually working regular hours
Demanding aspects
- dealing with sales representatives, who are unwilling or unable to meet sales targets
- making recommendations that may cost the employer dearly, if estimates are inaccurate
Requirements
A sales manager should:
- be persistent and persuasive;
- judge character accurately;
- enjoy detailed work;
- be perceptive;
- deal easily with people;
- be able to make decisions and work without supervision;
- have mathematical ability;
- understand of human nature.
School Subjects
National Senior Certificate meeting degree requirements for a degree course
National Senior Certificate meeting diploma requirements for a diploma course
Each institution will have its own minimum entry requirements.
Compulsory Subjects: Mathematics (for degree course)
Recommended Subjects: Business Science, Accounting, Economics
Training
Degree: any Marketing degree - UJ, UNISA, NMMU, NWU, UP, US, UFS, Business Economics or Communications degree - most universities.
UNISA, NMMU and UJ offer postgraduate courses in Market Management
Diploma: N.Dip: or BTech Marketing / Sales Management - CUT, CPUT, DUT, MUT, TUT, VUT, UNISA, WSU.
Most TVET colleges offer courses in marketing, e.g. Port Elizabeth, Northlink, Vuselela, Flavius Mareka, Boland, Coastal KZN, Umgungundlovu.
The Institute of Marketing Management offers a Diploma in Marketing Management (three years) and a Certificate in Sales Management, Salesmanship, Retail Marketing and Marketing Management (each one year). Various correspondence colleges provide these courses.
Many private institutions offer courses in Marketing e.g. Boston, Kaizen, Global School, College Campus, Rosebank College, Varsity College, AAA, ICESA, and Damelin.
Employer
- Wholesale and retail stores
- Manufacturing firms
- Large and small businesses
- Self-employment, with enough experience, initiative and capital, can start own business
Contact
Institute of Marketing Management (IMM)
P O Box 91820
Auckland Park, 2006
Tel: (011) 482-1419 Fax: (011) 726-3679
www.imm.co.za