Career Details
11-2022.00 - Sales Managers
Plan, direct, or coordinate the actual distribution or movement of a product or service to the customer. Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers.
Key Facts

Tasks

Core
- Resolve customer complaints regarding sales and service.
- Monitor customer preferences to determine focus of sales efforts.
- Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate or other subjects of sale.
- Determine price schedules and discount rates.
- Review operational records and reports to project sales and determine profitability.
- Direct, coordinate, and review activities in sales and service accounting and record-keeping, and in receiving and shipping operations.
- Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications.
- Advise dealers and distributors on policies and operating procedures to ensure functional effectiveness of business.
- Prepare budgets and approve budget expenditures.
- Represent company at trade association meetings to promote products.
- Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
- Oversee regional and local sales managers and their staffs.
- Direct clerical staff to keep records of export correspondence, bid requests, and credit collections, and to maintain current information on tariffs, licenses, and restrictions.
Supplemental
- Visit franchised dealers to stimulate interest in establishment or expansion of leasing programs.
- Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase.
- Direct foreign sales and service outlets of an organization.
- Assess marketing potential of new and existing store locations, considering statistics and expenditures.
Knowledge

- 94%Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
- 90%Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
- 86%Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
- 80%Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
- 67%Knowledge of principles and methods for curriculum and training design, teaching and instruction for individuals and groups, and the measurement of training effects.
- 63%Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
- 63%Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
- 62%Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
- 61%Knowledge of principles and procedures for personnel recruitment, selection, training, compensation and benefits, labor relations and negotiation, and personnel information systems.
- 58%Knowledge of administrative and clerical procedures and systems such as word processing, managing files and records, stenography and transcription, designing forms, and other office procedures and terminology.
- 58%Knowledge of economic and accounting principles and practices, the financial markets, banking and the analysis and reporting of financial data.
- 55%Knowledge of transmission, broadcasting, switching, control, and operation of telecommunications systems.
- 54%Knowledge of human behavior and performance; individual differences in ability, personality, and interests; learning and motivation; psychological research methods; and the assessment and treatment of behavioral and affective disorders.
- 53%Knowledge of raw materials, production processes, quality control, costs, and other techniques for maximizing the effective manufacture and distribution of goods.
Tools

- Desktop computers
- Notebook computers
- Personal computers
- Tablet computers
- Scanners
Technology

- Adobe Systems Adobe AcrobatHOT
- Dropbox
- Adobe Systems Adobe ActionScript
- Eclipse IDEHOT
- Hypertext markup language HTMLHOT
- Microsoft AzureHOT
- Microsoft Visual BasicHOT
- Microsoft Visual Basic for Applications VBAHOT
- RHOT
- Adobe Systems Adobe Creative CloudHOT
- Adobe Systems Adobe Flash
- Apple Keynote
- Contact management software
- FacebookHOT
- Google DocsHOT
- Google Sites
- Google Slides
- LinkedInHOT
- Microsoft ExcelHOT
- Microsoft PowerPointHOT
- Microsoft Publisher
- Microsoft VisioHOT
- Microsoft WordHOT
- Poll Everywhere
- Scheduling software
- SmugMug FlickrHOT
- Social media sitesHOT
- YouTubeHOT
- Airtable
- Avidian Technologies Prophet
- Blackbaud The Raiser's Edge
- Data entry softwareHOT
- Eden Sales Manager
- FileMaker Pro
- Google AnalyticsHOT
- HEAT Software GoldMine
- IBM Cognos ImpromptuHOT
- LexisNexis
- Maximizer Software Maximizer Enterprise
- Microsoft AccessHOT
- Microsoft SQL ServerHOT
- MicroStrategyHOT
- NetSuite NetCRM
- Oracle Business Intelligence Enterprise EditionHOT
- Oracle Eloqua
- Oracle softwareHOT
- Qlik Tech QlikViewHOT
- Sage ACT!
- Salesforce softwareHOT
- Salesforce.com Salesforce CRM
- SAP BusinessObjects Crystal Reports
- SAP Crystal ReportsHOT
- Software on Sailboats Desktop Sales Manager
- Structured query language SQLHOT
- TableauHOT
- Teradata DatabaseHOT
- Vanguard Software Vanguard Sales Manager
- YardiHOT
- Bentley MicroStationHOT
- IBM SPSS StatisticsHOT
- MinitabHOT
- SASHOT
- Delphi Discovery
- Delphi Technology
- Microsoft DynamicsHOT
- Microsoft Dynamics GPHOT
- NetSuite ERPHOT
- Oracle E-Business Suite Financials
- Oracle Fusion ApplicationsHOT
- Oracle HyperionHOT
- Oracle JD Edwards EnterpriseOneHOT
- Oracle PeopleSoftHOT
- Oracle PeopleSoft FinancialsHOT
- Sage 50 Accounting
- SAPHOT
- SAP Business ObjectsHOT
- Tax software
- Eko
- Web browser software
- Geographic information system GIS softwareHOT
- Google Meet
- IBM NotesHOT
- LogMeIn GoToMeeting
- Microsoft ExchangeHOT
- Microsoft OutlookHOT
- Zoom
- Google AdWordsHOT
- Google DriveHOT
- HubSpot softwareHOT
- Human resource management software HRMS
- Inventory software
- Marketo Marketing AutomationHOT
- Microsoft OfficeHOT
- Microsoft ProjectHOT
- Microsoft SharePointHOT
- Microsoft Teams
- Oracle Primavera Enterprise Project Portfolio ManagementHOT
- Oracle TaleoHOT
- Workforce management software
- IBM Power Systems software
- Splunk EnterpriseHOT
- McAfee
- SymantecHOT
- Microsoft WindowsHOT
Certifications

- Certified Leasing Specialist1221 Avenue of the Americas, 41st fl. New York, NY 10020-1099
- Certified Coffee Specialist20 North Wacker Driver, Suite 3500, Chicago, IL 60606-3102
- Certified International Trade Marketing Specialist11225 N. 28th Dr. Suite B201 Phoenix, AZ 85029(602) 648-5750
- Certified EC-Council Sales Specialist6330 Riverside Plaza Ln NW, Suite 210, Albuquerque, NM 871201.585.240.7397
- Master Bridal Consultant200 Chestnutland Road, New Milford, CT 06776-2521
- Certified Hospitality Marketing Executive8201 Greensboro Dr Suite 300 McLean, VA 22102
- Certified Master Dealer2521 Brown Blvd. Arlington, TX 76006800-682-3837
- Certified International Trade Manager11225 N. 28th Dr. Suite B201 Phoenix, AZ 85029(602) 648-5750
- Certified International Trade Professional11225 N. 28th Dr. Suite B201 Phoenix, AZ 85029(602) 648-5750
- Certified Supply Chain Professional8430 West Bryn Mawr Avenue, Suite 100 Chicago, IL 606311-773-867-1777
- Certified Financial Marketing ProfessionalInstitute of Certified Bankers, 1120 Connecticut Avenue, NW, Washington, DC 20036
- Master in Residential Marketing1201 15th Street, NW, Washington, DC 20005800-368-5242
- Certified E-Commerce Consultant1670-F East Cheyenne Mountain Blvd, Suite 293 Colorado Springs, CO 80906-4002
- Certified Franchise Executive1501 K Street, N.W., Suite 350 Washington, DC 20005
- Executive Management1201 New York Ave., NW, Ste. 350 Washington, DC 20005-6126
- Accredited Land Consultant430 N. Michigan Avenue Floor 11 Chicago, IL 60611
- Certified Hospitality Sales Executive8201 Greensboro Dr Suite 300 McLean, VA 22102
- Certified Commercial Contracts Manager8260 Greensboro Drive, Suite 200, McLean, Virginia 22102571-382-0082
- Certified Revenue Management Executive8201 Greensboro Dr Suite 300 McLean, VA 22102
- Certified Sales ExecutivePO Box 1390, Sumas, WA 98295-1390
- Accredited Adviser in Insurance720 Providence Road, PO Box 3016, Malvern, PA 19335-0716
- Certified Product Marketing Manager9120 Double Diamond Pkwy, Suite 1996 Reno, NV 895211 (202) 449-8658
- Certified Innovation Leader9120 Double Diamond Pkwy, Suite 1996 Reno, NV 895211 (202) 449-8658
- SAP Certified Application Professional - Sales with SAP CRM 7.0 EhP13999 West Chester Pike, Newtown Square, PA 19073888-227-1727
- Certified Vehicle Leasing Executive7250 Parkway Drive, Suite 510 Hanover, MD 21076800-225-6852
- Consumer Sales SpecialistOne Microsoft Way, Redmond, WA 98052-6399
- IBM Certified Sales Specialist - Power Systems with POWER7 and IBM i -v21133 Westchester Avenue White Plains, NY 10604404-238-1234 (outside U.S.)
- Enterprise System Design Associate 10.1380 New York Street Redlands, CA 92373
- Oracle E-Business Suite (EBS) R12 Project Essentials500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- Oracle Fusion Distributed Order Orchestration 2014 Essentials500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- Oracle Fusion CRM: Sales 2014 Implementation Essentials500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- Oracle Fusion CRM: Sales 11g Essentials500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- IBM Certified Implementation Professional - DemandTec Price Optimization V13.x1133 Westchester Avenue White Plains, NY 10604404-238-1234 (outside U.S.)
- Oracle Social Relationship Management Cloud Service 2014 Essentials500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- Oracle Communications Order and Service Management Server 7 Implementation Essentials500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- Oracle Retail Merchandising System 13.2 Foundation Functional Implementer Essentials500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- Oracle Retail Merchandise Planning and Optimization 13.3 Implementation500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- Oracle Retail Price Management 13.2 Functional Implementer Essentials500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- Oracle Retail Store Inventory Management 13.2 Functional Implementer Essentials500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- Oracle Utilities Customer Care and Billing 2 Essentials500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- IBM Certified Administrator - IBM PureData System for Transactions1133 Westchester Avenue White Plains, NY 10604404-238-1234 (outside U.S.)
- HP Advanced Sales Certified - Retail Point of Sale [2014]3000 Hanover Street, Palo Alto, CA 94304-1185
- SAP Certified Application Associate - Order Fulfillment with SAP ERP 6.0 EHP53999 West Chester Pike, Newtown Square, PA 19073888-227-1727
- SAP Certified Application Associate - Sales and Distribution, ERP 6.0 EhP63999 West Chester Pike, Newtown Square, PA 19073888-227-1727
- IBM Certified Associate - Security Trusteer Fraud Protection1133 Westchester Avenue White Plains, NY 10604404-238-1234 (outside U.S.)
- HPE Sales Certified - Information Governance Solutions [2016]3000 Hanover Street, Palo Alto, CA 94304-1185
- Oracle Retail Demand Forecasting 13.3 Functional Implementer Certified Implementation Specialist500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- Oracle Retail Predictive Application Server 13 Configuration Essentials500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- Oracle Retail Point-of-Service Technical Essentials500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- Oracle Global Trade Management 6 Essemtials500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- Oracle iStore 12 Essentials500 Oracle Parkway, Redwood Shores, CA 94065800-833-3536
- IBM Certified Specialist - Retail Store Solutions: Windows Technical Solutions1133 Westchester Avenue White Plains, NY 10604404-238-1234 (outside U.S.)
- Retail Business Credential325 7th St. NW Suite 1100 Washington, DC 200041-800-NRF-HOW2
- CompTIA Strata IT Fundamentals Certification1815 S. Meyers Road Suite 300 Oakbrook Terrace, IL 60181-5228
- Certified Professional Salesperson Level I555 Friendly St Bloomfield Hills, MI 48341
- Certified Sales Counselor111 Chesterfield Industrial Boulevard Chesterfield, MI 63005800-422-4556
- Certified Sales Professional601 Dempsey Road, Westerville, OH 43081614-898-7791
- Agile Certified Product Manager9120 Double Diamond Pkwy, Suite 1996 Reno, NV 895211 (202) 449-8658
- Sales Management1201 New York Ave., NW, Ste. 350 Washington, DC 20005-6126
- Certified Fragrance Sales Specialist545 Fifth Avenue, Suite 900 New York, NY 10017
- Certified in Hospitality Sales Competencies8201 Greensboro Dr Suite 300 McLean, VA 22102
- Certified SalespersonPO Box 1390, Sumas, WA 98295-1390
- Certified Hospitality Trainer800 N. Magnolia Avenue, Suite 1800, Orlando, FL 32803(800) 752-4567
- Certified Sales ProfessionalP.O. Box 247, Geneva, IL 60134
- Certified Recycling Systems - Technical AssociatePO Box 7219, Silver Spring, MD 20907-7219
- Accredited Bridal Consultant200 Chestnutland Road, New Milford, CT 06776-2521
- Certified Professional Services Marketer123 North Pitt Street, Suite 400, Alexandria, VA 22314
- WOW Certified E-Commerce Manager9580 Oak Avenue Parkway, Suite 7-177, Folsom, CA 95630
- Certified New Home Sales Professional1201 15th Street, NW, Washington, DC 20005800-368-5242
- Certified New Home Marketing Professional1201 15th Street, NW, Washington, DC 20005800-368-5242
- Certified Linen Technician2161 Lexington Road, Suite 2 Richmond, Kentucky 40475859-624-0177
- Automotive Sales Professional244 Melton Road, Chesterton, IN 463048003673991
- National Professional Certification in Retail Management325 7th St. NW Suite 1100 Washington, DC 200041-800-NRF-HOW2
- National Professional Certification in Sales325 7th St. NW Suite 1100 Washington, DC 200041-800-NRF-HOW2
Licensing

Related Programs

Clicking on the Degree programs in the list below will take you away from the Careers page.
The School of Accounting enjoys a national reputation for excellence in accounting education and is viewed as a prime recruiting school by accounting employers throughout the mid-Atlantic region. The school offers a Bachelor of Business Administration (B.B.A.) degree and a Master of Science in Accounting (M.S.A.). Most students choose to receive both degrees and thereby satisfy the 150 semester hours of education required in most states to be eligible to sit for the CPA exam.
Several features of the accounting program are distinctive:
- Outstanding employment opportunities.
- A post-graduation CPA exam review course offered on campus.
- Opportunities for internships.
The B.B.A. degree with a major in finance requires a minimum of 120 credit hours of undergraduate course work. Fifty percent of this work, or 60 credit hours, must be taken outside of the College of Business. In counting the 60 credit hours of non-business courses, students may include all hours taken in General Education, up to a total of nine hours in economics (ECON courses must be counted as economics), and three hours of COB 191. Business Analytics I. The remaining hours, to bring the total to 60, must be taken from any department outside the College of Business. Students should carefully select these non-business electives to help them gain additional knowledge and expertise for their careers and personal lives.
Students enrolled at James Madison University who wish to change their major to finance should go to the Student Center in MyMadison to submit a request. Students must be in good academic standing to change their major to finance and, if they have taken any FIN prefix courses at the time of the change request, must meet the prerequisites for the required courses in the finance major.
Students who plan to major in finance and earn a score on the Math Placement Exam sufficient for placement into MATH 235 are strongly encouraged to enroll in MATH 235.
Required major courses provide finance majors with a foundation in financial management, investments and institutions. Electives within the major permit students to obtain an additional emphasis and explore other areas within the field of finance.
The international business major is part of the nationally recognized JMU College of Business. Most business, government, and not-for-profit enterprises operate today in a global environment. Success is more certain for those who are aware of events and cultures outside of their own. The program's goal is to equip students with the ability to work comfortably in multiple areas of the global marketplace through interdisciplinary study. International business majors take specialized courses in all the business disciplines (e.g. international accounting, international marketing) as well as courses in a foreign language.
To ensure success, competency in a second language and thorough exposure to a chosen second culture are graduation requirements. In addition, study abroad or a one semester international internship is required and must be integrated into the student's schedule. The requirements of the major are designed to allow students to choose an optional concentration in finance or marketing, and some international business majors also declare a second major such as foreign language or another business area.
Management skills are broadly applicable and our graduates go on to a wide range of professions in both the public and private sector. The major is also designed to help those thinking of starting their own business or aiding a family business. Finally, many students find the broad business training of the management major a helpful foundation for future graduate study.
As part of the nationally recognized JMU College of Business, the marketing major prepares students to assume professional and leadership roles in the rapidly changing, technically-oriented and competitive world of marketing by helping students develop specialized skills in the management of customer relationships through the creation, communication and delivery of value to customers. The curriculum provides a solid foundation of the knowledge and skills needed to develop effective marketing efforts. The major offers a concentration in Professional Sales and an area of emphasis in Digital Marketing.
Students gain knowledge and experience through general education courses, the College of Business core curriculum, and the marketing major with various combinations of required and elective marketing courses. Marketing faculty and staff work with students in small classes and individually to help them build leadership and team skills. Strong connections are made between in-class study and the business world through experiential course projects, case studies, simulations, independent studies and internships.
Marketing majors conform to the general structure of the B.B.A. degree program. The B.B.A. degree in marketing requires a minimum of 120 credit hours of undergraduate course work.
As part of the nationally recognized JMU College of Business, the economics major fosters an understanding and appreciation of economic forms of explanation and their relationships to other social sciences. The major will provide students with an intellectual foundation for the appreciation and understanding of economic theory and policy that stresses the importance of imaginative thinking, free inquiry and the pursuit of life-long learning. In this way, the program prepares students with the economic literacy necessary to cope with the challenges inherent in a world of accelerating change.
Economics majors are generally educated students, who go on to develop their analytical, investigative and research skills. With this major, students will use their understanding of economics relationships and markets to work for manufacturing firms, financial services firms, consulting firms, the health care industries, government agencies and nonprofit organizations. Economists with strong statistical backgrounds conduct research, analyze data and develop forecasts. Students with a good background in this field are competitive in the job market.
Purpose: This curriculum is designed for individuals who plan to transfer to a four-year college or university to complete a baccalaureate degree program in business administration with a major in accounting, business management, decision science and management, information systems, finance, marketing, etc.
A major in business offers students the opportunity to explore theories and concepts from accounting, business, and economics. Students study in an active learning environment and begin to understand and appreciate the complex nature of business organizations through applied economic theory. A major in business prepares students for a career in all business environments and provides an excellent foundation for graduate studies in such fields as business and law. The major in business requires a common core of courses plus one of three concentrations: Finance, Management, or Marketing. All courses in the core and in each concentration must be completed with a grade of C- or better.
A major in business offers students the opportunity to explore theories and concepts from accounting, business, and economics. Students study in an active learning environment and begin to understand and appreciate the complex nature of business organizations through applied economic theory. A major in business prepares students for a career in all business environments and provides an excellent foundation for graduate studies in such fields as business and law. The major in business requires a common core of courses plus one of three concentrations: Finance, Management, or Marketing. All courses in the core and in each concentration must be completed with a grade of C- or better.
The study of accounting at Randolph-Macon College provides students with the opportunity to become fluent in the language of business within the unique setting of a liberal arts education. Students study accounting in an active learning environment incorporating theories and concepts from the fields of accounting, business, and economics. They learn to understand and appreciate the complex nature of business organizations. A major in accounting prepares students for a career in all business environments and provides an excellent foundation for graduate studies in such fields as accounting, business, taxation, and law. All courses in the major and minor must be completed with a grade of C- or better.
A major in business offers students the opportunity to explore theories and concepts from accounting, business, and economics. Students study in an active learning environment and begin to understand and appreciate the complex nature of business organizations through applied economic theory. A major in business prepares students for a career in all business environments and provides an excellent foundation for graduate studies in such fields as business and law. The major in business requires a common core of courses plus one of three concentrations: Finance, Management, or Marketing. All courses in the core and in each concentration must be completed with a grade of C- or better.
Students with a baccalaureate degree who wish to pursue the Certified Public Accountant (CPA) examination may use specific course work toward fulfillment of accounting educational requirements. Some course work also meets federal government guidelines for those interested in qualifying for positions or promotions in the federal government. Students should consult an accounting instructor to determine the courses that meet the educational requirements.
The Associate of Applied Science (A.A.S.) degree provides students with a strong foundation in accounting and business, along with general education requirements, enabling students to seek entry-level employment in accounting. In addition, the course work prepares students for certification exams.
The certificate programs provide course work that gives students the skills to sit for one or more certification exams administered by the Accreditation Council for Accountancy and Taxation (ACAT).
Students completing the A.A.S. in Management have opportunities to transfer to four-year universities to pursue B.S. degrees in Business Administration, Management, and related areas. See https://www.tcc.edu/programs/transfer/transfer-agreements/ for agreements.
Courses required for the Business Administration degree are available on all four campuses.
Graduates of the maritime logistics program may enter or continue employment in the field of logistics management in maritime or traditional business environments.