In Summary - Retail Sales Manager
Retail Sales Managers typically work in the following Career Sectors:
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- Retail Sales Manager- from: Youtube Search
- Sales Manager - from: N.C.S. [UK]
The Work - Retail Sales Manager
Sales managers are responsible for the sales team and/or sales assistants of companies with products or services to sell. They divide the work by region or type, allocating it to sales representatives. They set sales targets for individuals or groups to meet.
Supervision of the sales reps' work may be done mainly through telephone conversations, email and occasional meetings, and by analysis of their written weekly or monthly sales returns. Liaison with the reps includes discussions about whether the company can make changes to meet customers' requirements or offer special discounts. The manager may be able to decide on some of these or may have to have discussions with product managers, factory or suppliers.
The manager provides quotations, processes orders (checking that the most important ones are on schedule) and ensures that the reps have supplies of sales literature, product samples and sales/merchandising aids. They produce sales reports for discussion by company management, and organise sales briefings, conferences and the company's stands at trade fairs and exhibitions.
For major orders, the manager may draw up a tender document, estimate or sales brochure and agree a final contract. After delivery of products, they may have to handle any problems, complaints or queries. With the personnel manager, they may recruit and train sales staff.
Depending on the level of their responsibility, sales managers may travel locally, nationally and even internationally, and spend short periods away from home.
Most commonly reported Work Tasks
- Resolve customer complaints regarding sales and service.
- Oversee regional and local sales managers and their staffs.
- Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
- Determine price schedules and discount rates.
- Review operational records and reports to project sales and determine profitability.
- Monitor customer preferences to determine focus of sales efforts.
- Prepare budgets and approve budget expenditures.
- Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications.
- Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate or other subjects of sale.
- Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase.
Most commonly reported Work Activities
- Selling or Influencing Others Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
- Establishing and Maintaining Interpersonal Relationships Developing constructive and cooperative working relationships with others, and maintaining them over time.
- Communicating with Supervisors, Peers, or Subordinates Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
- Getting Information Observing, receiving, and otherwise obtaining information from all relevant sources.
- Communicating with Persons Outside Organization Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.
- Guiding, Directing, and Motivating Subordinates Providing guidance and direction to subordinates, including setting performance standards and monitoring performance.
- Making Decisions and Solving Problems Analyzing information and evaluating results to choose the best solution and solve problems.
- Developing and Building Teams Encouraging and building mutual trust, respect, and cooperation among team members.
- Developing Objectives and Strategies Establishing long-range objectives and specifying the strategies and actions to achieve them.
- Coaching and Developing Others Identifying the developmental needs of others and coaching, mentoring, or otherwise helping others to improve their knowledge or skills.
Interests - Retail Sales Manager
This occupation is typically suited for people with the following Career Interests:
Enterprising people like situations that involve using resources for personal or corporate economic gain. Such people may have an opportunistic frame of mind, and are drawn to commerce, trade and making deals. Some pursue sales and marketing occupations. Many will eventually end up owning their own business, or in management roles in larger organisations. They tend to be very goal-oriented and work best when focused on a target. Some have an entrepreneurial inclination.
Administrative people are interested in work that offers security and a sense of being part of a larger process. They may be at their most productive under supervisors who give clear guidelines and while performing routine tasks in a methodical and reliable way.
They tend to enjoy clerical and most forms of office work, where they perform essential administrative duties. They often form the backbone of large and small organisations alike. They may enjoy being in charge of office filing systems, and using computers and other office equipment to keep things running smoothly. They usually like routine work hours and prefer comfortable indoor workplaces.
The Social person's interests focus on interacting with the people in their environment. In all cases, the Social person enjoys the personal contact with other people in preference to the impersonal dealings with things, data and ideas found in other groups.
Many will seek out positions where there is direct contact with the public in some advisory role, whether a receptionist or a counsellor. Social people are motivated by an interest in different types of people and like diversity in their work environments. Many are drawn towards careers in the caring professions and social welfare area, whilst others prefer teaching and other 'informing' roles.
The key skill is the ability to manage a team of sales representatives, therefore good leadership qualities, enthusiasm, initiative and the ability to motivate are important.
Administrative abilities are required to deal with the paper work of sales reports, enquiries, orders and guarantees. Communications skills are essential for dealing with product managers, suppliers, representatives, customers, marketing executives and other managerial staff, both inside and outside the company.
Relevant IT skills will be required. Sales Representatives would normally need a full driving licence.
Entry Requirements - Retail Sales Manager
Pay & Salary - Retail Sales Manager
Salary Range (thousands per year)* 25k - 80k
Last Updated: April, 2017
* The lower figures typically reflect starting salaries. Higher salaries are awarded to those with greater experience and responsibility. Positions in Dublin sometimes command higher salaries.
Labour Market Updates - Retail Sales Manager
Employment in this occupation has risen in line with the overall recovery of the wholesale/retail sector; those employed are equally likely to have a third level qualification as a higher secondary/FET education with a wide variety of entry routes. National Skills Bulletin 2018
Useful Contacts - Retail Sales Manager
Marketing Institute of Ireland (MII)
Irish Management Institute
The Executive Institute