[Core] [21% incumbents] Oversee regional and local sales managers and their staffs.
  DWAs: Supervise employees.

[Core] [21% incumbents] Resolve customer complaints regarding sales and service.
  DWAs: Resolve customer complaints or problems.

[Core] [21% incumbents] Monitor customer preferences to determine focus of sales efforts.
  DWAs: Conduct opinion surveys or needs assessments.

[Core] [21% incumbents] Confer with potential customers regarding equipment needs, and advise customers on types of equipment to purchase.
  DWAs: Advise customers on technical or procedural issues.

[Core] [21% incumbents] Review operational records and reports to project sales and determine profitability.
  DWAs: Analyze financial records or reports to determine state of operations.

[Core] [21% incumbents] Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
  DWAs: Evaluate employee performance. | Manage human resources activities.

[Core] [21% incumbents] Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate, or other subjects of sale.
  DWAs: Direct sales, marketing, or customer service activities.

[Core] [21% incumbents] Determine price schedules and discount rates.
  DWAs: Determine pricing or monetary policies.

[Core] [21% incumbents] Prepare budgets and approve budget expenditures.
  DWAs: Approve expenditures. | Prepare operational budgets.

[Core] [21% incumbents] Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications.
  DWAs: Confer with organizational members to accomplish work activities.

[Core] [21% incumbents] Visit franchised dealers to stimulate interest in establishment or expansion of leasing programs.
  DWAs: Establish interpersonal business relationships to facilitate work activities.

[Core] [21% incumbents] Represent company at trade association meetings to promote products.
  DWAs: Represent the organization in external relations.

[Core] [21% incumbents] Advise dealers and distributors on policies and operating procedures to ensure functional effectiveness of business.
  DWAs: Advise others on business or operational matters.

[Core] [21% incumbents] Direct, coordinate, and review sales and service accounting and record-keeping, as well as receiving and shipping.
  DWAs: Direct sales, marketing, or customer service activities.

[Core] [21% incumbents] Direct clerical staff to keep records of export correspondence, bid requests, and credit collections, and to maintain current information on tariffs, licenses, and restrictions.
  DWAs: Supervise employees.

[Supplemental] [21% incumbents] Assess marketing potential of new and existing store locations, considering statistics and expenditures.
  DWAs: Evaluate potential of products, technologies, or resources.

[Supplemental] [21% incumbents] Direct foreign sales and service outlets of an organization.
  DWAs: Direct sales, marketing, or customer service activities.

[EMERGING:New] Coach staff on sales tactics.

[EMERGING:New] Establish and monitor staff's sales goals.

--- SKILLS ---
  Active Listening (imp:4.00 lvl:4.00) — Giving full attention to what other people are saying, taking time to understand
  Speaking (imp:4.00 lvl:4.00) — Talking to others to convey information effectively.
  Reading Comprehension (imp:3.88 lvl:4.00) — Understanding written sentences and paragraphs in work-related documents.
  Critical Thinking (imp:3.88 lvl:4.00) — Using logic and reasoning to identify the strengths and weaknesses of alternativ
  Monitoring (imp:3.88 lvl:4.62) — Monitoring/Assessing performance of yourself, other individuals, or organization
  Active Learning (imp:3.75 lvl:3.88) — Understanding the implications of new information for both current and future pr
  Writing (imp:3.62 lvl:4.00) — Communicating effectively in writing as appropriate for the needs of the audienc
  Learning Strategies (imp:3.12 lvl:3.62) — Selecting and using training/instructional methods and procedures appropriate fo
  Mathematics (imp:3.00 lvl:3.12) — Using mathematics to solve problems.
  Science (imp:1.62 lvl:0.62) — Using scientific rules and methods to solve problems.

--- KNOWLEDGE ---
  Sales and Marketing (imp:4.80 lvl:5.86) — Knowledge of principles and methods for showing, promoting, and selling products
  Customer and Personal Service (imp:4.35 lvl:5.24) — Knowledge of principles and processes for providing customer and personal servic
  English Language (imp:4.11 lvl:4.33) — Knowledge of the structure and content of the English language including the mea
  Administration and Management (imp:4.05 lvl:4.62) — Knowledge of business and management principles involved in strategic planning, 
  Personnel and Human Resources (imp:3.35 lvl:4.24) — Knowledge of principles and procedures for personnel recruitment, selection, tra
  Computers and Electronics (imp:3.20 lvl:3.81) — Knowledge of circuit boards, processors, chips, electronic equipment, and comput
  Education and Training (imp:3.20 lvl:4.95) — Knowledge of principles and methods for curriculum and training design, teaching
  Economics and Accounting (imp:3.00 lvl:3.10) — Knowledge of economic and accounting principles and practices, the financial mar
  Communications and Media (imp:3.00 lvl:3.05) — Knowledge of media production, communication, and dissemination techniques and m
  Mathematics (imp:2.85 lvl:3.76) — Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their appl
  Psychology (imp:2.75 lvl:3.14) — Knowledge of human behavior and performance; individual differences in ability, 
  Administrative (imp:2.50 lvl:3.62) — Knowledge of administrative and office procedures and systems such as word proce
  Law and Government (imp:2.25 lvl:2.38) — Knowledge of laws, legal codes, court procedures, precedents, government regulat
  Engineering and Technology (imp:2.16 lvl:1.80) — Knowledge of the practical application of engineering science and technology. Th
  Production and Processing (imp:2.10 lvl:2.24) — Knowledge of raw materials, production processes, quality control, costs, and ot
  Sociology and Anthropology (imp:2.05 lvl:2.05) — Knowledge of group behavior and dynamics, societal trends and influences, human 
  Telecommunications (imp:2.05 lvl:1.29) — Knowledge of transmission, broadcasting, switching, control, and operation of te
  Transportation (imp:1.95 lvl:1.85) — Knowledge of principles and methods for moving people or goods by air, rail, sea
  Public Safety and Security (imp:1.90 lvl:1.67) — Knowledge of relevant equipment, policies, procedures, and strategies to promote
  Geography (imp:1.75 lvl:2.05) — Knowledge of principles and methods for describing the features of land, sea, an
  Design (imp:1.65 lvl:1.24) — Knowledge of design techniques, tools, and principles involved in production of 
  Foreign Language (imp:1.60 lvl:1.38) — Knowledge of the structure and content of a foreign (non-English) language inclu
  Mechanical (imp:1.45 lvl:0.90) — Knowledge of machines and tools, including their designs, uses, repair, and main
  Therapy and Counseling (imp:1.45 lvl:1.38) — Knowledge of principles, methods, and procedures for diagnosis, treatment, and r
  Building and Construction (imp:1.25 lvl:0.67) — Knowledge of materials, methods, and the tools involved in the construction or r
  Philosophy and Theology (imp:1.25 lvl:0.76) — Knowledge of different philosophical systems and religions. This includes their 
  History and Archeology (imp:1.20 lvl:0.57) — Knowledge of historical events and their causes, indicators, and effects on civi
  Food Production (imp:1.15 lvl:0.33) — Knowledge of techniques and equipment for planting, growing, and harvesting food
  Chemistry (imp:1.15 lvl:0.38) — Knowledge of the chemical composition, structure, and properties of substances a
  Biology (imp:1.15 lvl:0.33) — Knowledge of plant and animal organisms, their tissues, cells, functions, interd
  Fine Arts (imp:1.15 lvl:0.43) — Knowledge of the theory and techniques required to compose, produce, and perform
  Physics (imp:1.10 lvl:0.29) — Knowledge and prediction of physical principles, laws, their interrelationships,
  Medicine and Dentistry (imp:1.10 lvl:0.29) — Knowledge of the information and techniques needed to diagnose and treat human i

--- ABILITIES ---
  Oral Comprehension (imp:4.00 lvl:4.38) — The ability to listen to and understand information and ideas presented through 
  Written Comprehension (imp:4.00 lvl:4.00) — The ability to read and understand information and ideas presented in writing.
  Oral Expression (imp:4.00 lvl:4.00) — The ability to communicate information and ideas in speaking so others will unde
  Written Expression (imp:4.00 lvl:4.00) — The ability to communicate information and ideas in writing so others will under
  Problem Sensitivity (imp:3.88 lvl:3.88) — The ability to tell when something is wrong or is likely to go wrong. It does no
  Deductive Reasoning (imp:3.88 lvl:4.00) — The ability to apply general rules to specific problems to produce answers that 
  Inductive Reasoning (imp:3.88 lvl:4.00) — The ability to combine pieces of information to form general rules or conclusion
  Fluency of Ideas (imp:3.75 lvl:3.88) — The ability to come up with a number of ideas about a topic (the number of ideas
  Originality (imp:3.75 lvl:3.88) — The ability to come up with unusual or clever ideas about a given topic or situa
  Speech Recognition (imp:3.75 lvl:4.12) — The ability to identify and understand the speech of another person.
  Speech Clarity (imp:3.75 lvl:4.00) — The ability to speak clearly so others can understand you.
  Category Flexibility (imp:3.25 lvl:3.62) — The ability to generate or use different sets of rules for combining or grouping
  Information Ordering (imp:3.12 lvl:3.00) — The ability to arrange things or actions in a certain order or pattern according
  Near Vision (imp:3.12 lvl:3.38) — The ability to see details at close range (within a few feet of the observer).
  Mathematical Reasoning (imp:2.88 lvl:3.75) — The ability to choose the right mathematical methods or formulas to solve a prob
  Number Facility (imp:2.88 lvl:3.62) — The ability to add, subtract, multiply, or divide quickly and correctly.
  Memorization (imp:2.88 lvl:3.00) — The ability to remember information such as words, numbers, pictures, and proced
  Speed of Closure (imp:2.88 lvl:3.00) — The ability to quickly make sense of, combine, and organize information into mea
  Flexibility of Closure (imp:2.88 lvl:2.88) — The ability to identify or detect a known pattern (a figure, object, word, or so
  Selective Attention (imp:2.75 lvl:2.75) — The ability to concentrate on a task over a period of time without being distrac
  Far Vision (imp:2.75 lvl:2.75) — The ability to see details at a distance.
  Perceptual Speed (imp:2.62 lvl:2.25) — The ability to quickly and accurately compare similarities and differences among
  Time Sharing (imp:2.62 lvl:2.12) — The ability to shift back and forth between two or more activities or sources of
  Visualization (imp:2.25 lvl:2.50) — The ability to imagine how something will look after it is moved around or when 
  Visual Color Discrimination (imp:2.00 lvl:1.62) — The ability to match or detect differences between colors, including shades of c
  Trunk Strength (imp:1.88 lvl:1.25) — The ability to use your abdominal and lower back muscles to support part of the 
  Auditory Attention (imp:1.88 lvl:1.62) — The ability to focus on a single source of sound in the presence of other distra
  Wrist-Finger Speed (imp:1.62 lvl:0.62) — The ability to make fast, simple, repeated movements of the fingers, hands, and 
  Hearing Sensitivity (imp:1.62 lvl:1.00) — The ability to detect or tell the differences between sounds that vary in pitch 
  Spatial Orientation (imp:1.50 lvl:0.62) — The ability to know your location in relation to the environment or to know wher
  Finger Dexterity (imp:1.50 lvl:0.50) — The ability to make precisely coordinated movements of the fingers of one or bot
  Depth Perception (imp:1.50 lvl:0.50) — The ability to judge which of several objects is closer or farther away from you
  Manual Dexterity (imp:1.38 lvl:0.38) — The ability to quickly move your hand, your hand together with your arm, or your
  Control Precision (imp:1.38 lvl:0.38) — The ability to quickly and repeatedly adjust the controls of a machine or a vehi
  Multilimb Coordination (imp:1.25 lvl:0.25) — The ability to coordinate two or more limbs (for example, two arms, two legs, or
  Arm-Hand Steadiness (imp:1.12 lvl:0.12) — The ability to keep your hand and arm steady while moving your arm or while hold
  Response Orientation (imp:1.00) — The ability to choose quickly between two or more movements in response to two o
  Rate Control (imp:1.00) — The ability to time your movements or the movement of a piece of equipment in an
  Reaction Time (imp:1.00) — The ability to quickly respond (with the hand, finger, or foot) to a signal (sou
  Speed of Limb Movement (imp:1.00) — The ability to quickly move the arms and legs.
  Static Strength (imp:1.00) — The ability to exert maximum muscle force to lift, push, pull, or carry objects.
  Explosive Strength (imp:1.00) — The ability to use short bursts of muscle force to propel oneself (as in jumping
  Dynamic Strength (imp:1.00) — The ability to exert muscle force repeatedly or continuously over time. This inv
  Stamina (imp:1.00) — The ability to exert yourself physically over long periods of time without getti
  Extent Flexibility (imp:1.00) — The ability to bend, stretch, twist, or reach with your body, arms, and/or legs.
  Dynamic Flexibility (imp:1.00) — The ability to quickly and repeatedly bend, stretch, twist, or reach out with yo
  Gross Body Coordination (imp:1.00) — The ability to coordinate the movement of your arms, legs, and torso together wh
  Gross Body Equilibrium (imp:1.00) — The ability to keep or regain your body balance or stay upright when in an unsta
  Night Vision (imp:1.00) — The ability to see under low-light conditions.
  Peripheral Vision (imp:1.00) — The ability to see objects or movement of objects to one's side when the eyes ar
  Glare Sensitivity (imp:1.00) — The ability to see objects in the presence of a glare or bright lighting.
  Sound Localization (imp:1.00) — The ability to tell the direction from which a sound originated.

--- WORK ACTIVITIES ---
  Selling or Influencing Others (imp:4.86 lvl:6.33) — Convincing others to buy merchandise/goods or to otherwise change their minds or
  Establishing and Maintaining Interpersonal Relationships (imp:4.71 lvl:5.76) — Developing constructive and cooperative working relationships with others, and m
  Communicating with Supervisors, Peers, or Subordinates (imp:4.70 lvl:5.52) — Providing information to supervisors, co-workers, and subordinates by telephone,
  Making Decisions and Solving Problems (imp:4.63 lvl:5.48) — Analyzing information and evaluating results to choose the best solution and sol
  Developing and Building Teams (imp:4.60 lvl:5.20) — Encouraging and building mutual trust, respect, and cooperation among team membe
  Guiding, Directing, and Motivating Subordinates (imp:4.57 lvl:5.81) — Providing guidance and direction to subordinates, including setting performance 
  Communicating with People Outside the Organization (imp:4.55 lvl:5.48) — Communicating with people outside the organization, representing the organizatio
  Coaching and Developing Others (imp:4.50 lvl:5.67) — Identifying the developmental needs of others and coaching, mentoring, or otherw
  Training and Teaching Others (imp:4.33 lvl:5.19) — Identifying the educational needs of others, developing formal educational or tr
  Getting Information (imp:4.29 lvl:4.57) — Observing, receiving, and otherwise obtaining information from all relevant sour
  Working with Computers (imp:4.29 lvl:3.62) — Using computers and computer systems (including hardware and software) to progra
  Providing Consultation and Advice to Others (imp:4.29 lvl:6.10) — Providing guidance and expert advice to management or other groups on technical,
  Developing Objectives and Strategies (imp:4.25 lvl:4.65) — Establishing long-range objectives and specifying the strategies and actions to 
  Coordinating the Work and Activities of Others (imp:4.20 lvl:5.33) — Getting members of a group to work together to accomplish tasks.
  Judging the Qualities of Objects, Services, or People (imp:4.15 lvl:4.86) — Assessing the value, importance, or quality of things or people.
  Resolving Conflicts and Negotiating with Others (imp:4.14 lvl:5.86) — Handling complaints, settling disputes, and resolving grievances and conflicts, 
  Organizing, Planning, and Prioritizing Work (imp:4.10 lvl:5.43) — Developing specific goals and plans to prioritize, organize, and accomplish your
  Analyzing Data or Information (imp:3.95 lvl:4.81) — Identifying the underlying principles, reasons, or facts of information by break
  Updating and Using Relevant Knowledge (imp:3.95 lvl:4.71) — Keeping up-to-date technically and applying new knowledge to your job.
  Thinking Creatively (imp:3.86 lvl:4.43) — Developing, designing, or creating new applications, ideas, relationships, syste
  Staffing Organizational Units (imp:3.86 lvl:4.76) — Recruiting, interviewing, selecting, hiring, and promoting employees in an organ
  Processing Information (imp:3.85 lvl:4.19) — Compiling, coding, categorizing, calculating, tabulating, auditing, or verifying
  Identifying Objects, Actions, and Events (imp:3.81 lvl:4.29) — Identifying information by categorizing, estimating, recognizing differences or 
  Documenting/Recording Information (imp:3.62 lvl:3.81) — Entering, transcribing, recording, storing, or maintaining information in writte
  Interpreting the Meaning of Information for Others (imp:3.60 lvl:3.57) — Translating or explaining what information means and how it can be used.
  Scheduling Work and Activities (imp:3.48 lvl:4.14) — Scheduling events, programs, and activities, as well as the work of others.
  Performing for or Working Directly with the Public (imp:3.48 lvl:4.24) — Performing for people or dealing directly with the public. This includes serving
  Evaluating Information to Determine Compliance with Standards (imp:3.43 lvl:3.76) — Using relevant information and individual judgment to determine whether events o
  Performing Administrative Activities (imp:3.15 lvl:3.95) — Performing day-to-day administrative tasks such as maintaining information files
  Estimating the Quantifiable Characteristics of Products, Events, or Information (imp:3.14 lvl:2.95) — Estimating sizes, distances, and quantities; or determining time, costs, resourc
  Monitoring Processes, Materials, or Surroundings (imp:3.10 lvl:3.57) — Monitoring and reviewing information from materials, events, or the environment,
  Monitoring and Controlling Resources (imp:3.10 lvl:4.24) — Monitoring and controlling resources and overseeing the spending of money.
  Assisting and Caring for Others (imp:2.95 lvl:3.33) — Providing personal assistance, medical attention, emotional support, or other pe
  Operating Vehicles, Mechanized Devices, or Equipment (imp:1.76 lvl:1.24) — Running, maneuvering, navigating, or driving vehicles or mechanized equipment, s
  Inspecting Equipment, Structures, or Materials (imp:1.62 lvl:1.10) — Inspecting equipment, structures, or materials to identify the cause of errors o
  Controlling Machines and Processes (imp:1.48 lvl:0.86) — Using either control mechanisms or direct physical activity to operate machines 
  Performing General Physical Activities (imp:1.35 lvl:0.65) — Performing general physical activities includes doing activities that require co
  Drafting, Laying Out, and Specifying Technical Devices, Parts, and Equipment (imp:1.33 lvl:0.67) — Providing documentation, detailed instructions, drawings, or specifications to t
  Handling and Moving Objects (imp:1.20 lvl:0.76) — Using hands and arms in handling, installing, positioning, and moving materials,
  Repairing and Maintaining Electronic Equipment (imp:1.14 lvl:0.29) — Servicing, repairing, calibrating, regulating, fine-tuning, or testing machines,
  Repairing and Maintaining Mechanical Equipment (imp:1.05 lvl:0.10) — Servicing, repairing, adjusting, and testing machines, devices, moving parts, an

--- WORK STYLES ---
  Dependability (imp:9.00) — A tendency to be reliable, responsible, and consistent in meeting work-related o
  Integrity (imp:8.00) — A tendency to be honest and ethical at work.
  Achievement Orientation (imp:7.00) — A tendency to establish and maintain personally challenging work-related goals, 
  Social Orientation (imp:6.00) — A tendency to seek out, enjoy, and be energized by social interaction at work.
  Adaptability (imp:5.00) — A tendency to be open to and comfortable with change, new experiences, or ideas 
  Perseverance (imp:4.00) — A tendency to exhibit determination and resolve to perform or complete tasks in 
  Leadership Orientation (imp:3.00) — A tendency to lead, take charge, offer opinions, and provide direction at work.
  Leadership Orientation (imp:2.71) — A tendency to lead, take charge, offer opinions, and provide direction at work.
  Social Orientation (imp:2.54) — A tendency to seek out, enjoy, and be energized by social interaction at work.
  Dependability (imp:2.47) — A tendency to be reliable, responsible, and consistent in meeting work-related o
  Perseverance (imp:2.46) — A tendency to exhibit determination and resolve to perform or complete tasks in 
  Achievement Orientation (imp:2.45) — A tendency to establish and maintain personally challenging work-related goals, 
  Self-Confidence (imp:2.40) — A tendency to believe in one's work-related capabilities and ability to control 
  Initiative (imp:2.07) — A tendency to be proactive and take on extra responsibilities and tasks that may
  Integrity (imp:2.06) — A tendency to be honest and ethical at work.
  Adaptability (imp:2.02) — A tendency to be open to and comfortable with change, new experiences, or ideas 
  Self-Confidence (imp:2.00) — A tendency to believe in one's work-related capabilities and ability to control 
  Stress Tolerance (imp:1.93) — A tendency to cope and function effectively in stressful situations at work.
  Self-Control (imp:1.91) — A tendency to remain calm and composed and to manage emotions effectively in res
  Cooperation (imp:1.77) — A tendency to be pleasant, helpful, and willing to assist others at work.
  Optimism (imp:1.71) — A tendency to exhibit a positive attitude and positive emotions at work, even un
  Attention to Detail (imp:1.67) — A tendency to be detail-oriented, organized, and thorough in completing work.
  Tolerance for Ambiguity (imp:1.51) — A tendency to be comfortable with ambiguity and uncertainty at work.
  Innovation (imp:1.47) — A tendency to be inventive, to be imaginative, and to adopt new perspectives on 
  Empathy (imp:1.35) — A tendency to show concern for others and be sensitive to others' needs and feel
  Intellectual Curiosity (imp:1.17) — A tendency to seek out and acquire new work-related knowledge and obtain a deep 
  Initiative (imp:1.00) — A tendency to be proactive and take on extra responsibilities and tasks that may
  Sincerity (imp:0.94) — A tendency to be genuine and sincere in interactions with others at work, withou
  Cautiousness (imp:0.24) — A tendency to be careful, deliberate, and risk-avoidant when making work-related
  Innovation () — A tendency to be inventive, to be imaginative, and to adopt new perspectives on 
  Intellectual Curiosity () — A tendency to seek out and acquire new work-related knowledge and obtain a deep 
  Tolerance for Ambiguity () — A tendency to be comfortable with ambiguity and uncertainty at work.
  Humility () — A tendency to be modest and humble when interacting with others at work.
  Sincerity () — A tendency to be genuine and sincere in interactions with others at work, withou
  Empathy () — A tendency to show concern for others and be sensitive to others' needs and feel
  Cooperation () — A tendency to be pleasant, helpful, and willing to assist others at work.
  Optimism () — A tendency to exhibit a positive attitude and positive emotions at work, even un
  Cautiousness () — A tendency to be careful, deliberate, and risk-avoidant when making work-related
  Attention to Detail () — A tendency to be detail-oriented, organized, and thorough in completing work.
  Stress Tolerance () — A tendency to cope and function effectively in stressful situations at work.
  Self-Control () — A tendency to remain calm and composed and to manage emotions effectively in res
  Humility (imp:-0.54) — A tendency to be modest and humble when interacting with others at work.

--- TRANSFERABLE SKILLS ---
  Negotiation (imp:4.00 lvl:4.00) — Bringing others together and trying to reconcile differences.
  Social Perceptiveness (imp:3.88 lvl:4.00) — Being aware of others' reactions and understanding why they react as they do.
  Persuasion (imp:3.88 lvl:4.00) — Persuading others to change their minds or behavior.
  Judgment and Decision Making (imp:3.88 lvl:4.00) — Considering the relative costs and benefits of potential actions to choose the m
  Management of Personnel Resources (imp:3.88 lvl:4.00) — Motivating, developing, and directing people as they work, identifying the best 
  Coordination (imp:3.75 lvl:4.00) — Adjusting actions in relation to others' actions.
  Instructing (imp:3.75 lvl:3.88) — Teaching others how to do something.
  Complex Problem Solving (imp:3.75 lvl:3.88) — Identifying complex problems and reviewing related information to develop and ev
  Time Management (imp:3.75 lvl:4.00) — Managing one's own time and the time of others.
  Service Orientation (imp:3.62 lvl:3.88) — Actively looking for ways to help people.
  Systems Analysis (imp:3.62 lvl:3.88) — Determining how a system should work and how changes in conditions, operations, 
  Systems Evaluation (imp:3.62 lvl:3.88) — Identifying measures or indicators of system performance and the actions needed 
  Management of Financial Resources (imp:3.00 lvl:3.62) — Determining how money will be spent to get the work done, and accounting for the
  Management of Material Resources (imp:2.75 lvl:3.12) — Obtaining and seeing to the appropriate use of equipment, facilities, and materi
  Operations Analysis (imp:2.62 lvl:2.62) — Analyzing needs and product requirements to create a design.
  Operations Monitoring (imp:1.75 lvl:1.50) — Watching gauges, dials, or other indicators to make sure a machine is working pr
  Operation and Control (imp:1.75 lvl:0.75) — Controlling operations of equipment or systems.
  Quality Control Analysis (imp:1.75 lvl:1.00) — Conducting tests and inspections of products, services, or processes to evaluate
  Programming (imp:1.62 lvl:0.75) — Writing computer programs for various purposes.
  Technology Design (imp:1.50 lvl:0.50) — Generating or adapting equipment and technology to serve user needs.
  Equipment Selection (imp:1.00) — Determining the kind of tools and equipment needed to do a job.
  Installation (imp:1.00) — Installing equipment, machines, wiring, or programs to meet specifications.
  Equipment Maintenance (imp:1.00) — Performing routine maintenance on equipment and determining when and what kind o
  Troubleshooting (imp:1.00) — Determining causes of operating errors and deciding what to do about it.
  Repairing (imp:1.00) — Repairing machines or systems using the needed tools.

--- NATIONAL WAGES ---
  total_employment : 637,080
  annual_median    : $148,270
  annual_pct10     : $73,170
  annual_pct25     : $100,360
  annual_pct75     : $207,340
  annual_pct90     : $290,540
  annual_mean      : $164,350
  hourly_median    : $71.28

--- GEOGRAPHIC DISPERSION ---
  highest_state    : New York ($217,640)
  lowest_state     : Guam ($60,740)
  dispersion_ratio : 3.583x

--- TOP STATES BY WAGE (53 total) ---
  Wholesale Trade                          emp:  133,070  median: $ 149,980
  Retail Trade                             emp:  106,760  median: $ 100,000
  Professional, Scientific, and Technical Services emp:   85,240  median: $ 173,700
  Manufacturing                            emp:   65,440  median: $ 156,150
  Finance and Insurance                    emp:   61,530  median: $ 174,440
  Information                              emp:   46,410  median: $ 170,120
  Management of Companies and Enterprises  emp:   37,750  median: $ 168,060
  Administrative and Support and Waste Management and Remediation Services emp:   29,720  median: $ 132,430
  Transportation and Warehousing           emp:   12,490  median: $ 131,290
  Accommodation and Food Services          emp:   12,060  median: $  97,170

--- TOP INDUSTRIES BY EMPLOYMENT (20 total) ---
  Wholesale Trade                          emp:  133,070  median: $ 149,980
  Retail Trade                             emp:  106,760  median: $ 100,000
  Professional, Scientific, and Technical Services emp:   85,240  median: $ 173,700
  Manufacturing                            emp:   65,440  median: $ 156,150
  Finance and Insurance                    emp:   61,530  median: $ 174,440
  Information                              emp:   46,410  median: $ 170,120
  Management of Companies and Enterprises  emp:   37,750  median: $ 168,060
  Administrative and Support and Waste Management and Remediation Services emp:   29,720  median: $ 132,430
  Transportation and Warehousing           emp:   12,490  median: $ 131,290
  Accommodation and Food Services          emp:   12,060  median: $  97,170

exact_match_status : found
matched_title      : Sales management
match_score        : 0.8000
wikidata_qid       : Q5657855
word_count         : 978
wikipedia_url      : https://en.wikipedia.org/wiki/Sales_management
license            : CC BY-SA 4.0
fetched_at         : 2026-06-02T19:54:36.179308Z

--- WIKIPEDIA FULL TEXT ---
Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations.  It is an important business function as net sales, through the sale of products and services and resulting profit, drive most commercial business. These are also typically the goals and performance indicators of sales management. Sales manager is the typical title of someone whose role is sales management.


== Theories and models ==
Sales management is guided by several theories and models that help structure sales operations, define the roles of salespeople, and manage customer relationships. These models provide a framework for forecasting, training, and strategic planning.


=== Sales funnel ===
The sales funnel (also known as a purchase funnel) is a consumer-focused marketing model that illustrates the theoretical journey a customer goes through from initial awareness of a product or service to a final purchase. Sales managers use the funnel to track leads as they progress through different stages (e.g., from qualified lead to negotiation to closing). By analyzing conversion rates between stages, managers can forecast future sales, identify weaknesses in the sales process, and allocate resources more effectively.


=== Hunter-Farmer Model ===
The "Hunter-Farmer model" is a common framework for classifying salespeople and structuring a sales force. This model divides sales roles into two archetypes:

Hunters are focused on new business development. They seek out and acquire new customers, often through prospecting and cold calling. Their primary goal is to close new accounts.
Farmers are focused on account management. They cultivate and grow relationships with existing customers to ensure retention, repeat business, and upselling opportunities.
From a management perspective, the model influences decisions on hiring profiles, compensation structures, and the overall sales strategy. A company may choose to have salespeople perform both roles or create specialized teams of hunters and farmers to align with its business goals.
Churchill mentioned that the antecedents of sales performance are based on the meta-analysis for the period 1918- 1982 (76 years of previous research work). He suggested five factors that influence a salesperson's job behaviour and performance along with different categories like skill level, role perceptions, motivation, aptitude, personal factors, and organizational factors with three moderators.


== Sales planning ==
Sales planning involves strategy, setting profit-based sales targets, quotas, sales forecasting, demand management and the execution of a sales plan.
A sales plan is a strategic document that outlines the business targets, resources and sales activities.  It typically follows the lead of the marketing plan, strategic planning and the business plan with more specific detail on how the objectives can be achieved through the actual sale of products and services. Sales is a recurring and periodical process (maybe 'daily'), hence, this can not be called as a project. Sales is a process and ideally a periodical activity.


== Recruitment of sales staff ==
The three recruitment tasks used in sales management are job analysis, job description and job qualifications.
Job analysis is performed to specify the tasks that a salesperson is responsible for on a daily basis. It should identify the activities that are vital to the success of the company. This analysis can be conducted by anyone involved in the sales organization or the human resources department, or it may be performed by an outside specialist (Spiro, pp. 134–137). The person responsible for completing the job analysis should have a thorough understanding of the daily activities of the salespeople.
This job analysis is then written in an explicit manner as a job description. The general information consists of:

Title of job
Organizational relationship
Types of products and services sold
Types of customers called on
Duties and responsibilities related to the job
Job demands.
An effective job description will identify compensation plans, size of workload, and the salespeople's duties. It is also primarily responsible for hiring tools such as application forms and psychological tests.
The most difficult part of this process is the determination of job qualifications. A reason for this difficulty is because hiring affects a company's competitive advantage in the market as well as the amount of revenue. Additionally, there should be a set of hiring attributes that is associated with each sales job that is within a company. If an individual does not excel in their assigned territory, it could be due to external factors relating to that person's environment.
A company should be careful not to submit to discrimination in regards to employment. A number of qualifications (ethnic background, age, etc.) can not be used in the selection process of hiring.


== Sales reporting ==
The sales reporting includes the key performance indicators of the sales force. The key performance indicators record whether or not the sales process is being operated effectively and achieving the results as set out in the sales planning. It should enable the sales managers to take timely corrective action deviate from projected values. It also allows senior management to evaluate the sales manager.
More "results related" than "process related" are information regarding the sales funnel and the hit rate.
Sales reporting provides metrics for sales management compensation. Rewarding the best managers without accurate and reliable sales reports is not objective.
Additionally, sales reports are primarily for internal use by top management. If the compensation plans of other divisions depend on the final results, it's important to present the sales department's performance to other departments.
Finally, sales reports are required for investors, partners and government, so the sales management system should have advanced reporting capabilities to satisfy the needs of different stakeholders.


== See also ==
Economy
Good (economics)
Marketing
Merchandise
Personal selling
Promotional mix
Sales
Sales operations
Sales force management
 Business portal


== References ==


== External links ==
 Media related to Sales management at Wikimedia Commons
The Sales Management Association: claims to be "the only global, cross-industry professional association for managers focused in sales force effectiveness"

--- SEMANTIC NEIGHBORS (5) ---

  Title: Sales (similarity: 0.5263)
  URL: https://en.wikipedia.org/wiki/Sales
  QID: Q194189
  Extract: Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of a service for a cost is also considered a sale. A period during which goods are sold for a reduced price may also be referred to as a "sale".

  Title: Sales promotion (similarity: 0.5517)
  URL: https://en.wikipedia.org/wiki/Sales_promotion
  QID: Q1259790
  Extract: Sales promotion is one of the elements of the promotional mix. The primary elements in the promotional mix are advertising, personal selling, direct marketing and publicity/public relations. Sales promotion uses both media and non-media marketing communications for a predetermined, limited time to i

  Title: Toby Carvery (similarity: 0.2308)
  URL: https://en.wikipedia.org/wiki/Toby_Carvery
  QID: Q7811777
  Extract: Toby Carvery is a British carvery chain brand owned and operated by Mitchells & Butlers, which consists of 158 restaurants.

  Title: John Glover (actor) (similarity: 0.1818)
  URL: https://en.wikipedia.org/wiki/John_Glover_(actor)
  QID: Q281621
  Extract: John Glover is an American actor who has played a range of quirky and villainous roles in films and television, such as Lionel Luthor in Smallville, Dr. Jason Woodrue in Batman & Robin and the voice of Riddler in the DC Animated Universe. He also played the role of Daniel Clamp in Gremlins 2: The Ne

  Title: 1982 Grand Prairie warehouse shootings (similarity: 0.2308)
  URL: https://en.wikipedia.org/wiki/1982_Grand_Prairie_warehouse_shootings
  QID: Q6232926
  Extract: On August 9, 1982, a mass shooting and vehicle-ramming attack took place in Grand Prairie, Texas, United States. The perpetrator, 49-year-old John Parish, carried out a shooting around two warehouses he worked for before fleeing the scene in a stolen semi-trailer truck. Following a high-speed chase 

model_pass1          : claude-sonnet-4-20250514
model_pass2          : claude-haiku-4-5-20251001
inference_confidence : high
confidence_notes     : High confidence based on comprehensive O*NET data including detailed work activities, extensive wage information from BLS OEWS May 2025, and strong Wikipedia alignment. The occupation has well-documented career pathways and clear skill requirements supported by substantial employment data across multiple industries.
inferred_at          : 2026-06-03T12:10:50.793196+00:00
tokens_input         : 4,620
tokens_output        : 4,355
cost_usd             : $0.048130
wikipedia_used       : True
wikipedia_title      : Sales management
wikipedia_note       : The Wikipedia entry for 'Sales management' directly aligns with this occupation, describing it as a business discipline focused on sales techniques and management of sales operations. The entry emphasizes the importance of net sales and profit as key performance indicators, which matches the strategic and analytical aspects of the Sales Manager role.

--- PROSE FIELDS ---

ROLE SUMMARY:
Sales Managers plan, direct, and coordinate the distribution of products and services to customers, overseeing sales teams and establishing territories, quotas, and training programs. They analyze sales statistics, develop pricing strategies, and resolve customer complaints while managing regional and local sales operations. These professionals serve as strategic leaders who bridge the gap between organizational goals and customer satisfaction through effective team management and sales execution.

DAY IN THE LIFE:
Sales Managers begin their day reviewing operational reports and sales statistics to assess team performance against established quotas and goals. They conduct meetings with regional and local sales staff to discuss customer preferences, market trends, and strategic initiatives while coaching team members on effective sales tactics. Throughout the day, they resolve customer complaints, confer with potential clients about equipment needs, and collaborate with department heads on advertising services and budget planning. They spend considerable time establishing and maintaining interpersonal relationships both within their organization and with external customers, making critical decisions about pricing schedules and discount rates. The day often concludes with performance evaluations, staffing decisions, and preparation of budget expenditures for upcoming sales initiatives.

WHO THRIVES:
Individuals who excel as Sales Managers possess strong enterprising personalities with exceptional communication and persuasion abilities, thriving in social environments where building relationships drives success. They demonstrate high dependability and integrity while maintaining an achievement-oriented mindset that motivates both themselves and their teams. These professionals excel at active listening and critical thinking, using these skills to analyze market data and make strategic decisions about sales territories and customer targeting. They possess natural leadership qualities with strong social perceptiveness, enabling them to coach and develop team members effectively while adapting to changing market conditions and customer preferences.

CAREER ENTRY:
Most Sales Managers enter the field with a bachelor's degree (71.4% of practitioners), though some advance with college coursework or associate's degrees combined with extensive sales experience. Typical entry paths include progressing from sales representative roles, where individuals demonstrate exceptional performance and leadership potential over several years. Many professionals gain experience in specific industries before transitioning to management, developing deep knowledge of sales and marketing principles, customer service, and personnel management through on-the-job learning and formal training programs.

CAREER TRAJECTORY:
Sales Managers typically advance to senior management positions such as General and Operations Managers, Marketing Managers, or executive-level roles like Business Development Directors. Career progression often involves managing larger territories, more complex product lines, or transitioning to specialized areas such as marketing management or strategic business development. Experienced professionals may move into consulting roles, start their own businesses, or advance to C-suite positions in sales and marketing organizations.

MARKET INTELLIGENCE:
Sales Managers earn a median annual salary of $148,270 according to BLS OEWS May 2025 data, with the profession employing 637,080 workers nationwide. Compensation varies significantly by geography, ranging from $60,740 in Guam to $217,640 in New York, reflecting a 3.58x geographic wage differential. The largest employment concentrations are in Wholesale Trade (133,070 positions), Retail Trade (106,760), and Professional, Scientific, and Technical Services (85,240), indicating strong demand across diverse industry sectors. This substantial employment base suggests robust job security and advancement opportunities, particularly in major metropolitan areas where higher wages reflect increased business complexity and market competition.

AUTOMATION OUTLOOK:
Sales Managers face moderate automation risk as technology increasingly handles routine sales data analysis and customer relationship management tasks through CRM systems and analytics platforms. However, the core activities of selling, influencing others, establishing interpersonal relationships, and making complex strategic decisions require human judgment, emotional intelligence, and relationship-building skills that remain difficult to automate. The role will likely evolve to leverage technology tools while maintaining its fundamentally human-centered approach to team leadership and customer relationship management.

--- REASONED EDGES ---
  [skill_overlap] Marketing Managers (11-2021.00) — confidence:high
    reasoning: Both roles share high importance ratings for sales and marketing knowledge (4.8 vs marketing focus) and similar communication and analytical skills.
    data: Sales and Marketing knowledge importance 4.8
    data: Customer and Personal Service knowledge 4.3
    data: Active Listening skill 4.0
  [career_pathway] Sales Representatives of Services (41-3091.00) — confidence:high
    reasoning: Sales representatives commonly advance to sales management roles, sharing core selling and customer relationship activities.
    data: Selling or Influencing Others work activity 4.9 importance
    data: Establishing and Maintaining Interpersonal Relationships 4.7
  [career_pathway] General and Operations Managers (11-1021.00) — confidence:high
    reasoning: Sales Managers frequently advance to general management roles, sharing management activities like developing teams and guiding subordinates.
    data: Developing and Building Teams work activity 4.6
    data: Guiding, Directing, and Motivating Subordinates 4.6
  [skill_overlap] First-Line Supervisors of Non-Retail Sales Workers (41-1012.00) — confidence:medium
    reasoning: Both roles involve supervising sales staff and share similar management and sales knowledge requirements.
    data: Management of Personnel Resources transferable skill 3.9
    data: Oversee regional and local sales managers task
  [task_similarity] Market Research Analysts and Marketing Specialists (13-1161.00) — confidence:medium
    reasoning: Both roles analyze sales statistics and monitor customer preferences to determine strategic focus areas.
    data: Monitor customer preferences to determine focus of sales efforts task
    data: Review operational records and reports task
  [knowledge_overlap] Advertising and Promotions Managers (11-2011.00) — confidence:medium
    reasoning: Both roles require sales and marketing knowledge and involve coordinating with department heads on advertising services.
    data: Sales and Marketing knowledge 4.8 importance
    data: Confer or consult with department heads to plan advertising services task

--- NORMALIZER SIGNALS ---
  match_keywords   : ['sales manager', 'area sales manager', 'district sales manager', 'commercial sales manager', 'sales management', 'sales director', 'regional sales manager', 'business development manager']
  exclude_keywords : ['sales representative', 'sales associate', 'account executive', 'sales agent', 'sales clerk']
  title_patterns   : ['*sales manager*', '*sales director*', '*business development*manager*', '*commercial*manager*', '*district*sales*']
  common_variations: ['sales mgr', 'area sales mgr', 'regional sales manager', 'district manager', 'commercial manager', 'BD manager', 'business development executive', 'sales supervisor']

total_terms    : 40
top_words      : ['sales', 'tendency', 'others', 'management', 'equipment', 'customer', 'activities', 'performance', 'business', 'principles', 'managers', 'marketing', 'services', 'resources', 'control', 'includes', 'operations', 'service', 'needs', 'products']
source_layers  : onet_tasks | onet_dimensions | dwas | wikipedia | inference

TERM                    COUNT     FREQ  DOMINANT SOURCE      SOURCE BREAKDOWN
──────────────────────────────────────────────────────────────────────────────────────────
sales                      97  0.02965  wikipedia            wikipedia:57%  inference:27%  onet_tasks:10%
tendency                   42  0.01284  onet_dimensions      onet_dimensions:100%
others                     40  0.01222  onet_dimensions      onet_dimensions:95%  dwas:2%  inference:2%
management                 32  0.00978  wikipedia            wikipedia:50%  inference:28%  onet_dimensions:22%
equipment                  27  0.00825  onet_dimensions      onet_dimensions:85%  onet_tasks:11%  inference:4%
customer                   22  0.00672  inference            inference:41%  onet_dimensions:18%  dwas:18%
activities                 21  0.00642  onet_dimensions      onet_dimensions:43%  dwas:29%  wikipedia:19%
performance                19  0.00581  onet_dimensions      onet_dimensions:37%  wikipedia:32%  inference:21%
business                   17  0.00520  wikipedia            wikipedia:53%  inference:24%  dwas:12%
principles                 17  0.00520  onet_dimensions      onet_dimensions:94%  inference:6%
managers                   15  0.00458  inference            inference:60%  wikipedia:33%  onet_tasks:7%
marketing                  15  0.00458  wikipedia            wikipedia:33%  inference:27%  dwas:20%
services                   14  0.00428  onet_dimensions      onet_dimensions:43%  wikipedia:21%  inference:21%
resources                  14  0.00428  onet_dimensions      onet_dimensions:64%  wikipedia:21%  dwas:14%
control                    13  0.00397  onet_dimensions      onet_dimensions:92%  onet_tasks:8%
includes                   13  0.00397  onet_dimensions      onet_dimensions:92%  wikipedia:8%
operations                 13  0.00397  onet_dimensions      onet_dimensions:46%  wikipedia:23%  inference:23%
service                    12  0.00367  onet_tasks           onet_tasks:33%  dwas:25%  onet_dimensions:17%
needs                      12  0.00367  onet_dimensions      onet_dimensions:67%  onet_tasks:8%  dwas:8%
products                   12  0.00367  onet_dimensions      onet_dimensions:42%  wikipedia:25%  onet_tasks:17%
techniques                 12  0.00367  onet_dimensions      onet_dimensions:83%  wikipedia:8%  inference:8%
objects                    12  0.00367  onet_dimensions      onet_dimensions:100%
customers                  11  0.00336  onet_dimensions      onet_dimensions:27%  wikipedia:27%  onet_tasks:18%
direct                     11  0.00336  onet_tasks           onet_tasks:45%  dwas:27%  onet_dimensions:9%
goals                      11  0.00336  onet_dimensions      onet_dimensions:55%  wikipedia:18%  inference:18%
human                      11  0.00336  onet_dimensions      onet_dimensions:64%  inference:18%  dwas:9%
analysis                   11  0.00336  wikipedia            wikipedia:55%  onet_dimensions:36%  inference:9%
ideas                      11  0.00336  onet_dimensions      onet_dimensions:100%
problems                   10  0.00306  onet_dimensions      onet_dimensions:90%  dwas:10%
strategic                  10  0.00306  inference            inference:60%  wikipedia:30%  onet_dimensions:10%
materials                  10  0.00306  onet_dimensions      onet_dimensions:100%
body                       10  0.00306  onet_dimensions      onet_dimensions:100%
procedures                  9  0.00275  onet_dimensions      onet_dimensions:89%  onet_tasks:11%
effectively                 9  0.00275  onet_dimensions      onet_dimensions:67%  wikipedia:22%  inference:11%
personal                    9  0.00275  onet_dimensions      onet_dimensions:67%  wikipedia:33%
quickly                     9  0.00275  onet_dimensions      onet_dimensions:100%
orientation                 9  0.00275  onet_dimensions      onet_dimensions:100%
maintaining                 9  0.00275  onet_dimensions      onet_dimensions:67%  inference:33%
relationships               9  0.00275  onet_dimensions      onet_dimensions:33%  inference:33%  wikipedia:22%
developing                  9  0.00275  onet_dimensions      onet_dimensions:89%  inference:11%