Project profession sales manager. What education does a sales manager need? What are the responsibilities of managers

Reference

Sales Manager(sales manager) - the head of a department or group of sellers involved in direct sales. This is a person who needs to make decisions independently, act quickly and adequately respond to the situation. The set of competencies depends on the specific position, on which company a person works and what products he offers.

Demand for the profession

Quite in demand

Representatives of the profession sales manager are in high demand in the labor market. Despite the fact that universities produce a large number of specialists in this field, many companies and many enterprises require qualified Sales Managers.

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Description of activity

Wage

average for Russia:average in Moscow:average for St. Petersburg:

The uniqueness of the profession

Pretty common

The majority of respondents believe that the profession sales manager can not be called rare, in our country it is quite common. For several years, the labor market has seen a demand for representatives of the profession sales manager despite the fact that a lot of specialists graduate every year.

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What kind of education is needed

Secondary vocational education (college, technical school)

To work in a profession sales manager It is not necessary to have a higher professional education in the relevant specialty. For this profession, it is enough to have a diploma of secondary vocational education obtained at a college or technical school, or, for example, it is enough to complete special courses.

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Job responsibilities

Develops and ensures the implementation of measures to organize and create a distribution network for goods (development and construction of channels for the movement of goods to consumers; building relationships with wholesale and retail trade enterprises, other intermediaries; development of dealer relations). Organizes pre-contractual work (selection of the type of contracts: distribution, sale and purchase; determination of methods and forms of fulfillment of obligations, development of pre-contractual documentation, reconciliation of disagreements, analysis of buyers' documentation) and concludes contracts (sales, deliveries). Creates and ensures constant updating of information bases about buyers (organizational and legal forms, addresses, details, telephone numbers, names of managers and leading specialists, financial condition, purchase volumes, sales volumes, timeliness and completeness of fulfillment of obligations).

Type of labor

Mostly mental work

Profession sales manager- this is a profession of predominantly mental work, which is more connected with the reception and processing of information. In work sales manager the results of his intellectual reflections are important. But, at the same time, physical labor is not excluded.

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Features of career growth

A sales manager is a sought-after profession that has a real opportunity to advance up to the position of the head of the company. In this case, quantitative performance indicators are more important. Particular attention should be paid to the stability of sales dynamics, the absence of overdue receivables. Of the qualitative indicators, it makes sense to evaluate the loyalty of the sales manager to the organization, the structure of his motivation.

Career Opportunities

Opportunities Enough

The vast majority of the profession sales manager believe that they have enough opportunities to advance in career ladder. If an ordinary specialist has such a goal, then it is quite realistic for him to take a leadership position in this area.

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This profession is relatively young, very popular and highly paid. The truth is that sales should be primarily for pleasure, not money. In addition, experts say, it would be nice to have innate abilities for this.

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Applicants for this position must have the following competencies:

High communication skills for communicating with clients, negotiating, persuading and finding the right arguments when building a dialogue.
Special education. It carries advantageous advantages as it presupposes good professional knowledge. The desire to learn new forms and technologies is always welcome.
Skills and abilities in the field of active, profitable sales in any industry.
Knowledge of sales markets and sales schemes. It happens that the manager has proven methods, which is welcome and is a big plus for the future career development.
Ability to analyze and plan sales, as well as actively use the working day to analyze the situation in different segments.
Ownership foreign languages is a definite plus, especially in firms working with other countries.
The ability to withstand any stressful situation, when a person is able to quickly recover psychologically after difficult or unsuccessful negotiations. Nervous pressures in sales are caused by liability, communication and all sorts of other factors.

Anyone can easily sell: a student, a teacher with a scientific degree, an accountant or a former military man. The profession of a manager has become uneasy popular and accessible to many people, it is prestigious.

True, not everyone achieves real success in it. But if a person likes to sell, communicates easily and has certain personal qualities, then he should take a risk and get a high result.

Where do they work as a manager

The profession of a sales manager is universal. This main feature allows it to remain in demand in many organizations and companies of almost all forms of ownership and fields of activity.

Moreover, the demand for a profession is consistently high, even during economic crises. Specialists of this profile are needed everywhere: in financial, construction, transport, agricultural and other areas. A professional has the right to choose what he wants to sell to customers. After all, there are plenty of vacancies in this profile.

Features of the profession

In this profession, the Pareto law applies: 20% of the company's sales specialists make 80% of the volumes.

The most valuable thing in sales is customers. There are customers - there will be profit. And the more their number, the higher the income.

Access to customers - the main driving force behind the growth of modern business - is firmly held in his hands by a true professional. Sales managers work in the service, industrial, and consumer goods industries. They do not simply sell a product or service to customers, but create the prerequisites for further cooperation with them.

To make the work efficient, managers conduct constant analytics:

Comparing your product with a competitor's product in terms of quality, properties, price.
To expand and study the customer base.
Tracks changes in sales, their ups and downs.

Main responsibilities of a manager

Sales management, study of competitors, sales markets, demand for goods and services.
Strict implementation of the sales plan.
Organization of relationships with suppliers and customers, their search. Convincing the client that this particular offer is the most profitable and tempting.
Sales analysis, reporting.
Consulting dealers and distributors.
Formation of prices, discounts.
Development and correction of documentation.
Contractual and negotiation activities and fulfillment of obligations.
Creating and conducting presentations on goods and services.
Work on the advertising strategy of the company.
Replenishment of the client base to increase the turnover.
Developing long-term relationships with clients to generate interest and maintain smooth sales.
Continuous communication with customers through promotions, sweepstakes, etc.

According to this list, only one conclusion suggests itself: the work of a manager is interesting and multifaceted.

Personal qualities

Personality traits that make you a good salesperson can be confusing for newbies. Therefore, it is worth listening to sales professionals.

They highlight certain qualities of a person by which one can distinguish an excellent sales manager:

One of the main qualities is to inspire confidence. It is based on reliability and honesty. In modern business, long-term relationships are built on it and repeat deals are concluded.
The most important character trait of a sales guru is conscientiousness, in other words, a serious attitude to any work, focus and worries about its final result.
Focus on the client and a clear understanding of what he needs. More than 80% of the best sellers think so.
Humility and tact. According to statistics, more than 90% of the best sellers are humble people. Assertive self-confident fellows, as practice shows, more often scare away customers.
Curiosity or inquisitiveness help the professional gain more knowledge and answers to uncomfortable questions.
Activity and the effort expended directly affect the result of sales.
Ability to build positive friendships and business relationships, thanks to which they grow into many years of friendship with different people.
Desire to learn and develop to constantly update techniques and techniques. It is not easy to be successful in sales, but to be truly modern. Everything that worked yesterday is sometimes outdated today or needs to be adjusted.
Motivation for success makes you constantly act and create.
Success is in the head. Therefore, one person achieves a lot, another fails. Although both have equal abilities and opportunities.
Relevant is the ability to work with information, highlighting what is needed from it and discarding rubbish.

But the excessive sociability of the one who sells, it turns out, interferes with good sales!

Filled with excessive friendliness to the client, sellers are not able to influence him and dictate their terms.

Good salespeople are not characterized by the so-called emotional pessimism, they do not know disappointment, sadness and despondency. They have no sense of embarrassment and fear. In any negotiations, they are easy and comfortable. It is also always important for them to understand why the failure happened so as not to repeat the mistake again.

Sales manager average salary

For better or worse, the market situation is still developing in such a way that in any field of activity sellers of goods and services receive wages 2-3 times more than those specialists who produce goods.

The initial income of an ordinary manager, of course, is small. It consists of the sum of interest from the transactions concluded during the month. A newcomer builds up a client base, his income is gradually growing and ranges from 15 to 20 thousand rubles. For the head of the sales department, it is higher - from 30 to 90 thousand rubles.

As a rule, a novice specialist studies for free, receives a good percentage of sales and good bonuses. He may have the opportunity to work part-time. Many companies additionally provide corporate holidays, study abroad, and career growth.

In developing companies, the salary can be 50 thousand rubles. plus bonus, social package, purchase of products from catalogs and other benefits.

We are all used to the fact that today you can easily buy any product or service, there would be only desire and money. At the same time, the choice is so great that manufacturers have to make titanic efforts so that the end consumer prefers their products or services. Non-standard advertising solutions, innovative technologies and the skills of sales managers who know where and what goods are most needed here and now are used.

We are all used to the fact that today you can easily buy any product or service, there would be only desire and money. At the same time, the choice is so great that manufacturers have to make titanic efforts so that the end consumer prefers their products or services. Non-standard advertising solutions, innovative technologies and craftsmanship are used sales managers who know where and what goods are most needed here and now.

The sales manager plays the role of a company representative who seeks potential buyers, explores possible areas for product sales and takes an active part in organizing promotions, exhibitions and presentations. In other words, the area of management aimed at the sale of goods and services can be called not just a profession, but a real science of managing human consciousness. It is so multifaceted that it requires a specialist to display enormous creative potential and remarkable mental abilities, so the profession of a sales manager is available only to people with a certain set of personal qualities that you can learn about today.

Who is a sales manager?

A sales manager is a specialist who is professionally engaged in trading activities and is an intermediary between trade organizations, manufacturing enterprises and buyers of a given product or service. The activity of this specialist is aimed exclusively at the person and the material factors of production.

The name of the profession comes from the English word manage (manage), which in turn comes from the Latin manus - hand. Oddly enough, but initially managers were called those who were involved in managing horses or teaching horseback riding. By the way, this is where the French word manege comes from. In the XIX century, when the need arose for a more progressive approach to the development of various branches of trade, there was a need for managers, but only specializing in managing not horses, but economic processes. So there was sales manager profession(trade distributor), which has become an indispensable phenomenon in the functioning of any enterprise aimed at developing and increasing profits from sales.

A modern sales manager is not only a sales agent who seeks to understand the hidden needs of the client and offer him exactly what is needed at the moment, but also the "face" of the company. Therefore it official duties have long gone beyond the usual trading operations on the basis of the "buy-sell" principle.

The activities of a sales manager include the main tasks of managing sales, executing a specific plan, controlling accounts payable and receivable, and managing customer relationships. If we consider the position of a manager in more detail and constructively, then the list of professional duties of such a specialist will look like this:

development and establishment of channels for the sale of goods from the manufacturer to the consumer;
development of dealer relations;
carrying out contractual work, determining the methods / forms of fulfilling obligations, developing, analyzing and maintaining documentation, concluding contracts;
creation and updating of consumer information bases;
analysis of sales volumes and generation of reports for a superior person.

What personal qualities should a sales manager have?

Despite the incredible popularity of this profession, based on the misconception about the ease and ease of trade, sales manager job pretty difficult. And without the presence of certain personal qualities, it is almost impossible to become a good specialist. The list of such personal qualities, first of all, includes:

activity,
initiative,
sociability,
Analytical mind,
responsibility,
self-confidence,
creativity,
persistence,
stress tolerance.

In addition, a good specialist should know the basics of advertising, economics and psychology, the specifics of the production of a particular product (or service sold), as well as market trends and competitive advantages not only of the subject of sale, but also of similar offers from other manufacturers.

Benefits of being a sales manager

Undeniable advantage of being a sales manager is its relevance in today's world. And this means that it is very much in demand in almost all spheres of human life. In addition, you can highlight such advantages of this profession, such as:

no problems with employment - there are as many as six vacant vacancies for one who wants to master management;
short-term training - you can get a profession both in universities and in courses in a short period of time;
accessibility - the profession of a sales manager has no age restrictions, while higher education in the specialty is optional, but welcome;
Opportunity for career growth - thanks to the stability and dynamics of sales, it is possible to advance up to the position of the head of the department.

And most importantly, good specialists who do their job well can count on quite a decent level of salary. According to statistics, the average salary of a sales manager in Russia today is about 40 thousand rubles.

Disadvantages of being a Sales Manager

Speaking about the shortcomings of the profession of a sales manager, first of all, it is necessary to note the difficulties of work associated with the universal availability of the Internet. In other words, since today almost everyone has free access to the Internet and various interactive bulletin boards, the consumer has great opportunities to cooperate with manufacturers directly, without the services of a trade distributor. And this means that sales managers have to make additional efforts in order to convince the consumer of the need for their services.

It is also necessary to note such shortcomings as:

frequent stressful situations, the number of which decreases only with work experience;
the obligatory presence of communication character traits, most of which can be acquired only in the learning process.

It is worth considering that the above points are disadvantages of almost all professions. They are not binding provisions, but only make it clear that any kind of work often encounters difficulties and obstacles in its path.

Where Can You Get a Job as a Sales Manager?

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Become a sales manager pretty simple. For example, you can get a basic secondary vocational or higher education at a college, technical school or university (and not necessarily a specialized one, that is, related to management and trade), and complete special management courses. By the way, the courses are offered in two versions: for those who are completely unfamiliar with the profession, and for those who already have experience as a manager and want to improve their skills.

True, there is one small nuance, employers give more preference to specialists with higher education. Because of this, it will be much more difficult for young sales professionals with great promise, but with only a diploma of secondary special education in their pocket, to get a job in a promising company than for a person without sales talent, but with a diploma of higher education.

Another option for obtaining the profession of a sales manager can be training in one of best trade and economic universities in Russia which today include:

Russian Economic University. G.V. Plekhanov;
Siberian University of Consumer Cooperation;
Russian University of Friendship of Peoples Patrice Lumumba;
Ural State Economic University;
Ural Federal University B.N. Yeltsin.

The profession of a sales manager is not just the ability to trade, but a real art that requires a lot of knowledge from a person, and most importantly, certain personal qualities. Such a specialist connects the manufacturer or seller of goods (services) with the consumer, and is the main driving force behind any business activity. What should a sales manager be able to do, and where is this specialty taught?

Description of the profession

The sales manager acts as a sales representative for a particular company and interacts directly with customers and suppliers. There is a similar position in any business organization, from large concerns to small firms - the difference lies only in the specifics of the product (cars, windows, food, etc.). Accordingly, the training of the profession follows a similar pattern, after which the specialist must adapt his knowledge to a particular type of product or service.

What is the job?

The functions that managers perform include:

support of partnership relations with contractors (buyers and manufacturers of goods);
ensuring high sales volume;
preparation of a sales report;
collection and analysis of the client base, information about competitors;
development of advertising projects and promotions;
concluding transactions and monitoring the fulfillment of the obligations of the parties.

Other responsibilities depend on the field of activity, the specifics of goods or services, and the tasks that business leaders set for the staff. Sometimes a candidate additionally needs a driver's license and his own transport, the ability to work with certain computer programs, and special knowledge in any field.

The success of a specialist's activity is determined by his personal characteristics, as well as the quality of the education received. Candidate who aspires to fast career and financial well-being, must be assertive, sociable, creative, have the gift of persuasion and not be afraid of competition.

What are the educational requirements for a candidate?

Many young people are interested in the question, what should a sales manager know, where to study this profession and how to get a job? The education of a specialist should be related to the field of trade: most often it is management or marketing, sometimes PR or advertising. University "Synergy" offers those who wish to train specialists of this profile: courses in entrepreneurship and commerce, retail management, finance and credit, banking, sports marketing, Internet marketing. All these specialties provide the basic skills and knowledge necessary to work as a manager and succeed in the chosen industry.

In what areas is further work possible?

The field of activity of the sales manager is very multifaceted. Specialists of this profile are in demand in all areas and companies related to the sale of goods and services - banks and other financial institutions, manufacturing companies, retailers, advertising agencies, publishing houses, etc.

Income and job prospects

An employee's salary usually consists of a base rate, a percentage of transactions and bonuses (for completed plans or attracting clients), sometimes only a rate or only a percentage. The specific figure depends on the specifics of the product, the size of the company, the scale and region of activity, and career growth depends on the personal qualities of the candidate. The salary of specialists ranges from 12 to 240 thousand rubles, and on average it is 40 thousand. In car trading companies, a sales manager receives about 2 thousand dollars, in the pharmaceutical industry - 1.5 thousand, in the banking industry - 3500, in the field of IT - from 3 thousand rubles

In order to get a job, a beginner usually needs the appropriate education and experience of about a year. One of the advantages of being a sales manager is the opportunity for rapid career growth. If you have the appropriate personal qualities, the implementation of plans and the will to win in 3-5 years, you can take the position of head of the sales department.

A sales manager is one of the most popular professions, because it is this specialist who, in fact, ensures the financial well-being of the company. The main task of such a manager is to sell the company's goods and services, expand the circle of customers and maintain partnerships with them. A sales specialist spends most of his working time in negotiations (telephone or personal).

Places of work

The position of a sales manager is in any company, firm or organization engaged in one or another type of trading activities. Sometimes employers immediately look for a specialist in a specific area of work, and then the following positions are found in vacancies:

car sales manager (auto parts);
window sales manager
equipment sales manager;
real estate sales manager;
furniture sales manager
service sales manager, etc.

However, despite the specifics of the goods being sold, the essence of the work of a sales specialist is always the same - to sell the goods, keep the sales volume at a high level and, if possible, also increase it.

History of the profession

Sales managers have been around for almost as long as sales have existed. At all times, they were called differently: merchants, itinerant traders, barkers, clerks in shops ... But the essence of what a sales manager does does not change from the name - to sell goods and find new customers.

Responsibilities of a sales manager

The job responsibilities of a sales manager are as follows:

Increasing sales in your sector.
Search and attraction of new clients (processing of incoming applications, active search for clients, negotiations, conclusion of contracts).
Maintaining relationships with established clientele.
Keeping records of work with current clients and incoming requests.
Advising on the range and technical parameters of goods (services).

This is a general list of what a sales manager does. In addition, depending on the field of activity, the functions of a sales manager may also include the following items:

Reception of goods and maintenance of its display in the trading floors.
Conducting presentations and trainings on new products and promotions of the company.
Participation in exhibitions.

Sales manager requirements

From an applicant who wants to become a sales manager, employers require the following:

Higher education (sometimes - incomplete higher education).
Citizenship of the Russian Federation (not always, but in most cases).
Knowledge of PC, office programs and 1C, ability to work with electronic catalogs.
Active sales skills

Additional requirements put forward by employers:

The presence of a driver's license category B (sometimes also the presence of a personal car).
Experience in sales.
Skills in preparing basic commercial documents (contracts, invoices, invoices, invoices, etc.)

Some employers specifically stipulate that in addition to the necessary skills, a sales manager must also have a pleasant appearance, but this is more the exception than the rule.

sales manager resume sample

How to become a sales manager

The skills of a sales manager can be mastered by people with any education. A sales manager needs, first of all, communication skills and an understanding of sales processes. The principles of sales can be understood in just a couple of days. It will take some more time to overcome the first fears (call a stranger, hold a meeting, answer objections and other things).

The easiest way to become a professional salesperson is to get a job and receive on-the-job training. This is common in the labor market.

Sales manager salary

How much a sales manager receives depends on the specifics of the company's activities, on the specifics of the work of the manager himself, on the region of residence and, above all, on the implementation of the sales plan. Wage sales manager ranges from 12,000 - 250,000 rubles, and the average salary of a sales manager is about 40,000 rubles. I would like to repeat myself and say that earnings significantly depend on sales skills and the result achieved.