Michigan Occupational Information System
 #109 - RETAIL SALES MANAGER 

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Retail Sales Managers are responsible for planning and controlling some or all of the sales activities of retail stores and departments.  

JOB DUTIES

Retail Sales Managers may:

Plan advertising campaigns and sales promotions  

Hire, train, and evaluate personnel  

Analyze customer wants and needs  

Assist sales workers in completing difficult sales  

Listen to customer complaints and resolve problems  

Ensure merchandise is correctly priced and displayed  

Supervise and coordinate activities of workers  

Recommend purchase of new stock  

Reorder low stock  

Prepare sales and inventory reports  

Plan department layouts, displays, and shelf arrangements  

Schedule staff work hours  

Tools and equipment used may include:

OCCUPATIONAL SPECIALTIES

Retail Sales Managers may specialize in these areas:

299.137-010 DEPARTMENT MANAGERS supervise and coordinate the activities of workers in one department of a retail store. They have a variety of titles depending on the type of store in which they work.  

163.167-018 SALES MANAGERS work for a particular business or industry. They are concerned with coordinating the sales distribution of a product or a line of merchandise to retail stores and dealers. They may include:  

Train staff  

Set sales territories, quotas, and goals  

Assign sales territories to selling personnel  

Evaluate dealer sales and assist dealers through training programs  

Represent company at trade association meetings to promote product  

Review market analyses to determine customer needs  

Prepare periodic sales reports  

Develop sales campaigns  

Analyze and control expenditures to conform to budgets  

185.167-046 RETAIL STORE MANAGERS are concerned, directly or indirectly, with every phase of the store's operation. In a small store, they may perform many duties, including stocking merchandise and selling. In a larger store, their responsibilities may be mostly administrative.  

In addition to learning about these specialties, you may also find it helpful to explore the following MOIScripts:  

WORKING CONDITIONS AND REQUIREMENTS

Retail Sales Managers may deal directly with suppliers, store managers, and department managers. In large stores, Managers supervise Department Managers and are under the direction of central office personnel. Department Managers generally supervise stock clerks, sales clerks, and assistants.  

Retail Sales Managers work indoors in retail stores that are usually modern, with good lighting, ventilation, heating, and air conditioning.  

As is common in many management jobs, long hours of work are usual in this occupation. A workweek may average 48 to 54 hours on an irregular basis. The importance of stores remaining open in the evening contributes to the heavy work load. A few stores established a policy of the five-day week for Managers while others have arranged for Managers to rotate duties with assistants so that every other workweek consists of five days.  

Some Retail Sales Managers do the buying for their stores and make several buying trips a year. They may also be required to travel to training programs and sales meetings.  

Some Department Managers belong to The United Food and Commercial Workers Union, AFL-CIO. There are many associations to which Retail Sales Managers may belong, including The Sales and Marketing Executives International, Inc. Union members and association members must pay dues.  

You Should Prefer:

• Activities involving business contact with people  

• Communicating information to others  

• Activities resulting in esteem from others  

• Work that is competitive in nature  

You Should Be Able To:

• Demonstrate self-confidence, initiative, and sales knowledge  

• Direct the activities of others  

• Make responsible decisions using logic/reasoning/personal judgment  

• Communicate effectively, orally and in writing  

• Keep organized and detailed records  

• Work with and interpret percentages, discounts, and markups  

• Deal effectively with people beyond giving and receiving instructions  

• Perform a variety of duties which may change often  

• Influence peoples' opinions/attitudes/judgments about ideas or things  

• See details/recognize errors in numbers/spelling/punctuation  

Math Problem You Should Be Able to Solve:

A cosmetics department has merchandise in stock amounting to $24,000 on March 1. The stock level planned for the end of the month is $28,000. March sales are expected to be $10,000 and $1,000 worth of mark downs are planned for the month. There are outstanding orders totaling $4,000, and a keystone mark-up of 50% is planned. What is the open-to-buy at cost and at retail?  

Reading Example You Should Be Able to Read and Comprehend:

The cost of unit pricing to retailers includes calculations of per unit prices, printing of product labels, printing of shelf labels, and computer records. These costs are affected by the way prices are adhered, the number of items in a store subject to unit pricing, the frequency of price changes, sales volume, and the number of stores in a chain.  

Writing Example You Should Be Able to Produce:

Develop a checklist for coordinating a promotional plan.  

Thinking Skill You Should Be Able to Demonstrate:

Should be able to demonstrate excellent analytical skills, organizational skills, and decision-making skills in learning about and selling merchandise and supervising retail employees.  

Store and Department Managers connected with the sale of alcoholic beverages must register with the Michigan Liquor Control Commission. Some employers may require Sales Managers to be bondable.  

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EDUCATION AND PREPARATION OPPORTUNITIES

NOTE: A High School Diploma or Equivalent or a Certificate (program of up to one year of study beyond high school) or an Associate Degree (two years of study beyond high school) or a Bachelor's Degree (four years of study beyond high school) may qualify a person for this occupation.

The following education and preparation opportunities are helpful in preparing for occupations in the MOIScript:  

***SCHOOL SUBJECTS***

0600 BUSINESS , 0700 CAREERS , 0900 COMMUNICATIONS , 1000 COMPUTERS , 1100 ECONOMICS , 2200 MATH , 2800 PUBLIC SPEAKING , 3000 SOCIAL STUDIES , 3100 STUDY & WORK OPTIONS

***VOCATIONAL EDUCATION PROGRAMS***

There are no Vocational Education Programs related to this MOIScript  

***POSTSECONDARY PROGRAMS***

025 BUSINESS MANAGEMENT & ADMIN.

Programs in Business Management and Administration provide opportunities to gain the knowledge and skills needed for employment in a leadership role in business. Individuals who teach business at the secondary school level must have a Michigan Teaching Certificate.  

Courses within programs will vary but may include:

093 MARKETING & PURCHASING

Programs in Marketing and Purchasing provide opportunities to gain the knowledge and skills needed for managerial employment in activities that contribute to the exchange of goods and services. Marketing functions include buying, merchandising, advertising, selling, transportation and distribution, storage and finance, and market research. Individuals who teach Marketing and Purchasing at the secondary level must have a Michigan Teaching Certificate.  

Courses vary from school to school but may include:

                 Search for a College and/or Instructional Program

***APPRENTICESHIP OPPORTUNITIES***

There are no Apprenticeships related to this MOIScript  

***MILITARY TRAINING PROGRAMS***

Please check Military website at http://www.myfuture.com .

STORE MANAGERS

The military operates retail stores for the convenience of service men and women. In some areas, particularly overseas, the goods and services offered at military stores, laundries, and barbershops are not otherwise available. Store managers direct the operation of retail service, food, and merchandise outlets. They also manage personnel who store food, supplies, and equipment.  

What They Do

Store mangers in the military perform some or all of the following duties:  

• Direct personnel in purchasing, pricing, and selling food, supplies, and equipment  

• Direct personnel in receiving, storing, and issuing supplies and equipment  

• Supervise the inspection, care, and testing of products before their use or sale  

• Plan training programs for new workers  

• Direct inventory, accounting, and other record keeping activities  

• Plan and prepare store budgets  

Special Requirements

A 4-year college degree is normally required to enter this occupation.  

Helpful Attributes

Helpful fields of study include management, accounting, marketing, business administration, and industrial management. Helpful attributes include:  

• Interest in planning work schedules  

• Interest in managing a business  

• Interest in planning and directing work of others  

Work Environment

Store managers work in retail stores or warehouses on land and aboard ships.  

Training Provided

Job training consists of 5 to 10 weeks of classroom instruction. Training length varies depending on specialty. Course content typically includes:  

• Accounting and record keeping  

• Inventory control  

• Retail store and warehouse management  

• Personnel and office administration  

• Budget management  

Civilian Counterparts

Civilian store mangers may work in many kinds of retail businesses. Some manage grocery, department, discount and other large stores. Others manage warehouses that receive, store, and issue merchandise and supplies for retail outlets. Civilian store managers perform duties similar to those performed in the military. They may also be called retail store managers and distribution warehouse managers.  

Opportunities

The services have about 1,000 store managers. On average, they need 70 new store managers each year. After job training, store managers are assigned to supply, exchange, or food service units. With experience, they may advance to senior management and command positions.  

E-Learning Courses and Programs

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OPPORTUNITIES FOR EXPERIENCE AND METHODS OF ENTRY

Part-time or summer work as cashiers, stock clerks, or sales clerks can provide experience. Service in the military may offer opportunities for experience. Postsecondary programs in marketing and purchasing as well as business management and administration may also offer work experience.  

School-to-Work opportunities include:

informal apprenticeships  

mentorships  

job shadowing experiences  

touring a local Retail Sales Manager employer  

internships  

volunteer work with a Retail Sales Manager employer  

community service work with an agency  

Persons wishing to become Retail Sales Managers may enter by applying directly to employers. Many stores offer management trainee programs for qualified applicants. Assistance may be available through school placement offices, local offices of Michigan Works!, and newspaper want ads. In addition, you should access and search the Internet's on-line employment services sites such as:  

Michigan Talent Bank

Michigan Jobs & Career Portal

Classifieds Employment  

Yahoo! Careers

MONSTER.COM

You should also enter an electronic resume on these on-line services.

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EARNINGS AND ADVANCEMENT

Earnings of Retail Sales Managers vary widely according to the size and location of the establishment, the merchandise it carries, and the clientele it serves.  

Nationally, the median annual salary of all Retail Sales Managers, including proprietors, was $29,640 in 1998. College graduates of marketing, merchandizing and distribution management programs were offered jobs with annual salaries averaging $29,738 per year in late 1998. Those with a master's degree in business were offered salaries averaging $52,484 yearly.  

Earnings of Retail Sales Managers in Michigan are similar to those nationally. In 1998, Sales Supervisors in the Great Lakes States earned an average of $45,200 per year, with most earning between $29,000 and $49,000 per year.  

In retail stores a Sales Manager may receive sales-based incentives, such as a percentage of the store's profits or a bonus. Some receive cost-of-living adjustments.  

Most employers provide health and life insurance, paid vacations and holidays, sick leave, retirement plans, and discounts on goods. Some offer stock purchase or savings plans.  

Many organizations have management training programs that permit advancement for talented employees within the firm. Advancement may depend on experience, advanced training and education, and demonstration of ability. For most Managers, advancement may mean increased responsibility and more pay.  

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EMPLOYMENT AND OUTLOOK

There were approximately 991,300 Retail Sales Supervisors and Managers employed nationally in 1996. Employment is expected to grow about as fast as the average for all occupations through the year 2006. Employment of Retail Sales Managers is closely related to the state of the economy. During prosperous periods, more businesses open to meet the demand for goods and services and require competent managers. However, during economic downturns, the number of new businesses and the demand for additional Managers may decline. Many additional openings should occur to replace Managers who retire, die, or leave the labor force for other reasons. About 34.3% of all Retail Sales Managers were self-employed.  

There are approximately 43,350 Retail Sales Managers and Store Managers employed in Michigan. Most jobs were in urban areas. Sales Managers worked for various retail businesses, usually in department or grocery stores. Others were employed in clothing stores, building material outlets, auto dealerships, furniture stores, and appliance stores.  

Employment of Retail Sales Managers in Michigan is expected to grow about as fast as the average for all occupations through the year 2005. An average of 1,550 job openings should occur annually with 760 due to growth and 790 needed to replace workers who retire, die, or leave the labor force for other reasons. Additional openings will occur as managers change jobs or occupations. The number of growth openings for Retail Sales Managers in Michigan is highly dependent on the condition of the general economy. Factors contributing to employment growth include increased population and personal incomes, the building of new shopping centers, and the extended hours of some stores.  

MICHIGAN'S EMPLOYMENT OUTLOOK TO 2005  

SOURCES OF ADDITIONAL INFORMATION

Printed Occupational information is available upon written request from sources below.