|
Marketing/Sales Specialty
Overview
Businesses or firms that are involved in any component of manufacturing, distributing, or selling products or services to consumers or other businesses must have skilled individuals creating, delivering, and monitoring marketing and sales activities. The role of marketing and sales in organizations is vital to their existence, and ample opportunities exist for individuals who truly enjoy this type of work. The rewards of a career in marketing and especially sales can be substantial, and it is often the perfect fit for an individual who enjoys creativity, taking risks, and motivating others to buy a product or service. Positions in marketing and sales are typically demanding, exciting, and rewarding to those willing to commit time and energy to ongoing growth.
Job Titles
Sales Representatives and Sales Managers, Advertising Specialists, Public Relations Specialists, Purchasing Agents and Managers, Retail and Wholesale Buyers and Merchandise Managers, Marketing Research Analysts, Logistics: Material Receiving, Scheduling, Dispatching, and Distributing (Please note that certain occupations may require additional college coursework or specialized training.)
Occupation Description
Career opportunities in the field of marketing and sales exist across a variety of industries, and individuals enter these occupations from a wide range of backgrounds. A college degree or related coursework can also prepare students to enter this field or move more quickly into a position of responsibility.
Individuals with an interest in marketing will often seek employment in advertising, retailing, promotions, public relations, purchasing, logistics, and may even consider careers that focus on studying consumer behavior and marketing trends. Positions also exist in many non-profit organizations; in smaller companies, these responsibilities may be combined with other management responsibilities.
Sales occupations can be found in general retail, real estate, advertising firms, insurance and financial service companies, manufacturing/wholesale firms, and many other businesses.
For more information on specific occupations in the marketing/sales field, visit www.bls.gov/oco/oco1001.htm.
Specific Work Activities
Marketing and sales positions typically require creativity, solid communication skills, a willingness to take risks, a genuine interest in interacting with others, and a strong ability to work independently when needed. Many individuals begin their marketing careers by working in customer service departments or by assisting with promotions, merchandising, or purchasing activities.
Work activities in marketing related occupations may include:
- Developing strategic plans to promote products and services
- Working with buyers and vendors
- Coordinating and/or developing publicity, promotions, and advertising
- Assisting in merchandising and related retail functions
Work activities in sales and related occupations may include:
- Customer service and cashiering
- Developing and maintaining customer accounts
- Prospecting, establishing new customers, closing sales, and providing follow up
- Coordinating use of sales promotions and product demonstrations
Individuals in marketing and sales careers must typically have solid computer skills and must be very flexible. They must have very strong interpersonal skills, and demonstrated ability to communicate in writing. Individuals must also remain current on issues that affect their industry, and will often be expected to participate in advanced skill-based training throughout their careers.
Working Conditions
Positions in marketing and sales can be found in a variety of settings. They will typically require substantial contact with team members, in addition to extensive time spent in direct contact with customers. There can be substantial stress associated with these positions, often driven by month-end expectations or competitor activities. The work environment for marketing and sales positions is typically fast-paced and requires an ability to think on one's feet and be able to handle rejection (particularly in the sales function).
Physical Work Conditions
Many marketing positions are in a retail store or office setting, while many sales positions involve extensive time "in the field."
Work Performance
Individuals in marketing positions often work as part of a team and are typically held to very high standards of performance. The retail industry must respond quickly to consumer demand, and marketing is responsible for most of the customer contact activities. Sales positions are often commission-based, and sales personnel typically know how much they must sell during each reporting period to be viewed as effective. New salespeople are often given a trial period, during which they may be paid a salary and will often be mentored by more experienced sales personnel.
Hours/Travel
Positions in marketing vary across the industry. Individuals working for large firms may work extended hours and travel on occasion, while smaller companies may even have part time positions available. Those in sales positions typically work extensive hours, and outside sales personnel spend more time in the field than in the office. Meeting with suppliers, attending or coordinating trade shows, and visiting other retail locations are examples of other responsibilities that would typically require travel. Marketing and sales personnel are expected to remain current on industry trends, and will typically be expected to attend workshops, conferences, and advanced training programs as they advance in their careers.
Wages and Projections
Of the many career paths chosen by business graduates, marketing is the single largest employment category in the U.S. labor force, and job growth in the field is expected to accelerate. The U.S. Bureau of Labor Statistics estimates that the number of jobs in marketing, advertising, and public relations management will grow much faster through 2010 than the average for all occupations.
Wages vary by area of the country and by employer. The retail industry is the largest growth industry in the United States and offers a variety of positions that range from entry-level pay to substantial commissions.
Entry-level marketing positions can start at $22,000/year. Pay increases are typically based on years of experience, and are often minimal. Advancement to new positions provide the best opportunity for pay increases and high industry turnover offers frequent advancement opportunities. Occupations in marketing management or specialists in public relations and advertising can often make up to $60,000/year with substantial benefits. Opportunities also exist for consultants in many marketing specialty areas, and pay can be very high.
Individuals in sales can earn considerable income. Salespeople with only a few years of experience can earn up to $60,000 or more annually. On average, total compensation for members of a sales staff in 2004 was over $80,000. These figures can be misleading, however, as not everyone in sales earns even minimum pay. Earnings will vary based on whether pay is salary or commission-based, what product or service is being sold, the location, and the experience of the sales person. Skilled salespeople in large companies are often among the highest paid employees, at times making more than the CEO.
Benefit packages for sales personnel will vary, and may change if pay shifts from salary to commission. Sales personnel often have expense accounts and use of company equipment and vehicles that are needed in their work activities.
Advancement
Individuals interested in advancement opportunities in marketing need to work closely with their managers to prepare for movement to new positions. Promotions are often made internally, based on proven customer service skills. Volunteering to participate in promotional activities and cross-training into marketing areas can encourage advancement opportunities. Those individuals interested in sales may want to participate in "on the job training" to see if they are truly suited for that type of work.
The competitive nature of marketing and sales prompts management to promote and reward individuals who are creative in promotion, exceptionally good with customers, or who have experience and/or skills in merchandising. Advancement into a sales position may mean leaving the security of a salary for the exciting challenges of commission-based pay.
Advancement opportunities are typically based on demonstrated skill, so additional training and very visible company projects will often lead to promotional opportunities. Individuals with strong marketing backgrounds may also be selected for mid and upper-level management positions within a company or organization.
Major Employers
Career opportunities in marketing and sales exist across many industries. Potential employers include all retail stores, manufacturers, non-profit organizations, and small businesses, with additional opportunities in firms that specialize in advertising, public relations, publicity, or consumer research. Most organizations and businesses have need of marketing expertise; in small businesses, this function may be coordinated by other managers. In addition to the employers listed above, sales positions are also found in service-based organizations that sell financial services, insurance, travel, and etc.
Program Course Requirements for AAS degree
Program Course Requirements for Certificate
| 
