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TITLE: Sales Managers

DEFINITION: Plan, direct, and coordinate sales activities by establishing sales territories, quotas, goals, and training programs for sales representatives. Analyze sales statistics to determine sales potential, inventory requirements, and customer preferences.

  • TASKS
  • KNOWLEDGE
  • SKILLS
  • ABILITIES
  • WORK ACTIVITIES
  • WORK CONTEXT
  • INTERESTS
  • WORK VALUES
  • CROSSWALKS


    TASKS:

    1. Directs and coordinates activities involving sales of manufactured goods, service outlets, technical services, operating retail chain, and advertising services for publication.

    2. Plans and directs staffing, training, and performance evaluations to develop and control sales and service programs.

    3. Directs, coordinates, and reviews activities in sales and service accounting and record keeping, and receiving and shipping operations.

    4. Analyzes marketing potential of new and existing store locations, sales statistics, and expenditures to formulate policy.

    5. Confers or consults with department heads to plan advertising services, secure information on appliances and equipment, and customer required specifications.

    6. Reviews operational records and reports to project sales and determine profitability.

    7. Advises dealers and distributors on policies and operating procedures to ensure functional effectiveness of business.

    8. Directs foreign sales and service outlets of organization.

    9. Visits franchised dealers to stimulate interest in establishment or expansion of leasing programs.

    10. Directs clerical staff to maintain export correspondence, bid requests, and credit collections and current information on tariffs, licenses, and restrictions.

    11. Confers with potential customers regarding equipment needs and advises customers on types of equipment to purchase.

    12. Resolves customer complaints regarding sales and service.

    13. Represents company at trade association meetings to promote products.

    14. Directs product research and development.

    15. Inspects premises of assigned stores for adequate security exits and compliance with safety codes and ordinances.

    16. Direct conversion of products from USA to foreign standards.

    KNOWLEDGE:
    Knowledge elements are ranked by importance.

    100 Administration and Management
    Knowledge of principles and processes involved in business and organizational planning, coordination, and execution. This includes strategic planning, resource allocation, manpower modeling, leadership techniques, and production methods

    96 Sales and Marketing
    Knowledge of principles and methods involved in showing, promoting, and selling products or services. This includes marketing strategies and tactics, product demonstration and sales techniques, and sales control systems

    88 Customer and Personal Service
    Knowledge of principles and processes for providing customer and personal services including needs assessment techniques, quality service standards, alternative delivery systems, and customer satisfaction evaluation techniques

    75 English Language
    Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar

    71 Mathematics
    Knowledge of numbers, their operations, and interrelationships including arithmetic, algebra, geometry, calculus, statistics, and their applications

    67 Personnel and Human Resources
    Knowledge of policies and practices involved in personnel/human resource functions. This includes recruitment, selection, training, and promotion regulations and procedures; compensation and benefits packages; labor relations and negotiation strategies; and personnel information systems

    63 Economics and Accounting
    Knowledge of economic and accounting principles and practices, the financial markets, banking, and the analysis and reporting of financial data

    54 Communications and Media
    Knowledge of media production, communication, and dissemination techniques and methods including alternative ways to inform and entertain via written, oral, and visual media

    50 Education and Training
    Knowledge of instructional methods and training techniques including curriculum design principles, learning theory, group and individual teaching techniques, design of individual development plans, and test design principles

    46 Law, Government and Jurisprudence
    Knowledge of laws, legal codes, court procedures, precedents, government regulations, executive orders, agency rules, and the democratic political process

    46 Public Safety and Security
    Knowledge of weaponry, public safety, and security operations, rules, regulations, precautions, prevention, and the protection of people, data, and property

    46 Clerical
    Knowledge of administrative and clerical procedures and systems such as word processing systems, filing and records management systems, stenography and transcription, forms design principles, and other office procedures and terminology

    42 Psychology
    Knowledge of human behavior and performance, mental processes, psychological research methods, and the assessment and treatment of behavioral and affective disorders

    38 Foreign Language
    Knowledge of the structure and content of a foreign (non-English) language including the meaning and spelling of words, rules of composition and grammar, and pronunciation

    33 Transportation
    Knowledge of principles and methods for moving people or goods by air, rail, sea, or road, including their relative costs, advantages, and limitations

    33 Geography
    Knowledge of various methods for describing the location and distribution of land, sea, and air masses including their physical locations, relationships, and characteristics

    25 Telecommunications
    Knowledge of transmission, broadcasting, switching, control, and operation of telecommunications systems

    21 Computers and Electronics
    Knowledge of electric circuit boards, processors, chips, and computer hardware and software, including applications and programming

    21 Sociology and Anthropology
    Knowledge of group behavior and dynamics, societal trends and influences, cultures, their history, migrations, ethnicity, and origins

    17 Production and Processing
    Knowledge of inputs, outputs, raw materials, waste, quality control, costs, and techniques for maximizing the manufacture and distribution of goods

    13 Philosophy and Theology
    Knowledge of different philosophical systems and religions, including their basic principles, values, ethics, ways of thinking, customs, and practices, and their impact on human culture

    8 Therapy and Counseling
    Knowledge of information and techniques needed to rehabilitate physical and mental ailments and to provide career guidance including alternative treatments, rehabilitation equipment and its proper use, and methods to evaluate treatment effects

    8 History and Archeology
    Knowledge of past historical events and their causes, indicators, and impact on particular civilizations and cultures

    8 Engineering and Technology
    Knowledge of equipment, tools, mechanical devices, and their uses to produce motion, light, power, technology, and other applications

    4 Mechanical
    Knowledge of machines and tools, including their designs, uses, benefits, repair, and maintenance

    4 Design
    Knowledge of design techniques, principles, tools and instruments involved in the production and use of precision technical plans, blueprints, drawings, and models

    SKILLS:
    Skills elements are ranked by importance.

    92 Speaking
    Talking to others to effectively convey information

    88 Coordination
    Adjusting actions in relation to others' actions

    79 Problem Identification
    Identifying the nature of problems

    79 Time Management
    Managing one's own time and the time of others

    79 Critical Thinking
    Using logic and analysis to identify the strengths and weaknesses of different approaches

    75 Identification of Key Causes
    Identifying the things that must be changed to achieve a goal

    75 Reading Comprehension
    Understanding written sentences and paragraphs in work related documents

    75 Service Orientation
    Actively looking for ways to help people

    75 Judgment and Decision Making
    Weighing the relative costs and benefits of a potential action

    71 Management of Personnel Resources
    Motivating, developing, and directing people as they work, identifying the best people for the job

    71 Active Learning
    Working with new material or information to grasp its implications

    71 Social Perceptiveness
    Being aware of others' reactions and understanding why they react the way they do

    71 Information Gathering
    Knowing how to find information and identifying essential information

    71 Identifying Downstream Consequences
    Determining the long-term outcomes of a change in operations

    67 Active Listening
    Listening to what other people are saying and asking questions as appropriate

    67 Operations Analysis
    Analyzing needs and product requirements to create a design

    67 Solution Appraisal
    Observing and evaluating the outcomes of a problem solution to identify lessons learned or redirect efforts

    67 Visioning
    Developing an image of how a system should work under ideal conditions

    67 Monitoring
    Assessing how well one is doing when learning or doing something

    63 Idea Generation
    Generating a number of different approaches to problems

    63 Implementation Planning
    Developing approaches for implementing an idea

    58 Idea Evaluation
    Evaluating the likely success of an idea in relation to the demands of the situation

    58 Mathematics
    Using mathematics to solve problems

    54 Writing
    Communicating effectively with others in writing as indicated by the needs of the audience

    54 Persuasion
    Persuading others to approach things differently

    54 Systems Perception
    Determining when important changes have occurred in a system or are likely to occur

    54 Management of Financial Resources
    Determining how money will be spent to get the work done, and accounting for these expenditures

    50 Information Organization
    Finding ways to structure or classify multiple pieces of information

    50 Negotiation
    Bringing others together and trying to reconcile differences

    46 Learning Strategies
    Using multiple approaches when learning or teaching new things

    46 Management of Material Resources
    Obtaining and seeing to the appropriate use of equipment, facilities, and materials needed to do certain work

    46 Synthesis/Reorganization
    Reorganizing information to get a better approach to problems or tasks

    46 Systems Evaluation
    Looking at many indicators of system performance, taking into account their accuracy

    42 Instructing
    Teaching others how to do something

    33 Product Inspection
    Inspecting and evaluating the quality of products

    25 Equipment Selection
    Determining the kind of tools and equipment needed to do a job

    13 Technology Design
    Generating or adapting equipment and technology to serve user needs

    8 Science
    Using scientific methods to solve problems

    4 Testing
    Conducting tests to determine whether equipment, software, or procedures are operating as expected .

    ABILITIES:
    Abilities elements are ranked by importance.

    100 Oral Comprehension
    The ability to listen to and understand information and ideas presented through spoken words and sentences

    100 Written Comprehension
    The ability to read and understand information and ideas presented in writing

    100 Oral Expression
    The ability to communicate information and ideas in speaking so others will understand

    92 Speech Clarity
    The ability to speak clearly so that it is understandable to a listener

    88 Mathematical Reasoning
    The ability to understand and organize a problem and then to select a mathematical method or formula to solve the problem

    83 Originality
    The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem

    83 Deductive Reasoning
    The ability to apply general rules to specific problems to come up with logical answers. It involves deciding if an answer makes sense.

    83 Number Facility
    The ability to add, subtract, multiply, or divide quickly and correctly

    83 Fluency of Ideas
    The ability to come up with a number of ideas about a given topic. It concerns the number of ideas produced and not the quality, correctness, or creativity of the ideas.

    79 Written Expression
    The ability to communicate information and ideas in writing so others will understand

    75 Speech Recognition
    The ability to identify and understand the speech of another person

    75 Inductive Reasoning
    The ability to combine separate pieces of information, or specific answers to problems, to form general rules or conclusions. It includes coming up with a logical explanation for why a series of seemingly unrelated events occur together.

    71 Memorization
    The ability to remember information such as words, numbers, pictures, and procedures

    67 Problem Sensitivity
    The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.

    58 Selective Attention
    The ability to concentrate and not be distracted while performing a task over a period of time

    58 Near Vision
    The ability to see details of objects at a close range (within a few feet of the observer)

    54 Time Sharing
    The ability to efficiently shift back and forth between two or more activities or sources of information (such as speech, sounds, touch, or other sources)

    50 Visualization
    The ability to imagine how something will look after it is moved around or when its parts are moved or rearranged

    50 Information Ordering
    The ability to correctly follow a given rule or set of rules in order to arrange things or actions in a certain order. The things or actions can include numbers, letters, words, pictures, procedures, sentences, and mathematical or logical operations.

    50 Category Flexibility
    The ability to produce many rules so that each rule tells how to group (or combine) a set of things in a different way.

    50 Auditory Attention
    The ability to focus on a single source of auditory (hearing) information in the presence of other distracting sounds

    50 Far Vision
    The ability to see details at a distance

    46 Speed of Closure
    The ability to quickly make sense of information that seems to be without meaning or organization. It involves quickly combining and organizing different pieces of information into a meaningful pattern

    42 Perceptual Speed
    The ability to quickly and accurately compare letters, numbers, objects, pictures, or patterns. The things to be compared may be presented at the same time or one after the other. This ability also includes comparing a presented object with a remembered object

    33 Trunk Strength
    The ability to use one's abdominal and lower back muscles to support part of the body repeatedly or continuously over time without "giving out" or fatiguing

    33 Visual Color Discrimination
    The ability to match or detect differences between colors, including shades of color and brightness

    29 Spatial Orientation
    The ability to know one's location in relation to the environment, or to know where other objects are in relation to one's self

    25 Flexibility of Closure
    The ability to identify or detect a known pattern (a figure, object, word, or sound) that is hidden in other distracting material

    25 Manual Dexterity
    The ability to quickly make coordinated movements of one hand, a hand together with its arm, or two hands to grasp, manipulate, or assemble objects

    25 Arm-Hand Steadiness
    The ability to keep the hand and arm steady while making an arm movement or while holding the arm and hand in one position

    21 Wrist-Finger Speed
    The ability to make fast, simple, repeated movements of the fingers, hands, and wrists

    21 Hearing Sensitivity
    The ability to detect or tell the difference between sounds that vary over broad ranges of pitch and loudness

    21 Finger Dexterity
    The ability to make precisely coordinated movements of the fingers of one or both hands to grasp, manipulate, or assemble very small objects

    17 Depth Perception
    The ability to judge which of several objects is closer or farther away from the observer, or to judge the distance between an object and the observer

    13 Response Orientation
    The ability to choose quickly and correctly between two or more movements in response to two or more signals (lights, sounds, pictures, etc.). It includes the speed with which the correct response is started with the hand, foot, or other body parts

    13 Static Strength
    The ability to exert maximum muscle force to lift, push, pull, or carry objects

    13 Multilimb Coordination
    The ability to coordinate movements of two or more limbs together (for example, two arms, two legs, or one leg and one arm) while sitting, standing, or lying down. It does not involve performing the activities while the body is in motion

    8 Extent Flexibility
    The ability to bend, stretch, twist, or reach out with the body, arms, and/or legs

    8 Sound Localization
    The ability to tell the direction from which a sound originated

    8 Control Precision
    The ability to quickly and repeatedly make precise adjustments in moving the controls of a machine or vehicle to exact positions

    4 Glare Sensitivity
    The ability to see objects in the presence of glare or bright lighting

    4 Night Vision
    The ability to see under low light conditions

    4 Gross Body Equilibrium
    The ability to keep or regain one's body balance or stay upright when in an unstable position

    4 Gross Body Coordination
    The ability to coordinate the movement of the arms, legs, and torso together in activities where the whole body is in motion

    4 Stamina
    The ability to exert one's self physically over long periods of time without getting winded or out of breath

    4 Dynamic Strength
    The ability to exert muscle force repeatedly or continuously over time. This involves muscular endurance and resistance to muscle fatigue

    WORK ACTIVITIES:
    Work activities elements are ranked by importance.

    92 Selling or Influencing Others
    Convincing others to buy merchandise/goods, or otherwise changing their minds or actions.

    88 Establishing and Maintaining Relationships
    Developing constructive and cooperative working relationships with others.

    88 Getting Information Needed to Do the Job
    Observing, receiving, and otherwise obtaining information from all relevant sources.

    88 Communicating With Other Workers
    Providing information to supervisors, fellow workers, and subordinates. This information can be exchanged face-to-face, in writing, or via telephone/electronic transfer.

    88 Communicating With Persons Outside Organization
    Communicating with persons outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged face-to-face, in writing, or via telephone/electronic transfer.

    88 Making Decisions and Solving Problems
    Combining, evaluating, and reasoning with information and data to make decisions and solve problems. These processes involve making decisions about the relative importance of information and choosing the best solution.

    88 Analyzing Data or Information
    Identifying underlying principles, reasons, or facts by breaking down information or data into separate parts.

    88 Staffing Organizational Units
    Recruiting, interviewing, selecting, hiring, and promoting persons for the organization.

    83 Coordinating Work and Activities of Others
    Coordinating members of a work group to accomplish tasks.

    83 Guiding, Directing and Motivating Subordinates
    Providing guidance and direction to subordinates, including setting performance standards and monitoring subordinates.

    83 Identifying Objects, Actions, and Events
    Identifying information received by making estimates or categorizations, recognizing differences or similarities, or sensing changes in circumstances or events.

    83 Providing Consultation and Advice to Others
    Providing consultation and expert advice to management or other groups on technical, systems-related, or process related topics.

    79 Monitoring and Controlling Resources
    Monitoring and controlling resources and overseeing the spending of money.

    75 Updating and Using Job-Relevant Knowledge
    Keeping up-to-date technically and knowing one's own jobs' and related jobs' functions.

    75 Developing and Building Teams
    Encouraging and building mutual trust, respect, and cooperation among team members.

    75 Resolving Conflict or Negotiating with Others
    Handling complaints, arbitrating disputes, and resolving grievances, or otherwise negotiating with others.

    75 Coaching and Developing Others
    Identifying developmental needs of others and coaching or otherwise helping others to improve their knowledge or skills.

    75 Organizing, Planning, and Prioritizing
    Developing plans to accomplish work, and prioritizing and organizing one's own work.

    75 Monitor Processes, Material, or Surroundings
    Monitoring and reviewing information from materials, events, or the environment, often to detect problems or to find out when things are finished.

    71 Processing Information
    Compiling, coding, categorizing, calculating, tabulating, auditing, verifying, or processing information or data.

    71 Thinking Creatively
    Originating, inventing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.

    71 Performing Administrative Activities
    Approving requests, handling paperwork, and performing day-to-day administrative tasks.

    71 Evaluating Information Against Standards
    Evaluating information against a set of standards and verifying that it is correct.

    71 Implementing Ideas or Programs
    Conducting or carrying out work procedures and activities in accord with one's own ideas or information provided through directions/instructions for purposes of installing, modifying, preparing, delivering, constructing, integrating, finishing, or completing programs, systems, structures, or products.

    67 Developing Objectives and Strategies
    Establishing long range objectives and specifying the strategies and actions to achieve these objectives.

    67 Scheduling Work and Activities
    Scheduling events, programs, activities, as well as the work of others.

    67 Judging Qualities of Things, Services, or People
    Making judgments about or assessing the value, importance, or quality of things or people.

    67 Estimating Needed Characteristics
    Estimating the Characteristics of Materials, Products, Events, or Information: Estimating sizes, distances, and quantities, or determining time, costs, resources, or materials needed to perform a work activity.

    67 Interpreting Meaning of Information to Others
    Translating or explaining what information means and how it can be understood or used to support responses or feedback to others.

    67 Teaching Others
    Identifying educational needs, developing formal training programs or classes, and teaching or instructing others.

    67 Documenting or Recording Information
    Entering, transcribing, recording, storing, or maintaining information in either written form or by electronic/magnetic recording.

    63 Inspecting Equipment, Structures, or Material
    Inspecting or diagnosing equipment, structures, or materials to identify the causes of errors or other problems or defects.

    58 Interacting With Computers
    Controlling computer functions by using programs, setting up functions, writing software, or otherwise communicating with computer systems.

    50 Performing For or Working With Public
    Performing for people or dealing directly with the public, including serving persons in restaurants and stores, and receiving clients or guests.

    29 Assisting and Caring for Others
    Providing assistance or personal care to others.

    25 Drafting and Specifying Technical Devices
    Providing documentation, detailed instructions, drawings, or specifications to inform others about how devices, parts, equipment, or structures are to be fabricated, constructed, assembled, modified, maintained, or used.

    21 Performing General Physical Activities
    Performing physical activities that require moving one's whole body, such as in climbing, lifting, balancing, walking, stooping, where the activities often also require considerable use of the arms and legs, such as in the physical handling of materials.

    17 Handling and Moving Objects
    Using one's own hands and arms in handling, installing, forming, positioning, and moving materials, or in manipulating things, including the use of keyboards.

    8 Operating Vehicles or Equipment
    Running, maneuvering, navigating, or driving vehicles or mechanized equipment, such as forklifts, passenger vehicles, aircraft, or water craft.

    4 Repairing and Maintaining Electrical Equipment
    Fixing, servicing, adjusting, regulating, calibrating, fine-tuning, or testing machines, devices, and equipment that operate primarily on the basis of electrical or electronic (not mechanical) principles.

    WORK CONTEXT:
    Work context elements are ranked by frequency (F), importance (I), responsibility (R), amount of contact (C), how serious (S), objective vs. subjective (O), automation (A), extent of frustration (E), responsible for health and safety (H), likelihood of injury (L), degree of injury (D) .

    87 (I) Importance of Being Sure All Is Done
    How important is it to be sure that all the details of this job are performed and everything is done completely?

    83 (F) Indoors
    How frequently does this job require the worker to work: Indoors

    83 (I) Coordinate or Lead Others
    How important are interactions requiring the worker to: Coordinate or lead others in accomplishing work activities (not supervision)?

    83 (I) Provide a Service to Others
    How important are interactions requiring the worker to: Provide a service to others (e.g., customers)?

    83 (I) Deal With External Customers
    How important are interactions requiring the worker to: Deal with external customers (e.g., retail sales) or the public in general (e.g., police work)?

    83 (I) Persuade Someone to a Course of Action
    How important are interactions requiring the worker to: Persuade someone to a course of action (informally) or influence others to buy something (to sell)?

    81 (C) Job-Required Social Interaction
    How much does this job require the worker to be in contact (face-to-face, by telephone, or otherwise) with others in order to perform it?

    80 (I) Supervise, Coach, Train Others
    How important are interactions requiring the worker to: Supervise, coach, train, or develop other employees?

    79 (R) Responsibility for Outcomes and Results
    How responsible is the worker for work outcomes and results of other workers?

    75 (F) Sitting
    How much time in a usual work period does the worker spend: Sitting?

    73 (I) Importance of Being Exact or Accurate
    How important is being very exact or highly accurate in performing this job?

    72 (S) Consequence of Error
    How serious would the result usually be if the worker made a mistake that was not readily correctable?

    67 (O) Objective or Subjective Information
    How objective or subjective is the information communicated in this job?

    57 (I) Importance of Being Aware of New Events
    How important is being constantly aware of either frequently changing events (e.g. security guard watching for shoplifters) or infrequent events (e.g. radar operator watching for tornadoes) to performing this job?

    54 (F) Frequency in Conflict Situations
    How frequently do the job requirements place the worker in conflict situations?

    50 (I) Take a Position Opposed to Others
    How important are interactions requiring the worker to: Take a position opposed to coworkers or others?

    50 (F) Walking or Running
    How much time in a usual work period does the worker spend: Walking or running?

    50 (F) Standing
    How much time in a usual work period does the worker spend: Standing?

    44 (E) Frustrating Circumstances
    To what extent do frustrating circumstances ("road blocks" to work that are beyond the worker's control) hinder the accomplishment of this job?

    42 (A) Degree of Automation
    Indicate the level of automation of this job.

    42 (F) Deal With Unpleasant or Angry People
    How frequently does the worker have to deal with unpleasant, angry, or discourteous individuals as part of the job requirements?

    38 (H) Responsible for Health and Safety of Others
    How responsible is the worker for others' health and safety on this job?

    29 (F) Outdoors
    How frequently does this job require the worker to work: Outdoors

    29 (F) Using Hands on Objects, Tools, Controls
    How much time in a usual work period does the worker spend: Using hands to handle, control, or feel objects, tools or controls?

    21 (F) Sounds or Noise Levels Are Distracting
    How often during a usual work period is the worker exposed to the following conditions: Sounds and noise levels that are distracting and uncomfortable?

    17 (F) Extremely Bright or Inadequate Lighting
    How often during a usual work period is the worker exposed to the following conditions: Extremely bright or inadequate lighting conditions?

    17 (F) Kneeling, Crouching or Crawling
    How much time in a usual work period does the worker spend: Kneeling, stooping, crouching or crawling?

    17 (F) Making Repetitive Motions
    How much time in a usual work period does the worker spend: Making repetitive motions?

    17 (F) Contaminants
    How often during a usual work period is the worker exposed to the following conditions: Contaminants (pollutants, gases, dust, odors, etc.)?

    17 (F) Bending or Twisting the Body
    How much time in a usual work period does the worker spend: Bending or twisting the body?

    13 (F) Hazardous Situations
    How often does this job require the worker to be exposed to harardous situations? Hazardous Situations involving likely cuts, bites, stings, or minor burns

    13 (I) Importance of Repeating Same Tasks
    How important is repeating the same physical activities (e.g., key entry) or mental activities (e.g., checking entries in a ledger) over and over, without stopping, to performing this job?

    10 (D) Hazardous Situations
    If injury, due to exposure to hazardous situations, were to occur while performing this job, how serious would be the likely outcome? Hazardous Situations involving likely cuts, bites, stings, or minor burns

    10 (I) Pace Determined by Speed of Equipment
    How important is it to this job that the pace is determined by the speed of equipment or machinery? (This does not refer to keeping busy at all times on this job.)

    8 (F) Climbing Ladders, Scaffolds, Poles, etc.
    How much time in a usual work period does the worker spend: Climbing ladders, scaffolds, poles, etc?

    8 (F) Common Protective or Safety Attire
    How often does the worker wear: Common protective or safety attire, such as safety shoes, glasses, gloves, hearing protection, hard-hat, or personal flotation device?

    8 (F) Very Hot
    How often during a usual work period is the worker exposed to the following conditions: Very hot (above 90 F) or very cold (under 32 F) temperatures?

    7 (L) Hazardous Situations
    What is the likelihood that the worker would be injured as a result of being exposed to hazardous situations while performing this job? Hazardous Situations involving likely cuts, bites, stings, or minor burns

    4 (F) High Places
    How often does this job require the worker to be exposed to high places? High Places (e.g., heights above 8 feet on ladders, poles, scaffolding, catwalks, etc.)

    4 (F) Hazardous Conditions
    How often does this job require the worker to be exposed to hazardous conditions? Hazardous Conditions (e.g., high voltage electricity, combustibles, explosives, chemicals; do not include hazardous equipment or situations)

    4 (F) Keeping or Regaining Balance
    How much time in a usual work period does the worker spend: Keeping or regaining balance?

    4 (F) Special Uniform
    How often does the worker wear: A special uniform, such as that of a commercial pilot, nurse, police officer, or military personnel?

    4 (F) Deal With Physically Aggressive People
    How frequently does this job require the worker to deal with physical aggression of violent individuals?

    4 (F) Cramped Work Space, Awkward Positions
    How often during a usual work period is the worker exposed to the following conditions: Cramped work space that requires getting into awkward positions?

    3 (D) Hazardous Conditions
    If injury, due to exposure to hazardous conditions, were to occur while performing this job, how serious would be the likely outcome? Hazardous Conditions (e.g., high voltage electricity, combustibles, explosives, chemicals; do not include hazardous equipment or situations)

    2 (L) Hazardous Conditions
    What is the likelihood that the worker would be injured as a result of being exposed to hazardous conditions while performing this job? Hazardous Conditions (e.g., high voltage electricity, combustibles, explosives, chemicals; do not include hazardous equipment or situations)

    INTERESTS:
    Interest elements are ranked by occupational interest.

    100 Enterprising
    Enterprising occupations frequently involve starting up and carrying out projects. These occupations can involve leading people and making many decisions. Sometimes they require risk taking and often deal with business.

    78 Conventional
    Conventional occupations frequently involve following set procedures and routines. These occupations can include working with data and details more than with ideas. Usually there is a clear line of authority to follow.

    44 Social
    Social occupations frequently involve working with, communicating with, and teaching people. These occupations often involve helping or providing service to others.

    22 Artistic
    Artistic occupations frequently involve working with forms, designs and patterns. They often require self-expression and the work can be done without following a clear set of rules.

    17 Investigative
    Investigative occupations frequently involve working with ideas, and require an extensive amount of thinking. These occupations can involve searching for facts and figuring out problems mentally.

    11 Realistic
    Realistic occupations frequently involve work activities that include practical, hands-on problems and solutions. They often deal with plants, animals, and real-world materials like wood, tools, and machinery. Many of the occupations require working outside, and do not involve a lot of paperwork or working closely with others.

    WORK VALUES:
    Work values elements are ranked by extent.

    68 Independence-Mean Extent
    Occupations that satisfy this work value allow employs to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy.

    66 Recognition-Mean Extent
    Occupations that satisfy this work value offer advancement, potential for leadership, and are often considered prestigious. Corresponding needs are Advancement, Authority, Recognition and Social Status.

    63 Working Conditions-Mean Extent
    Occupations that satisfy this work value offer job security and good working conditions. Corresponding needs are Activity, Compensation, Independence, Security, Variety and Working Conditions.

    61 Achievement-Mean Extent
    Occupations that satisfy this work value are results oriented and allow employees to use their strongest abilities, giving them a feeling of accomplishment. Corresponding needs are Ability Utilization and Achievement.

    55 Relationships-Mean Extent
    Occupations that satisfy this work value allow employees to provide service to others and work with co-workers in a friendly non-competitive environment. Corresponding needs are Co-workers, Moral Values and Social Service.

    52 Support-Mean Extent
    Occupations that satisfy this work value offer supportive management that stands behind employees. Corresponding needs are Company Policies, Supervision: Human Relations and Supervision: Technical.

    78 Compensation
    Workers on this job are paid well in comparison with other workers

    78 Authority
    Workers on this job give directions and instructions to others

    75 Activity
    Workers on this job are busy all the time

    72 Working Conditions
    Workers on this job have good working conditions

    72 Autonomy
    Workers on this job plan their work with little supervision

    69 Creativity
    Workers on this job try out their own ideas

    66 Company Policies and Practices
    Workers on this job are treated fairly by the company

    66 Co-workers
    Workers on this job have co-workers who are easy to get along with

    66 Advancement
    Workers on this job have opportunities for advancement

    63 Security
    Workers on this job have steady employment

    63 Recognition
    Workers on this job receive recognition for the work they do

    63 Ability Utilization
    Workers on this job make use of their individual abilities

    63 Responsibility
    Workers on this job make decisions on their own

    59 Achievement
    Workers on this job get a feeling of accomplishment

    56 Moral Values
    Workers on this job are never pressured to do things that go against their sense of right and wrong

    56 Social Status
    Workers on this job are looked up to by others in their company and their community

    56 Variety
    Workers on this job have something different to do every day

    53 Supervision, Human Relations
    Workers on this job have supervisors who back up their workers with management

    44 Social Service
    Workers on this job have work where they do things for other people

    38 Supervision, Technical
    Workers on this job have supervisors who train their workers well

    34 Independence
    Workers on this job do their work alone

    CROSSWALKS:
    DOT91 (Dictionary of Occupational Titles): 163167018 Manager, Sales
    163117014 Manager, Export
    189117018 Manager, Customer Technical Services
    163167010 Manager, Advertising
    163267010 Field Representative
    185117014 Area Supervisor, Retail Chain Store
    187167162 Manager, Vehicle Leasing and Rental
    185167042 Manager, Professional Equipment Sales-and-Service
    163167022 Manager, Utility Sales and Service

    AIM97 (Apprenticeship Information Management): No crosswalks

    CEN90 (1990 Census Occupations): 022 Managers and Administrators, N.E.C.
    013 Managers, Marketing, Advertising, and Public Relations

    CIP90 (Classification of Instructional Programs): 081208 Vehicle Marketing Operations
    090201 Advertising
    080705 General Retailing Operations
    521401 Business Marketing and Marketing Management
    521403 International Business Marketing

    GOE93 (Guide for Occupational Exploration): 050203 Managerial Work: Mechanical: Processing and Manufacturing
    110504 Business Administration: Sales and Purchasing Management
    111105 Business Management: Wholesale-Retail
    110901 Promotion: Sales

    MOC97 (Military Occupational Codes): No crosswalks

    OES98 (Occupational Employment Statistics): 13011 Marketing, Advertising, and Public Relations Managers

    OPM97 (Office of Personnel Management Occupations): 0011 Bond Sales Promotion
    1035 Public Affairs
    1144 Commissary Store Management

    SOC98 (Standard Occupational Classification): 11-2022 Sales Managers


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