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| Plan and direct
advertising policies and programs or produce collateral materials, such as
posters, contests, |
| coupons, or give-aways,
to create extra interest in the purchase of a product or service for a
department, an |
| entire organization, or
on an account basis. Oversee in-house account, creative, and media
services departments. |
| Advertising and
promotions managers may travel to meet with clients or representatives of
communications media. |
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| Manager, Product Sales
and Marketing manages product sales activities of assigned product or
products and develops |
| marketing strategies:
Reviews market analyses to determine customer needs, volume potential,
price schedules, and |
| discount rates, and
develops sales campaigns to accommodate goals of company. Manages product
simplification and |
| standardization to
eliminate unprofitable items from sales line. Represents company at trade
association meetings |
| to promote product. May
assist engineering and related technical divisions to prepare technical
support |
| publications. |
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| Market, or marketing
research analysts are concerned with the potential sales of |
| a product or service.
They analyze statistical data on past sales to predict future sales. They
gather data on |
| competitors and analyze
prices, sales, and methods of marketing and distribution. Market research
analysts devise |
| methods and procedures
for obtaining the data they need. They often design telephone, mail, or
Internet surveys to |
| assess consumer
preferences. Some surveys are conducted as personal interviews by going
door-to-door, leading focus |
| group discussions, or
setting up booths in public places such as shopping malls. Trained
interviewers, under the |
| market research
analystÆs direction, usually conduct the surveys. |
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| Advertising, marketing,
promotions, public relations, and sales managers coordinate the market
research, marketing |
| strategy, sales,
advertising, promotion, pricing, product development, and public relations
activities. Oversee |
| advertising and
promotion staffs, which usually are small, except in the largest firms. In
a small firm, managers |
| may serve as a liaison
between the firm and the advertising or promotion agency to which many
advertising or |
| promotional functions
are contracted out. In larger firms, advertising managers oversee in-house
account, creative, |
| and media services
departments. Marketing managers develop detailed marketing strategies.
They determine the |
| demand for products and
services offered by the firm and its competitors. In addition, they
identify potential |
| marketsùfor example,
business firms, wholesalers, retailers, government, or the general public.
Marketing managers |
| develop pricing
strategy with an eye towards maximizing the firmÆs share of the market and
its profits while |
| ensuring that the
firmÆs customers are satisfied. |
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| Senior Manager, Product
Sales and Marketing manages, through subordinate supervisors and lead
personnel, product |
| sales activities of
assigned product or products and develops marketing strategies:
Coordinates sales distribution |
| by establishing sales
territories, quotas, and goals, and advises dealers and distributors
concerning sales and |
| advertising techniques.
Assigns sales territories and analyzes sales statistics to formulate
policy and to assist |
| dealers in promoting
sales. Reviews market analyses to determine customer needs, volume
potential, price schedules, |
| and discount rates, and
develops sales campaigns to accommodate goals of company. Directs product
simplification |
| and standardization to
eliminate unprofitable items from sales line. Represents company at trade
association |
| meetings to promote
product. |
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| Director, Sales
develops and implements sales programs and initiaties. In large
orgainizations may report to Vice |
| President, Sales and
Marketing. Executes sales policies and campaigns to achieve maximum sales
volume potential for |
| products and/or
services. Designs and applies the overal sales strategy and taltical sales
plans. Assists in |
| Directing the firm's
sales program. Through subordinate Sales Managers devises and assigns
sales territories, set |
| goals, and establish
training programs for the sales representatives. Through subordinate Sales
Managers advises |
| sales representatives
on ways to improve their sales performance. |
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| First-Line Supervisors,
Customer Service supervise Customer Service Representatives to ensure
customer |
| satisfaction.. The may
oversees policies and procedures to ensure on-time delivery, assistance in
product |
| installation and survey
customer satisfaction.. |
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| Manager, Customer
Service directs the activities of Customer Service Representatives
directly or through suborinate |
| supervisory and/or lead
customer service personel. The Manager, Customer Service directly develops
and promulgates |
| customer service
policies and procedures to ensure consistent customer service and
satisfaction. Manager, Customer |
| Service troubleshoots
and resolves non-routine customer complaints and resolves major problems
with orders, |
| delivery dates or
service. |
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| Manager, Export Sales
manages activities of international traffic and negotiates |
| settlements between
foreign and domestic shippers. Manager, Export Sales plans and directs
flow of air and surface |
| traffic moving to
overseas locations. Manager, Export Sales negotiates with domestic
customers, as intermediary for |
| foreign customers,
resolves problems andheps parties to arrive at mutual agreements. Manager,
Export Sales may |
| negotiate with foreign
shipping interests to contract for reciprocal freight-handling arran
gements. |
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| Manager, Government
Sales directs staffing, training, and performance evaluations to develop
and control sales |
| programs to government
agencies. Coordinates government sales distribution by establishing sales
territories, |
| quotas, and goals, and
advises marketing and sales personnel concerning sales and advertising
techniques. |
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| Assists in Directing
the firm's sales program. Recommends and may assign sales territories, set
goals, and |
| establish training
programs for the sales representatives. Advise sales representatives on
ways to improve their |
| sales performance. In
large, multiproduct firms, may function as regional and local sales
managers. Sales managers |
| maintain contact with
dealers and distributors. Analyze sales statistics gathered by their
staffs to determine |
| sales potential and
inventory requirements and monitor the preferences of
customers. |
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| Vice President, Sales
develops and implements sales programs and initiaties. Proposes and
executes sales policies |
| and campaigns to
achieve maximum sales volume potential for products and/or services.
Designs and applies the |
| overal sales strategy
and taltical sales plans. Assists in Directs the firm's sales program.
Through subordinate |
| Sales Directors and
Managers devises and assigns sales territories and sets goals. Through
subordinate Sales |
| Directors and Managers
advises sales representatives on ways to improve their sales performance.
Through |
| subordinate Sales
Directors and Managers oversees regional and local sales managers and
their staffs and directs |
| Sales and Marketing
Analysts in review and analysis of sales statistics. |
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| Customer service
representatives are employed by many different types of companies
throughout the country to serve |
| as a direct point of
contact for customers. They are responsible for ensuring that their
companyÆs customers |
| receive an adequate
level of service or help with their questions and concerns. These
customers may be individual |
| consumers or other
companies, and the nature of their service needs can vary considerably.
All customer service |
| representatives
interact with customers to provide information in response to inquiries
about products or services |
| and to handle and
resolve complaints. They communicate with customers through a variety of
meansùeither in person; |
| by telephone, e-mail or
regular mail correspondence, or fax; or over the Internet. Some customer
service |
| representatives handle
general questions and complaints, whereas others specialize in a
particular area. |
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| Advertising Sales
Agents sell or solicit advertising, including graphic art, advertising
space in publications, |
| custom made signs, or
TV and radio advertising time. May obtain leases for outdoor advertising
sites or persuade |
| retailer to use sales
promotion display items. |
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| Securities and
commodities sales agents, also called brokers, stockbrokers, registered
representatives, account |
| executives, or
financial consultants, perform a variety of tasks, depending on their
specific job duties. When an |
| investor wishes to buy
or sell a security, for example, sales agents may relay the order through
their firmÆs |
| computers to the floor
of a securities exchange, such as the New York Stock Exchange. There,
securities and |
| commodities sales
agents known as floor brokers negotiate the price with other floor
brokers, make the sale, and |
| forward the purchase
price to the sales agents. If a security is not traded on an exchange, as
in the case of bonds |
| and over-the-counter
stocks, the broker sends the order to the firmÆs trading department. Here,
using their own |
| funds or those of the
firm, other securities sales agents, known as dealers, buy and sell
securities directly from |
| other dealers, with the
intention of reselling the security to customers at a profit. After the
transaction has |
| been completed, the
broker notifies the customer of the final price. |
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| Sales engineers, using
their engineering skills, help customers determine which products or
services provided by |
| the sales engineerÆs
employer best suit their needs. Sales engineers who also may be called
manufacturersÆ agents, |
| sales representatives,
or technical sales support workers often work with both the customer and
the production, |
| engineering, or
research and development departments of their company, or of independent
firms, to determine how |
| products and services
could be designed or modified to best suit the customerÆs needs. They also
may advise the |
| customer on how to best
utilize the products or services being provided. |
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| Sales representatives
employed directly by a manufacturer or wholesaler often are called sales
representatives. |
| ManufacturersÆ agents
or manufacturersÆ representatives are self-employed sales workers or
independent firms who |
| contract their services
to all types of manufacturing companies. However, many of these titles are
used |
| interchangeably. Sales
representatives spend much of their time traveling to and visiting with
prospective buyers |
| and current clients.
During a sales call, they discuss the clientÆs needs and suggest how their
merchandise or |
| services can meet those
needs. Because a vast number of manufacturers and wholesalers sell similar
products, sales |
| representatives must
emphasize any unique qualities of their products and services.
ManufacturersÆ agents or |
| manufacturersÆ
representatives might sell several complimentary products made by
different manufacturers and, thus, |
| take a broad approach
to their customersÆ business. Sales representatives may help install new
equipment and train |
| employees. They also
take orders and resolve any problems with or complaints about the
merchandise. |
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| Senior Customer Service
Representatives handle customer requests and questions regarding technical
and/or large |
| complex services,
products and accounts. Senior Customer Service Representative analyze and
rectify customer |
| concerns using standing
policies and procedures. May act as lead Customer Service
Representative. |
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| Travel agents give
advice on destinations and make arrangements for transportation, hotel
accommodations, car |
| rentals, tours, and
recreation. They also may advise on weather conditions, restaurants,
tourist attractions, and |
| recreation. For
international travel, agents also provide information on customs
regulations, required papers |
| (passports, visas, and
certificates of vaccination), and currency exchange rates. |
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| Cashiers receive and
disburse money in establishments other than financial institutions.
Usually involves use of |
| electronic scanners,
cash registers, or related equipment. Often involved in processing credit
or debit card |
| transactions and
validating checks. |
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| Cashier I employees
perform routine cashiering duties requiring a limited knowledge of
cashiering functions and/or |
| involving limited
amounts of cash or monetary substitutes. they work under direct
supervision from higher-level |
| cashiers or other
designated supervisors. Cashiers are responsible for receiving,
disbursing, and maintaining |
| custody of cash or
monetary substitutes for any of a variety of reasons (payment of fees,
cashing of checks, sale |
| of tickets or
merchandise, etc.). |
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| Cashier II employees
are experienced cashiers who perform standard cashiering duties requiring
a knowledge of a |
| range of customary
cashiering operations and/or involving moderate amounts of cash or
monetary substitutes. They |
| work under general
supervision from higher-level cashiers or other designated
supervisors. |
| Cashier III employees
perform responsible functions in a cashiering operation (such as those
that involve the use |
| of independent judgment
within existing guidelines, responsibility for designated operational
areas, |
| coordination/review of
various activities, and/or large amounts of cash or monetary substitutes).
They work under |
| direction from
higher-level cashiers or other designated supervisors. |
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| Counter and Rental
Clerks receive orders for repairs, rentals, and services. May |
| describe available
options, compute cost, and accept payment. |
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| Demonstrators and
product promoters create public interest in buying a product by
demonstrating it to prospective |
| customers and answering
their questions. They may sell the demonstrated merchandise, or gather
names of prospects |
| to contact at a later
date or to pass on to a sales staff. Demonstrators promote sales of a
product to consumers, |
| while product promoters
try to induce retail stores to sell particular products and market them
effectively. |
| Product demonstration
is an effective technique used by both to introduce new products or
promote sales of old |
| products because it
allows face-to-face interaction with potential customers. |
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| Driver/Sales Workers
drive truck or other vehicle over established routes or within an
established territory and |
| sell goods, such as
food products, including restaurant take-out items, or pick up and deliver
items, such as |
| laundry. May also take
orders and collect payments. Includes newspaper delivery
drivers. |
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| Parts Salespersons sell
spare and replacement parts and equipment in repair shop |
| or parts
store. |
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| Retail
Salespersons sell merchandise, such as furniture, motor vehicles,
appliances, or apparel in a retail |
| establishment.
Retail Salespersons make out sales checks; receive cash, checks, and
charge payments; bag or |
| package
purchases; and give out change and receipts. Depending on the hours
they work, retail salespersons may have |
| to open or close
cash registers. |
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| Stock clerks and
order fillers receive, unpack, check, store, and track merchandise
or materials. They keep records |
| of items entering
or leaving the stockroom and inspect damaged or spoiled goods. They
sort, organize, and mark |
| items with
identifying codes, such as price, stock, or inventory control codes,
so that inventories can be located |
| quickly and
easily. They also may be required to lift cartons of various sizes.
In larger establishments, where |
| they may be
responsible for only one task, they may be called stock-control
clerks, merchandise distributors, or |
| property
custodians. In smaller firms, they also may perform tasks usually
handled by shipping and receiving |
| clerks. |
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| Telemarketers
solicit orders for goods or services over the
telephone. |
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