Sales Manager

Sales managers organize and monitor marketing and distribution strategies. The work includes the supervision of the sales staff and the development of sales programmes designed to introduce prospective customers to new products and services.

Sales managers are also responsible for reviewing market trends and evaluating sales. Sales management may include the development of a network of dealers that sell a product in the field.

It is important that the sales manager leads by example in providing excellent service to clients and the public at large. Poor service can lead to a decline in profit for the company. The sales manager must provide the sales staff with the best training and information on sales strategies. In bigger companies there may be more than one manager and every manager may be responsible for a separate department.

Sales managers usually work in business offices that are clean, pleasant and well lit. Some areas of specialisation include: automotive sales; wholesale sales; real estate sales; advertising and marketing.

How to Enter

Schooling & School Subjects

  • National Senior Certificate meeting degree requirements for a degree course
  • National Senior Certificate meeting diploma requirements for a diploma course

Each institution has its own entry requirements.

What to Study

Degree: Bdegree with Marketing as a major – UCT, NMMU, Monash, UNISA

Diploma: N.Dip: Marketing – CPUT, VUT, DUT, TUT. Also most TVET colleges, e.g. Northlink, Boland, KZN Coastal, Flavius Mareka, S Cape College, Vuselela.

The Institute of Marketing Management offers a Diploma in Marketing Management (three years) and a Certificate in Sales Management, Salesmanship, Retail Marketing and Marketing Management (each one year). Various correspondence colleges provide these courses.

Many private institutions offer courses in Marketing e.g. Boston, Kaizen, Global School, College Campus, Rosebank College, Varsity College, AAA, ICESA, and Damelin.


  • wholesale and retail stores
  • manufacturing firms
  • large and small businesses
  • self-employment, with enough experience, initiative and capital, can start own business

Further Information

Institute of Marketing Management (IMM)
P O Box 91820
Auckland Park, 2006
Tel: (011) 482-1419 Fax: (011) 726-3679

Getting Started

  • try to obtain vacation or part-time work as a shop assistant or a salesperson
  • arrange to speak to sales managers about this type of career and ask to observe them