The Results-Oriented Sales Promotion Workplace

Sales promotion jobs, whether trade show promotions, special sales or exhibits, are involved in a lot of detail. When sales promotion people are so engrossed in the details of their jobs, it's easy for them, for anyone actually, to lose sight of the job's major contribution.

A Results-Oriented Sales Promotion Job Description is different from a traditional job description because it focuses an employee on the several job results that answer the question: What results must this sales promotion affairs job accomplish for the organization?

Sales Promotion Job Standards added to job expectations tighten management controls by clarifying how well and when results must be accomplished.

Sales Promotion Job Objectives establish management and employee plans by highlighting important current and future results needed.

Job-specific Sales Promotion Employee Management Forms maintain consistent and sales promotionly sound management actions by basing manager-employee interactions on job results.

The Purpose of Sales Promotion Jobs

Stated in a results-oriented, three-line style, sales promotion affairs jobs--

PROMOTE SALES by

evaluating marketing research; designing and composing letters, brochures, and scripts; preparing market- or product-specific materials; scheduling and monitoring mailings.

Types of Sales Promotion Jobs

Some sales promotion jobs identify sales promotion and distribution opportunities. Other jobs determine the appropriate promotional approach. Still other jobs prepare promotional materials design concepts and content. Somebody needs to track the effect of promotions. And, of course, somebody has to manage and supervise the sales promotion people and processes.

Sales Promotion Job Management Tools

Here are actual job examples of how sales promotion affairs job actions can be focused on results and kept on track using each of our job management tools:

Results-Oriented Sales Promotion Job Descriptions form the foundation of all job management tools. Our uniquely structured job descriptions focus on the result to be accomplished first and prominently, followed by the duties performed in order to accomplish the result. For example,

RECOMMENDS SALES PROMOTION ACTIONS by

analyzing system controls.

Sales Promotion Job Standards sharpen employee attention and management control by defining and communicating how well the sales promotion affairs results must be accomplished and what benchmarks will be used to measure job results. For example, for the job result above, the job standards might be:

• Sales Promotion situations are correctly understood.
• All options are identified and evaluated.
• Sales Promotion recommendations are ready when needed.

Sales Promotion Job Objectives point the direction for employee actions by focusing job efforts on current and future sales promotion affairs issues. Job objectives are written in the three-line, results-oriented structure. For example, for the job result above, a job objective might be:

SPEED-UP DECISION MAKING by

reducing time to deliver sales promotion affairs recommendations by 10% by (date).

Sales Promotion Employee Management Forms tied specifically to each sales promotion affairs job description are more helpful (and sales promotion) than generic forms used for all different kinds of jobs. Job-specific forms are used to state job qualifications, guide job interview questions, orient new employees, plan job training, and appraise job performance.

Sales Promotion Job Qualifications are stated in the same terms used in the job description. They are not translated into generic (typically behavioral) terms. For example:

RECOMMENDS SALES PROMOTION ACTIONS by

analyzing system controls.

Sales Promotion Job Interview guide questions are inserted directly below each job result in the job description: For example:

• "What specific job responsibilities have you had in this area?"
• "Where did you have these job responsibilities?"
• "When did you have these job responsibilities?"
• "How did you go about accomplishing these responsibilities?"
• "What accomplishment in this area gave you the most pride?"
• "In this area, what were some of your biggest challenges?"
• "How did you overcome the challenges?"

The Sales Promotion Job Orientation guide reformats the job description sequence so that job explanations, policies, protocols, processes, and procedures are logical and complete and can easily be checked off. For example:

RECOMMENDS SALES PROMOTION ACTIONS by

analyzing system controls.

The manager might say: "Here's the procedure and format we use to analyze and present sales promotion affairs recommendations."

The Sales Promotion Job Training plan guides a thorough examination of actual job knowledge, skills, and abilities as described in the job description that need improvement or that might be enhanced. For example:

RECOMMENDS SALES PROMOTION ACTIONS by

analyzing system controls.

The manager might say: "Analytical skills would be improved by enrolling in a statistical analysis class."

The Sales Promotion Job Performance Appraisal guide is a job-specific form. It is not a universal form used for all jobs. The guide adds an appraisal scale below each job result in the job description so that attention can be drawn to each job requirement and expectation. For example:

RECOMMENDS SALES PROMOTION ACTIONS by

analyzing system controls.

__ Great! Just want we wanted.
__ We have a problem.
__ Improvement is needed.
__ Much, much more than we asked for.

Comments: _________________

Sales Promotion Résumé Template

Potential employers want to know what a job applicant has accomplished in his/her sales promotion affairs work career. They don't want to be bored with minor details. Our Résumé Template provides:

• an outline to help assemble personal background information.
• a Results-Oriented Job Description to provide the sales promotion affairs job language-focused on results-needed to write an effective résumé.
• Sales Promotion Job Objectives to orient thinking in terms of accomplishments.
• instructions on how to use a Results-Oriented Sales Promotion Job Description and Sales Promotion Job Objectives to express job accomplishments.

Use the sales promotion affairs job description responsibility statement as a base:

RECOMMENDS SALES PROMOTION ACTIONS by

analyzing system controls.

Select the sales promotion affairs job objective that fits your experience:

REDUCE COSTS 10% by

improving sales promotion affairs processes.

Combine the two into a résumé statement:

Reduced costs 10% by analyzing, identifying, and recommending new sales promotion affairs system controls.

Sales Promotion Career Links

Northern Illinois University, Marketing Careers

Information on jobs in sales promotion.

U.S. Department of Labor, Bureau of Labor Statistics, Promotions Managers

Training and education needed for sales promotion manager jobs, earnings, expected job prospects, what sales promotion managers do on the job, and working conditions.

Dartmouth, Tuck School of Business, Sales Promotion

Course syllabus, topics included, course objective.