Sales Managers
Management Occupations- O*NET-SOC code
- 11-2022.00
Plan, direct, or coordinate the actual distribution or movement of a product or service to the customer. Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers.
- Data source: BLSPublished: 2026-08
High· relative
LowFour relative bandsVery highGroup-level value
Scale, basis and source
Four relative bands (Low / Moderate / High / Very high)
831 detailed occupations in the BLS Employment Projections table. Assigned per National Employment Matrix (NEM) code, so occupations sharing a NEM code carry the same band
- Data source: AnthropicPublished: 2026-03
0.043
0.000Range of values carried here0.745Scale, basis and source
Observed exposure index, 0–1 as published
Mapped onto O*NET tasks
Published per SOC 2018 occupation; every O*NET occupation with the same SOC 2018 code carries this value
- Data source: ILOPublished: 2025
0.41
0.09Range of values carried here0.70Group-level value
Scale, basis and source
Generative AI exposure index, 0–1 as published
Published per ISCO-08 unit group. Linked to this occupation, wholly or in part, by applying U.S. Bureau of Labor Statistics crosswalks (ISCO-08 to 2010 SOC, 2010 SOC to 2018 SOC) as published
What kind of figure this source publishes
The BLS category is a relative rank, not an absolute level, and it is not a first-hand measurement: it groups an occupation's percentile ranks across several published studies into four bands. It is not an employment or wage forecast, not a probability of adoption, and it does not separate automation from augmentation.
Task-level exposure
Exposed tasks only17 rated tasks · 15 tasks with β ≥ 0.5 (88.2%)
β = direct exposure (E1) + 0.5 × exposure when tools are available (E2), per the source repository's definition.
- Source unit: O*NET 27.2 tasks → O*NET 31.0 occupation code
- All rated tasks are in the O*NET 31.0 task list.
- Source
- OpenAI "GPTs are GPTs" exposure rubric
- Release
- gh-main-0471612
- License
- MIT License, Copyright (c) 2024 OpenAI
| Task (O*NET 20.1) | Claude.aiRaw / share % |
|---|---|
Resolve customer complaints regarding sales and service.11-2022.00 | 0.012450.8 |
Determine price schedules and discount rates.11-2022.00 | 0.005121.0 |
Represent company at trade association meetings to promote products.11-2022.00 | 0.003313.4 |
Review operational records and reports to project sales and determine profitability.11-2022.00 | 0.00208.0 |
Prepare budgets and approve budget expenditures.11-2022.00 | 0.00166.7 |
| Not observed on any surface — 12 task(s) — These tasks have no row in the source for this release. The 0 in the share row is a display-stage composition ratio; absence is what the — in the raw row states. | |
Monitor customer preferences to determine focus of sales efforts. | —0 |
Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications. | —0 |
Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs. | —0 |
Oversee regional and local sales managers and their staffs. | —0 |
Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate or other subjects of sale. | —0 |
Direct, coordinate, and review activities in sales and service accounting and record-keeping, and in receiving and shipping operations. | —0 |
Advise dealers and distributors on policies and operating procedures to ensure functional effectiveness of business. | —0 |
Visit franchised dealers to stimulate interest in establishment or expansion of leasing programs. | —0 |
Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase. | —0 |
Direct clerical staff to keep records of export correspondence, bid requests, and credit collections, and to maintain current information on tariffs, licenses, and restrictions. | —0 |
Direct foreign sales and service outlets of an organization. | —0 |
Assess marketing potential of new and existing store locations, considering statistics and expenditures. | —0 |
Values in this tab are predicted labels, not observations. Eloundou et al. (2023) published two rating regimes — human raters and GPT-4 — and the β shown here is derived from the GPT-4 rater basis alone; the same task can take a different value under the other regime. The unit and the meaning differ from the observed shares (%) in the other tabs, so do not place them on the same axis.
| Task (O*NET 27.2) | βE1 + 0.5 × E2 |
|---|---|
Resolve customer complaints regarding sales and service.O*NET Task ID 1 | 0.5 |
Monitor customer preferences to determine focus of sales efforts.O*NET Task ID 2 | 0.5 |
Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate, or other subjects of sale.O*NET Task ID 3 | 0.5 |
Determine price schedules and discount rates.O*NET Task ID 4 | 0.5 |
Review operational records and reports to project sales and determine profitability.O*NET Task ID 5 | 0.5 |
Direct, coordinate, and review sales and service accounting and record-keeping, as well as receiving and shipping.O*NET Task ID 6 | 0.5 |
Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications.O*NET Task ID 7 | 0.5 |
Advise dealers and distributors on policies and operating procedures to ensure functional effectiveness of business.O*NET Task ID 8 | 0.5 |
Prepare budgets and approve budget expenditures.O*NET Task ID 9 | 0.5 |
Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.O*NET Task ID 11 | 0.5 |
Confer with potential customers regarding equipment needs, and advise customers on types of equipment to purchase.O*NET Task ID 13 | 0.5 |
Oversee regional and local sales managers and their staffs.O*NET Task ID 14 | 0.5 |
Direct clerical staff to keep records of export correspondence, bid requests, and credit collections, and to maintain current information on tariffs, licenses, and restrictions.O*NET Task ID 15 | 0.5 |
Direct foreign sales and service outlets of an organization.O*NET Task ID 16 | 0.5 |
Assess marketing potential of new and existing store locations, considering statistics and expenditures.O*NET Task ID 17 | 0.5 |
Represent company at trade association meetings to promote products.O*NET Task ID 10 | 0.0 |
Visit franchised dealers to stimulate interest in establishment or expansion of leasing programs.O*NET Task ID 12 | 0.0 |
β = E1 + 0.5 × E2 · E1 = tasks where direct LLM access alone cuts time by at least 50%, E2 = tasks where software built on top of an LLM cuts time by at least 50%. Values take only 0 / 0.5 / 1.0.
Data sources & licenses — O*NET®, Anthropic Economic Index, Eloundou et al. (2023): see full notices on the Credits page
All O*NET 31.0 task statements (17)
All O*NET 31.0 task statements for this occupation (English, as published; task type core or supplemental). Exposure values are not listed here; they are in the table above, next to each task statement as worded in the O*NET version each source used.
| Task (O*NET 31.0) | Type |
|---|---|
| Resolve customer complaints regarding sales and service. | Core |
| Monitor customer preferences to determine focus of sales efforts. | Core |
| Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate, or other subjects of sale. | Core |
| Determine price schedules and discount rates. | Core |
| Review operational records and reports to project sales and determine profitability. | Core |
| Direct, coordinate, and review sales and service accounting and record-keeping, as well as receiving and shipping. | Core |
| Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications. | Core |
| Advise dealers and distributors on policies and operating procedures to ensure functional effectiveness of business. | Core |
| Prepare budgets and approve budget expenditures. | Core |
| Represent company at trade association meetings to promote products. | Core |
| Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs. | Core |
| Visit franchised dealers to stimulate interest in establishment or expansion of leasing programs. | Core |
| Confer with potential customers regarding equipment needs, and advise customers on types of equipment to purchase. | Core |
| Oversee regional and local sales managers and their staffs. | Core |
| Direct clerical staff to keep records of export correspondence, bid requests, and credit collections, and to maintain current information on tariffs, licenses, and restrictions. | Core |
| Direct foreign sales and service outlets of an organization. | Supplemental |
| Assess marketing potential of new and existing store locations, considering statistics and expenditures. | Supplemental |
0.00/ 3· Robot exposure index
Scale, basis and source
Each physical task is graded 0–3 by the setting in which robots that have been deployed, sold or demonstrated could do it (0 none · 1 purpose-built robot settings such as a fenced machine cell or a bottling line · 2 structured facilities such as a hospital pharmacy or a container port · 3 unstructured settings such as a private home or a construction site), and the grades are averaged by share of working time
Physical tasks among this occupation's O*NET 29.3 tasks
Anthropic estimated the grades and time shares with Claude Opus 5 using web search, as of 2026.
The robot exposure index is a different measure from the AI exposure figures on this site and cannot be added to or compared with them. It does not measure actual adoption or cost, and 0 also covers occupations with no physical tasks.
Tier of each physical task
None of this occupation's O*NET 29.3 tasks is classified as a physical task.
Occupation information
Employment outlook (BLS)
- Employment, 2025
- 650K
- Projected employment, 2035
- 679K
- Change (2025–35)
- +4.5%
- Median annual wage, 2025
- $148,270
- Typical education needed for entry
- Bachelor's degree
Korea classification links (KSCO)
Links from the current release of the Korea Occupation Direct Crosswalk v1.1, made by AI Changing Work. Relation values are read from the O*NET-SOC occupation side.
| KSCO code | KSCO title | Relation | Status |
|---|---|---|---|
| 15111 | 영업 관련 관리자 | This occupation is broader | confirmed |
| 15112 | 판매 관련 관리자 | This occupation is broader | confirmed |
| 15113 | 무역 관련 관리자 | Overlapping, not the same | confirmed |
| 13201 | 보험 관리자 | Related, not a match | confirmed |
Relation and status definitions(kr-direct v1.1)
ILO occupational description
AI Changing Work links the ISCO-08 unit groups below to this occupation by applying the U.S. Bureau of Labor Statistics crosswalks (2018 SOC to 2010 SOC, 2010 SOC to ISCO-08) as published, without case-by-case selection; each link may be whole or partial.
- ISCO-08 1221Sales and Marketing Managers
The definition, tasks and examples below are the ILO's description of that unit group, not of this occupation.
Sales and marketing managers plan, direct and coordinate the sales and marketing activities of an enterprise or organization, or of enterprises that provide sales and marketing services to other enterprises and organizations.
Tasks
- (a) planning and organizing special sales and marketing programmes based on sales records and market assessments;
- (b) determining price lists, discount and delivery terms, sales promotion budgets, sales methods, special incentives and campaigns;
- (c) establishing and directing operational and administrative procedures related to sales and marketing activities;
- (d) leading and managing the activities of sales and marketing staff;
- (e) planning and directing daily operations;
- (f) establishing and managing budgets and controlling expenditure to ensure the efficient use of resources;
- (g) overseeing the selection, training and performance of staff;
- (h) representing the enterprise or organization at sales and marketing conventions, trade exhibitions and other forums.
Example occupations
Marketing manager · Sales manager
Sources: ILO ISCO-08 — details: Credits
ESCO occupational vocabulary
Each entry below is matched to this occupation in the published ESCO-O*NET Crosswalk (version 1, 2022). The match types are that crosswalk's; the wording is AI Changing Work's.
- sales managerESCO 1221.3.2.1Same scope
Sales managers develop sales and targeting strategies for a company. They manage sales teams, allocate sales resources based on the plans, prioritise and follow up on critical leads, develop sales pitches and adjust them over time, and maintain a sales platform to track all leads and sales.
- auction house managerESCO 1221.1This occupation is broader
Auction house managers are responsible for the staff and activities in an auction house. Moreover, they manage the finances and marketing aspects of the auction house.
- category managerESCO 1221.3.2.1.1This occupation is broader
Category managers define the sales programme for specific product groups. They research market demands and newly supplied products.
- motor vehicle aftersales managerESCO 1221.3.2.1.3This occupation is broader
Motor vehicle aftersales managers maximise sales by closing business on an ongoing basis. They negotiate with existing clients for contract renewals. They maintain contracts, deal with claims, manage warranty, and investigate damages on products.
- movie distributorESCO 1324.5This occupation is broader
Movie distributors are responsible for the coordination of the distribution of motion pictures and television series. They also oversee the sale of these movies on DVD, Blu ray and on other media.
- trade regional managerESCO 1420.6This occupation is broader
Trade regional managers are responsible for activities and staff in an assigned region for a specific chain of stores.
- online sales channel managerESCO 1221.3.2.1.4Overlapping, not the same
Online sales channel managers define the sales programme for e-commerces such as goods sold via e-mail, internet and social media. They also assist in planning the of the online sales strategy and identifying marketing opportunities. Online sales channel managers also analyse competitor sites, review the site performance and analytics.
- promotion managerESCO 1221.3.3Overlapping, not the same
Promotion managers plan and implement the implementation of promotional programs in the point-of-sale of products. They coordinate all efforts from personnel, below-the-line (BTL) advertising material, and conventional advertising efforts in order to raise awareness of a specific promotion.
- sales account managerESCO 1420.3Overlapping, not the same
Sales account managers serve as intermediators between clients and the organisation, managing both sales and long term relations with the client. They have knowledge about products and services and develop contracts with customers.
Source: European Commission, DG EMPL — ESCO API 2026-08-08 (bridge v1.2.1)
License: CC BY 4.0 (EU Reuse Notice)
ESCO reuse terms and the modification notice are in Credits.
France classification links (ROME)
AI Changing Work's links between this occupation and ROME 4.0 job profiles, judged with AI models. Relations are read from this occupation's side. Links marked “provisional” were adopted on the judgments of two judges from the same model family (Claude) alone, or by an operator rule applied to their judgments, so they rest on weaker evidence than confirmed links.
| ROME code | ROME title (French) | Relation |
|---|---|---|
| D1406 | Directeur / Directrice des ventes | Same scopeprovisional |
| C1118 | Responsable de secteur en assurances | This occupation is broader |
| D1411 | Responsable Efficacité Commerciale (SFE) en industrie pharmaceutique | This occupation is broader |
| D1414 | Responsable de zone internationale | This occupation is broaderprovisional |
| D1417 | Chef / Cheffe des ventes | This occupation is broaderprovisional |
| H1512 | Directeur / Directrice de zone en industrie pharmaceutique | This occupation is broaderprovisional |
| M1707 | Responsable du développement commercial | This occupation is broaderprovisional |
| M1715 | Directeur commercial / Directrice commerciale | This occupation is broaderprovisional |
| D1517 | Chef / Cheffe de secteur distribution | Related, not a match |
| M1708 | Directeur / Directrice de l'accès au marché en industrie pharmaceutique | Related, not a match |
Source: France Travail — Répertoire Opérationnel des Métiers et des Emplois (ROME 4.0), version 61, last updated 15 June 2026 (https://www.data.gouv.fr/datasets/repertoire-operationnel-des-metiers-et-des-emplois-rome). Licence Ouverte 2.0.
ROME codes and titles are reproduced unchanged; the links to O*NET-SOC occupations are AI Changing Work's own judgment and are not a France Travail correspondence.
(AI Changing Work link release: fr-direct v1)
Spain classification links (CNO-11)
AI Changing Work's links between this occupation and CNO-11 occupations, judged with AI models. Relations are read from this occupation's side.
| CNO-11 code | CNO-11 title (Spanish) | Relation |
|---|---|---|
| 1221 | Directores comerciales y de ventas | This occupation is narrowerprovisional |
Source: Instituto Nacional de Estadística (INE), National Classification of Occupations 2011 (CNO-11, Royal Decree 1591/2010) — www.ine.es · Licensed CC BY 4.0. CNO-11 codes and Spanish titles are reproduced unchanged; the links to O*NET occupations are AI Changing Work's own judgment and are not an INE correspondence.
(AI Changing Work link release: es-direct v1)
Germany classification links (KldB)
AI Changing Work's links between this occupation and KldB occupations, judged with AI models. Relations are read from this occupation's side.
| KldB code | KldB title (German) | Relation |
|---|---|---|
| 61194 | Führungskräfte - Einkauf und Vertrieb | This occupation is narrower |
| 61294 | Führungskräfte - Handel | This occupation is broaderprovisional |
| 62194 | Führungskräfte - Verkauf | Related, not a match |
| 43294 | Führungskräfte - IT-Systemanalyse, IT-Anwendungsberatung und IT-Vertrieb | Related, not a matchprovisional |
| 61204 | Kaufleute im Handel (ohne Spezialisierung) - hoch komplexe Tätigkeiten | Related, not a matchprovisional |
| 61214 | Kaufleute im Groß- und Außenhandel - hoch komplexe Tätigkeiten | Related, not a matchprovisional |
| 61284 | Kaufleute im Handel (sonstige spezifische Tätigkeitsangabe) - hoch komplexe Tätigkeiten | Related, not a matchprovisional |
Source: © Statistik der Bundesagentur für Arbeit — Klassifikation der Berufe 2010 – überarbeitete Fassung 2020, https://statistik.arbeitsagentur.de. KldB codes and titles are reproduced unchanged; the links to O*NET occupations are AI Changing Work's own mapping (eigene Zuordnung) and are not a Bundesagentur für Arbeit correspondence.
(AI Changing Work link release: de-direct v1)
Japan classification links (JSCO)
AI Changing Work's links between this occupation and JSCO occupations, judged with AI models. Relations are read from this occupation's side.
| JSCO code | JSCO title (Japanese) | Relation |
|---|---|---|
| 031 | 会社管理職員 | This occupation is narrower |
Source: Ministry of Internal Affairs and Communications (MIC), Japan Standard Occupational Classification (Dec. 2009, MIC Notification No. 555). JSCO codes and Japanese titles are reproduced unchanged; the links to O*NET occupations are AI Changing Work's own judgment and are not a MIC correspondence.
(AI Changing Work link release: jp-direct v1)
Recent Changes Related to This Occupation
Summaries and relation labels are AI Changing Work's own; check any figures against the linked source.
Related Anthropic Economic Index report (Mar 2026): business sales and outreach automation (B2B lead qualification, cold-email drafting) and automated trading were two API workflows whose share at least doubled in three months. Tasks tied to Management occupations rose from 3% to 5% of Claude.ai traffic.
[Source: Anthropic Economic Index (March 2026)]
Sources, licenses and AI Changing Work's modification and translation notices for this page: Credits & sources