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Why Sales Management is Important to our Consumer Economy

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We live in a consumer economy, with as much as 70 percent of spending done by consumers. This means that selling to consumers is crucial to keeping the economy afloat. Consumer spending is especially important when the economy is recovering from a recession. With so much riding on consumers buying what retailers are selling, sales management becomes a vital cog in the machinery of the economy. You can be a part of this by earning an associate degree in sales management from Antonelli College. Doing so will put you at the heart of our consumer economy and here’s why:

·       Consumer spending drives the economy. If you listen to financial news, you will hear this common statement said in many different ways. We live in a consumer economy and consumption of goods and services by individuals and businesses is essential to keeping it going. Economists always get nervous when consumers switch from spending to saving, highlighting the importance of consumerism to the overall economy. Consumer needs and wants drive that spending, but sales management teams motivate them to spend more.

·       Businesses need to sell to survive. In any kind of economy, a business has a job to sell products and services. If a company can’t be competitive and get their goods out to consumers, it won’t last long. Selling may begin with the quality of the product or service, but it is the sales management team that drives the consumer to pull the trigger and buy.

·       Sales management is the lynchpin of a business. A successful business has many important components. It must have good leaders guiding the workers and the company as a whole. Those who create and develop the products and services are essential for providing consumers with something they both want and need. Most importantly though, sales management convinces consumers that they want and need what is being sold. Without a good sales team, a business cannot survive.

·       Sales teams drive economic recovery. We have come through a bad recession, and the sign that the economy is in recovery is always related to consumer spending. When people slow down their savings and speed up their spending, we all breathe a sigh of relief. Sales management is responsible for convincing consumers to spend more and continue the recovery of a healthy economy. Recovery is when sales teams really step up their games and make a big contribution to bringing strength back to the economy.

If you want to be a part of a strong, recovering economy, sales management is a great place to start. With an associate’s degree from Antonelli College, you can learn the skills you need to find your new career in sales. You can take classes around your schedule and finish your degree sooner than you imagined was possible. With your degree you will find yourself ready to work in a field that is not only important to the economy, but one that can provide you with a stable and meaningful career.


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5 Fundamentals to Improve Your Sales Management Skills

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Sales is an exciting career, especially for anyone who is outgoing and enjoys being around people. With an Associate Degree of Applied Business in Sales Management, you can learn the skills to launch your career in sales. Maybe you already have sales experience from working in retail and you want to work your way up into a management position or on a sales team for a larger company. If you love sales, here are five ways you can up your game: 

1.     Get hands-on experience. Selling is an action, which means you can’t do it well without practice. If you have yet to get into sales, now is the time to start practicing. If you work toward a sales management degree at Antonelli College, you will participate in hands-on sales experiences, including an internship. This real-world experience in sales will help you cement the skills you have learned about sales and management.

2.     Learn to be a coach. A career in sales management isn’t just about selling; it’s also about managing a sales team. Think of it like a sports team. You are the coach and your sales representatives are the players. To get the most out of them you have to coach and lead them. You can learn coaching skills from sports experiences, but also from life coaching. Learning more about either position will help you be a better leader once you find a position in sales management.

3.     Earn a degree. You don’t necessarily have to have degree to work in sales, but it will help you immensely. By earning a degree you show potential employers that you are serious about your future in sales and management. On a practical level, a degree in sales management also gives you the skills you need to be good at your job in sales. You will learn invaluable lessons in the classroom from teachers who have been in sales for their entire careers.

4.     Focus on needs. Selling is all about finding out what a potential customer needs. Regardless of what you’re selling, if you can play to a need that your customer has, you can sell it. Always think in terms of a problem your customer has and what he or she needs to fix it; then you can sell anything.

5.     Set goals. Being good at sales management is like anything else in life. It requires knowledge, skills, and practice. To go above and beyond, though, you need to set goals. People who set goals are more successful because they have something concrete to work towards. As you learn to improve your skills, set small, incremental, and achievable goals and you will succeed.

The best way to jumpstart your career in this field is to get started in our sales management degree program. Whether you have yet to land your first sales job or you’re stagnating in in your current sales position, a degree can give you the push you need to take the next step forward and to improve your sales management skills.

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Top 3 Career Paths for Business Management Graduates

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There is no doubt that you can set yourself up for a brighter future with an Associate’s Degree in Business Management from Antonelli College. We’ve designed the program to give you the skills you need to get ahead in a real-world business environment.


But one thing to remember is that a business degree provides a lot of flexibility to graduates — you don’t have to settle for just any job! It’s a good idea to consider the career path that’s best for you, whether you’re still a student or already a graduate.


To get your brain working, here are 3 career paths to consider when you have an Associate’s Degree in Business Management from Antonelli College:


1. Business


Okay, this one is obvious. A Business Management Degree gets you ready for the business world by providing crucial skills like software, accounting, research and writing. But you may not have considered that these skills are transferable to any kind of business. Want an office job? Go for it. But you can also pursue jobs in retail, restaurants, entertainment, manufacturing, — virtually any industry that interests you. And don’t forget there is always the option to start your own business.


2. Non-Profits


As you know, non-profits generally exist to support a cause of some kind. But what you may not have realized is that non-profits are still businesses. They have different ways of getting money and a different tax structure. Nevertheless non-profits have to worry about overhead, payroll and technology solutions — all the stuff that you learn about when you study Business Management. Bare in mind that non-profit employees sometimes don’t earn as much as their for-profit counterparts. But they find that working for a cause they believe in makes up for it.


3. Education


The same goes for the education sector as it does for non-profits — there are all kinds of skills, and most are not businesses. But in terms of skills, there’s a lot of overlap. For example, just like a business, a school is an organization with employees (teachers) and managers (administrators). In many institutions of higher education, you’ll find positions that specifically require business skills like accounting or marketing.


You may be looking at the above list and thinking, “But these career paths include almost any industry.” That’s kind of the point. An Associate’s Degree in Business Management can prepare you for a rewarding career in business. But the skills you’ll learn will be valuable anywhere.

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The Evolution of Business Management

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It’s tough to pinpoint the exact beginnings of management. But there’s a case to be made for its origins in the Middle Ages. Back then there wasn’t exactly a trained class of professional managers. Still, rich people and royalty (who were usually one and the same) were always looking for competent people to run their affairs, leaving them more time for traditional pursuits, like hunting and eating giant pieces of meat with their hands.


Many royal households in the Middle Ages had a guy called a seneschal, who looked after day-to-day affairs. His job was to supervise the servants and kitchens and keep track of household expenses. Outside of the castle, there might be an overseer managing the money-generating enterprises, like the farms or quarries. The seneschal and overseer were certainly managers. But their jobs were less complicated than today’s managers in that peasants and workers had absolutely no rights.


You also would find management types — people skilled at bureaucracy and decision-making — in organizations like the Church and the military, or in early multinational corporations like the Dutch East India Company.


But management as a field of study arose during the Industrial Revolution. With new manufacturing technologies, organizations could grow like never before. And these enterprises needed people capable of supervising labor, bookkeeping, tracking materials, planning workflow and ensuring quality control — in other words, managers.


A big step forward in American business management occurred with the creation of the Wharton School in 1881. Joseph Wharton was a metals magnate who saw the need for a more systemized training in American business management. While it had certainly been possible to take business classes, Wharton was the first school devoted entirely to business in the United States.


In the early 20th century, managers focused on mass production. The idea was to look for the most efficient, consistent and predictable ways of making stuff in order to maximize profits. Henry Ford’s assembly line — which manufactured cars the same way, with the same parts, every time — was essentially a wildly successful management approach to mass production.


It was around this time that managers also became interested in managing people and not just production. Ford noticed that when you kept the same guy doing the same thing on the production line for too long, his output numbers declined — likely out of sheer boredom. By having workers rotate jobs, Ford found that his workers were more interested in the job, and thus able to crank out more Model Ts.


In mid-century, the discussion shifted to management style. Kurt Lewin’s famous studies researched the effectiveness of three different approaches: autocratic, democratic and laissez-faire. He found that the autocratic manager could be effective for a time but tended to result in dissatisfied workers. Laissez-faire managers created “meh” employees and “meh” results. The most successful were democratic types, who let employees voice their opinions and have insight into the decision-making process.


The first big management guru was an Austrian émigré, Peter Drucker. He was an academic who had dedicated his career to understanding how people organize themselves in corporations. He was deeply concerned about the ethical implications of management, urging business leaders to focus both on short-term gains and long-term planning. Drucker spawned a revolution in how people perceived business management. For him, it wasn’t merely a set of skills, but an art unto itself. For better or worse, he also paved the way for popular books on management, most of dubious quality.


The 21st century has already seen so many changes that it is impossible to predict the direction of business management. But we can point to two trends. The first is how people with knowledge-based skills — whom Drucker called knowledge workers — no longer feel much loyalty to their corporate bosses, and vice-versa. This will undoubtedly have a big effect on the future of management.  


The second trend is more optimistic — it’s the interest in empathy as a business management tool. This means that managers will be more focused on understanding their employees and customers in order to work towards everyone’s greater satisfaction.


This is good news. Although technology keeps evolving, our basic needs have stayed the same. In contrast to our medieval ancestors, these days we can hope for a work life of mutual respect and job satisfaction. Then as now, that’s not happening without good managers.

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5 Predictions for Social Media Marketing for 2016

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Sometimes it seems like every day there’s a new social media trend blowing up the Internet. With all the hype it can be tough to figure what’s important to marketers. Here’s a look at some new developments that we think will stick around through 2016 and beyond. And if you like what we have to say, check out how we can help you get started with your own social media career.


1.     Quick and easy conversions. It takes too many clicks to make a purchase. Any day now we’re going to be able to buy stuff with a tweet, which is great news for marketers — in fact, this is going to be huge.


2.     Content management. With the insane growth of social media, it’s getting impossible to keep track of contacts. How can you know which relationships to cultivate when you have 700 “friends?” Look for ways to help curate contacts so you can stay in touch with the contacts that bring value.


3.     Social media and streaming content. Nobody thought that Netflix and Amazon could be good at making TV shows and look at them now. We’re going to see social media platforms producing their own content as well. LinkedIn could easily create its own business-related content, or Tumblr could go after a younger audience with a series. Look for a social media platform to release its own pilot.


4.     Quickie, non-fancy video content. You already know how well video works on Facebook and YouTube. It can work just as well without spending a lot of money. We’re going to see more marketers using video, even with their smartphones, to reach consumers. We’ll see marketers encourage relationships with customers by posting tips and tricks or video responses to frequently asked questions.


5.     More buzzwords. We’ve seen this every year since the advent of social media — buzzwords that everybody freaks out about that don’t in the end mean a thing (remember “tipping points?”). Of course social media marketers should keep their eyes out for new technologies. But don’t let yourself get caught up in the social media version of rompers.


So, if you have a passion for Social Media and all its new trends, why not turn that passion into a career? With the Associate Degree of Applied Business in Marketing and Social Media Management you’ll be able to help businesses grow through their social media presence, or maybe even start your own! We’re waiting to help you get started. Contact us today!

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Latest AC News

Freaky Friday Photo Bash
On Friday, October 13th, Antonelli’s Cincinnati campus held its first annual Freaky Friday Photo Bash! The event featured a gorgeous set designed by Interior Design Faculty Chante Bright and Photo Department Chair Andrea Millette. Other a...
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