SALES AND MARKETING OCCUPATIONS

Quick Takeaways

Demand: Tennessee has experienced a net gain of approximately 4,600 jobs since 2019 in retail trade. Sales occupations increasingly require advanced computer skills. Occupations in-demand in five or more areas of the state include supervisors of retail sales workers, advertising sales agents, financial services sales agents, and non-technical wholesale and manufacturing sales representatives. Supply: 74 percent of graduates in selling skills and sales operations certificate programs were found in the Tennessee job market with entry level wages of just over $33,000. Others employed in sales likely obtain degrees in business administration, finance, or a technical field. High school CTE programs in entrepreneurial studies had 144 concentrators. Unmet Needs: All regions indicated a need for more first line supervisors of retail sales workers.

The sales and marketing career cluster includes occupations that plan, manage, and perform marketing activities or are otherwise responsible for sales of goods and services to consumers.

Tennessee’s retail trade industry employs 337,800 people, which reflects a net gain of approximately 4,600 jobs (1.4 percent) since 2019.64 Only 21 states have a net jobs gain in this industry due to pandemic losses.

Sales occupations are increasingly requiring skills with data analysis software, database querying software, enterprise planning software, and customer relationship management software. After the onset of the pandemic, many retail operations in Tennessee began offering pick-up and delivery of products at unprecedented rates, and these two occupations likely needed to upskill quickly to adapt to the changing marketplace. Buy online, pick up in store (BOPIS), also known as click-and-collect, is the process of a consumer ordering an item online and picking it up later that day or in the following days.

Another new trend in retail is that consumers may buy less but be more invested in understanding the product life cycle. REI, the nation’s largest consumer co-op, has pre-loved outdoor gear for sale. REI announced in January 2022 that its fourth distribution center in the country will be in Tennessee, situated on 41 acres in Wilson County.65

First-line supervisors of retail sales workers are in-demand in every region of Tennessee. First-line supervisors of retail sales workers will likely continue to be on the forefront of managing the buy online, pick up in store (BOPIS) and/or click-and-collect processes in Tennessee.

This career cluster prepares students for marketing and sales positions which are prevalent in a vast array of other industries outside of retail sales. Marketing managers and sales managers, for example, often gain employment in headquarters operations or consulting firms.

The programs captured in the Sales and Marketing career cluster prepare students with the skills necessary for the commercial buying and selling of goods. Example programs include the Master of Science in Digital Marking at East Tennessee State University (ETSU) and certificate programs for professional selling and customer service at MTSU and Northeast State Community College (NeSCC). While baccalaureate programs in fashion merchandising are not currently offered at public institutions of higher education in Tennessee, example programs are offered through Lipscomb University, Carson-Newman University, and Belmont University.

Sales And Marketing Aligned Academic Programs

Postsecondary Sales and Marketing Degrees, 2020-21

Source: P20 Connect, public postsecondary and select private postsecondary completers, 2020-21 and TDLWD Unemployment Insurance (UI) employment and wage records.

High School CTE Sales and Marketing Completers, 2020-21

Source: P20 Connect, TDOE high school CTE completers, 2020-21 and TDLWD Unemployment Insurance (UI) employment and wage records.