MANAGING YOUR CAREER chapter 17 SOME QUESTIONS ANSWERED IN THIS CHAPTER ARE: Which entry-level jobs are available to new college graduates? Where do I find these jobs? How should I go about getting interviews, and what should I do when I have an interview? Which selection procedures besides interviews might I go through? Which career paths are available in sales? How can I prepare myself for a promotion into management? Page 452 17-2 McGraw-Hill/Irwin

“Sales makes a great career.” ~Wayne Legg Evolution Robotics Retail Page 453 17-3 McGraw-Hill/Irwin

Opportunities in Selling Most marketing careers begin in selling Growth is especially strong in: Health care Information technology Hospitality Finance Page 454 17-4 McGraw-Hill/Irwin

Making a Good Match Understanding your needs Structure Motivation Stress and rejection Interest Understanding what you have to offer Skills Knowledge Qualities and traits Pages 454-456 17-5 McGraw-Hill/Irwin

Traits of Top Salespeople Strong ego Sense of urgency Ego driven Assertive Willing to take risks Sociable Abstract reasoner Skeptical Creative Empathic Page 456 17-6 McGraw-Hill/Irwin

Understanding the Company What the company has to offer Compensation Recognition programs Training Career opportunities Sales positions What the company needs Good communication skills Self-motivation Positive and enthusiastic attitude Technical skill Knowledge Computer skills Pages 457-460 17-7 McGraw-Hill/Irwin

A Good Match Between Salesperson and Company Page 455 17-8 McGraw-Hill/Irwin

The Recruiting Process Selecting salespeople Applicant information sources Application form References Interviews Assessment centers Pages 460-461 17-9 McGraw-Hill/Irwin

Selling Your Capabilities Preparing the résumé Conventional résumés Functional résumés Gaining the interview Using personal contacts Using employment postings Responding to postings Writing the cover letter Pages 462-467 17-10 McGraw-Hill/Irwin

Preparing for the interview Gain knowledge of the customer Plan responses for common questions Prepare for situational questions and questions regarding travel Know what types of questions are illegal Plan to ask questions about the company and the interviewer’s career Shine your shoes Pages 467-469 17-11 McGraw-Hill/Irwin

Examples of Legal and Illegal Questions Page 468 17-12

During the Interview The approach Needs identification Social amenities Needs identification Prepare questions to help determine if the company will meet your needs Take notes Sales manager vs. personnel manager Compensation Pages 469-470 17-13 McGraw-Hill/Irwin

During the Interview (continued) Presentation Remember FEBA (feature, evidence, benefit, agreement) Portfolio Gaining commitment Close the interview with some form of gaining commitment Pages 470-471 17-14 McGraw-Hill/Irwin

Special Types of Interview Disguised interview Stress interview Panel interview Group interview Follow-up Interviewing never ends Pages 471-472 17-15 McGraw-Hill/Irwin

Managing Your Career Goals Balance Making the transition from college to career Dual career path Continue to develop your KSAS Sources of improvement Learn your current job Learn the job you want next Pages 472-476 17-16 McGraw-Hill/Irwin

Example Career Path for Director of Sales Page 474 17-17 McGraw-Hill/Irwin

Managing Stress Situational Stress Felt stress Role stress Role conflict Role ambiguity Role overload Situational stress is short-term anxiety caused by a situational factor. Felt stress is psychological distress or anxiety brought about by job demands or constraints encountered in the work environment. Pages 476-479 17-18 McGraw-Hill/Irwin

Coping With Situational Stress Use imaging Exercise Take breaks Rest Prepare Recover Page 477 17-19 McGraw-Hill/Irwin

Reducing Role Stress Prioritize Seek support Reset expectations Act and move on Page 478 17-20 McGraw-Hill/Irwin

Summary A sales career offers many opportunities for growth and personal development, but that career has to start somewhere. To achieve a match that results in mutual satisfaction, you must first understand who you are, specifically what you need, and what you have to offer. Finding industries and companies with the characteristics you desire will require you to apply your marketing research skills. Sources for job interviews include: Campus placement office Personal contacts Advertisements Page 479 17-21 McGraw-Hill/Irwin

Summary (continued) Résumés are personal brochures that help sell a candidate. Write effective cover letters You must actively manage your own career. Learn the job you have now and learn the job you want later. Stress can occur in any job. The opportunities for a sales career are so varied that almost anyone can probably fit into some sales position. Pages 479 17-22 McGraw-Hill/Irwin