2. 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?
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3. “Sales makes a great career.” ~Wayne Legg Evolution Robotics Retail
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4. Opportunities in Selling
Most marketing careers begin in selling
Growth is especially strong in:
Health care
Information technology
Hospitality
Finance
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5. Making a Good Match Understanding your needs
Structure
Motivation
Stress and rejection
Interest
Understanding what you have to offer
Skills
Knowledge
Qualities and traits
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6. Traits of Top Salespeople
Strong ego
Sense of urgency
Ego driven
Assertive
Willing to take risks
Sociable
Abstract reasoner
Skeptical
Creative
Empathic
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7. 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
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8. A Good Match Between Salesperson and Company
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9. The Recruiting Process
Selecting salespeople
Applicant information sources
Application form
References
Interviews
Assessment centers
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10. 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
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11. 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
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12. Examples of Legal and Illegal Questions
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13. 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
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14. During the Interview (continued)
Presentation
Remember FEBA (feature, evidence, benefit, agreement)
Portfolio
Gaining commitment
Close the interview with some form of gaining commitment
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15. Special Types of Interview
Disguised interview
Stress interview
Panel interview
Group interview
Follow-up
Interviewing never ends
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16. 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
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17. Example Career Path for Director of Sales
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18. 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.
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19. Coping With Situational Stress
Use imaging
Exercise
Take breaks
Rest
Prepare
Recover
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20. Reducing Role Stress Prioritize Seek support Reset expectations
Act and move on
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21. 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
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22. 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.
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