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Opportunities in Technical Sales Careers,9780658000515
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Opportunities in Technical Sales Careers


Edition: 1st
Author(s): Rowh, Mark
ISBN10:  0658000519
ISBN13:  9780658000515
Format:  Hardcover
Pub. Date:  10/2/2001
Publisher(s): MCG (Manual)

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SummaryTable of Contents
Opportunities In Technical Sales Careers offers job seekers essential information about a variety of careers within the technical sales field and includes training and education requirements, salary statistics, and professional and Internet resources.
About the Author vii
Foreword ix
Acknowledgments xi
The Need for Technical Products and Services
1(10)
Product areas served by technical sales professionals
Retail versus wholesale trade. The technical slant
Questions to ask
The Technical Sales Professional
11(18)
The human touch
Manufacturers' and wholesale representatives
Independent agents
Services sales representatives
Typical positions
Skills required
Advantages of a technical sales career
Computer, Electronic, and Electrical Equipment Sales
29(8)
Industry trends
Types of sales opportunities
Profile: a computer sales professional
Future prospects
Pharmaceutical and Chemical Sales
37(10)
Pharmaceutical sales
Chemical sales
Profile: a chemical sales professional
Future prospects
Biological and Biotechnology Sales
47(6)
Biotechnology sales
Profile: a biotechnology sales professional
Future prospects
Other Technical Sales
53(8)
Aerospace manufacturing
Motor vehicle and equipment manufacturing
Printing and publishing
Telecommunications
Biometrics
Related jobs
Self-employment
Educational Preparation
61(28)
Basic educational requirements
Beginning the educational process
College and university sales programs
Two-year college programs
Association-sponsored training
Private training firms
Company training programs
Professional Associations
89(14)
Benefits of participating in professional associations
Representative associations
Salaries and Benefits
103(4)
Method of payment
Factors affecting earnings
Average earnings. Benefits
Getting Started
107(12)
Using the Internet
Traditional approaches
Getting an inside look
Strengthening employment potential
Appendix A: Further Reading 119(2)
Appendix B: Representative Professional Associations 121(6)
Appendix C: Colleges Offering Sales-Related Programs 127(16)
U.S. colleges
Canadian colleges
Glossary 143

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