Opportunities in Sales Careers

by Brescoll, James; Dahm, Ralph M.; Camenson, Blythe; Fox, Bill

• ISBN13: 9780658016479
• ISBN10: 0658016474
• Edition: 1st
• Format: Paperback
• Copyright: 2001-10-02
• Publisher: McGraw-Hill

Summary

Opportunities In Sales Careersoffers job seekers essential information about a variety of sales careers and includes training and education requirements, salary statistics, and professional and Internet resources.

Table of Contents

About the Authors	v
Foreword	ix
Introduction	xiii
Are You Sales Oriented?	1	(18)
Characteristics of Sales
Skills and Qualities you'll need to succeed
How to inventory skills and interests for Sales Work
Sales in Review	19	(14)
Sales Objectives
A brief history of Sales
Sales: duties and responsibilities
Sales Opportunities ahead
The Seller and the Customer: Personal views
The Sales role in business
Personal Rewards
Selling the Product	33	(36)
The Basic types of sales positions
The internet
Television
Telemarketing
Computers
Sales Engineers
A Cautionary note
Service and responsibilities
Requirements for Selling
Sales Managements	69	(16)
The Difference between Sales Management and actual selling
Managing the sales force
Areas of responsibility
Sacrifices
Working with Others	85	(18)
Interpersonal skills
Achieving personal growth
Steps to success
Seeing the future
Compensation	103	(16)
Salary
Commission
Incentives
Bonuses
Noncash incentives
Sales Opportunities in Manufacturing Industries	119	(8)
Strategic plans
Customer commitments
Advancement
Sales Opportunities in Service Industries	127	(8)
Services offered to corporate users
Travel industry
Computer industry
Consulating services
Services sold to consumers
Appendix A: Sales and Marketing Professional Associations	135	(4)
Appendix B: Sales and Marketing Publications	139	(2)
Appendix C: Job-Locating Resources	141	(2)
Appendix D: Training Programs for Sales and Sales-Related Careers	143