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Sales Careers: From Entry Level to Management Roles

Learn about entry-level jobs available to new college graduates, how to find these jobs, ace interviews, and prepare for a career in sales, from selling to management roles. Understand traits of top salespeople, company needs, recruiting process, and managing stress.

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Sales Careers: From Entry Level to Management Roles

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  1. MANAGING YOUR CAREER chapter 17 • 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? SOME QUESTIONS ANSWERED IN THIS CHAPTER ARE: 17-2 McGraw-Hill/Irwin

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

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

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

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

  6. 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 17-7 McGraw-Hill/Irwin

  7. A Good Match Between Salesperson and Company 17-8 McGraw-Hill/Irwin

  8. The Recruiting Process • Selecting salespeople • Applicant information sources • Application form • References • Interviews • Assessment centers 17-9 McGraw-Hill/Irwin

  9. 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 17-10 McGraw-Hill/Irwin

  10. The Interview • 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 17-11 McGraw-Hill/Irwin

  11. Examples of Legal and Illegal Questions 17-12

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

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

  14. Special Types of Interview • Disguised interview • Stress interview • Panel interview • Group interview • Follow-up • Interviewing never ends 17-15 McGraw-Hill/Irwin

  15. 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 17-16 McGraw-Hill/Irwin

  16. Example Career Path for Director of Sales 17-17 McGraw-Hill/Irwin

  17. 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. 17-18 McGraw-Hill/Irwin

  18. Coping With Situational Stress • Use imaging • Exercise • Take breaks • Rest • Prepare • Recover 17-19 McGraw-Hill/Irwin

  19. Reducing Role Stress • Prioritize • Seek support • Reset expectations • Act and move on 17-20 McGraw-Hill/Irwin

  20. 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 17-21 McGraw-Hill/Irwin

  21. 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. 17-22 McGraw-Hill/Irwin

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