Includes bibliographical references (p. 181-186) and index.
Contents:
Index. appendix. Defining sales -- What is selling? -- What isn't sales -- Are you already selling? -- A wide variety of selling environments -- The sales cycle -- Types of sales positions -- ch. 2. What's great and what's tough about a sales job -- What is great about a sales job? -- What is tough about a sales job? -- ch. 3. A week in the life of a sales professional -- A week with Bud Zuberer, Senior Automation Consultant for a leading pharmacy automation company -- A week with Peirce Ward, New England Financial Network -- A week with Kathy T. : from teacher to sales manager -- ch. 4. What does a sales job pay? -- Sales compensation overview -- Pay ranges -- How does compensation affect your move into sales? -- ch. 5. The art and science of sales : understanding and assessing your fit for the field -- The art of sales -- The science of sales -- Other important traits and skills -- Putting it all together -- Where do you learn the art and science? -- Career and personality assessments -- Recognizing your balance -- Self-assessment checklist -- ch. 6. Why women rule in sales -- Women's traits for sales success -- Successful women in sales : nine portraits -- ch. 7. Strategies for breaking into sales -- Where the jobs are : strategy and industry recommendations -- The Dale Carnegie course as a proving ground -- Why companies hire -- Selling yourself in your resume and cover letter -- Selling yourself through networking -- Selling yourself in interviews -- ch. 8. Sales career paths -- Initial success -- Careers in direct sales -- Transitioning from sales to marketing -- Transitioning from sales to sales management -- Transitioning from sales or marketing management to general management -- appendix. Resources for your sales job search and career -- Career assessments and personality type profiles -- Researching employers and industries -- Top 10 sales-job web sites -- Resources for resume writing and career services -- Resources for sales professionals -- Index.
This resource is supported by the Institute of Museum and Library Services under the provisions of the Library Services and Technology Act as administered by State Library of Iowa.