Chapter17

Chapter17 - Chapter 17 Chapter Managing Your Career...

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Chapter 17 Chapter 17 Managing Your Career
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Opportunities In Selling Opportunities In Selling Fast paced growth - Since 2006, more good jobs than candidates - 1 million new jobs expected in the next decade International opportunities are unlikely for most entry-level salespeople
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Making A Good Match Making A Good Match 1) Understand personal needs and offerings To thine own self be true – Shakespeare *BUT, to be true to yourself, you must know who you are, what you need, and what you can offer others. *You also must have a long-term view. *Your first job is a job someone wanted to leave behind for a good promotion
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2) Understand company needs and offerings Special Skills required? Special Abilities required? Certain G.P.A.? Corporate Culture?
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Understanding Yourself Understanding Yourself Understanding Your Needs Structure Motivation Stress and Rejection Interest
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Continued Continued Understand What You Have To Offer Skills Knowledge Qualities and Traits – See Exhibit 17.2 When To Ask These Questions Search for a job prior to graduation Students are three times more likely to find a job than those who wait until graduation
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Understanding The Company Understanding The Company What The Company Has To Offer Compensation and recognition programs, training, career opportunities, and other information Pick a company with a comfortable compensation program Size, promotion policies, or foreign What The Company Needs Three qualities company look for: good communication skills, self-motivation, and a positive and enthusiastic attitude Relative technical skills and knowledge See P. 459 for 4 bullet points – employers’ needs
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The Recruiting Process The Recruiting Process Selecting Salespeople Applicant Information Sources Five important sources of company information: 1) Application forms- preprinted form that the candidate completes 2) References- people who know the applicant (validate information) 3) Tests- provides information that cannot be readily obtained from other sources 4) Personal interviewers- interactions between recruiter and candidate (important source of information for recruiters) 5) Assessment centers- central location for evaluating candidates
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Chapter17 - Chapter 17 Chapter Managing Your Career...

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