James Brescoll - Opportunities in sales careers

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title	:	Opportunities in Sales Careers VGM Opportunities Series
author	:	Brescoll, James.; Dahm, Ralph M.
publisher	:	NTC Contemporary
isbn10 | asin	:	0844244384
print isbn13	:	9780844244389
ebook isbn13	:	9780071397780
language	:	English
subject	Selling--Vocational guidance.
publication date	:	1995
lcc	:	HF5438.25.B733 1995eb
ddc	:	658.85/023/73
subject	:	Selling--Vocational guidance.

Page i VGM Opportunities Series Opportunities in Sales Careers James Brescoll Ralph M. Dahm Foreword by Bill Fox Vice President, Sales Sony Corporation of America VGM Career Horizons NTC/Contemporary Publishing Company

Page ii Cover Photo Credits: Clockwise from upper left: American Marketing Association; Walgreen, Co; VGM files; American Marketing Association. Permissions Names, addresses, and telephone numbers of colleges anduniversities provided in Appendix A are from The College BlueBook-Degrees Offered by College and Subject, 23rd ed., and TheCollege Blue Book-Narrative Descriptions, 23rd ed., and arereprinted with permission of Macmillan Publishing Company,New York, New York. Library of Congress Cataloging-in-Publication Data Brescoll, James. Opportunities in sales careers / James Brescoll, Ralph M. Dahm: foreword by Bill Fox. p. cm. (VGM opportunities series) Includes bibliographical references. ISBN 00-8442-4438-4. ISBN 0-8442-4439-2 (soft) 1. SellingVocational guidance. I. Dahm, Ralph M. II. Title. III. Series. HF5438.25.B733 1995 658.85'023'73dc2094-49548 CIP Published by VGM Career Horizons, a division of NTC Publishing Group 4255 West Touhy Avenue Lincolnwood (Chicago), Illinois 60646-1975 U.S.A. 1995 by NTC Publishing Group, All rights reserved. No part of this book may be reproduced, stored in a retrieval system, or transmitted in any form or by any means. electronic, mechanical, photocopying, recording or otherwise, without the prior permission of NTC Publishing Group. Manufactured in the United States of America. 9 0 VP 9 8 7 6 5 4 3

Page iii Contents About the Authors v Foreword ix Preface xiii Introduction xv 1. Sales in Review 1 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. 2. Self-Appraisal: Are You Sales-Oriented? 15 Characteristics of sales. Sales success skills. How to inventory skills and interests for sales work. 3. Selling the Product 33

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