Professional salespeople play a critical role
in today’s global marketplace. Supporting
nearly all industries, salespeople help
consumers and businesses define their
needs, understand and evaluate options,
make effective purchase decisions and
build enduring relationships.
Developing one’s sales skills is a key factor
of success whether selling internally or
externally.
With a career in sales, you will represent
the company for whom you work. For
example, sales representatives for ADP
might call on small businesses in a wide
variety of industries with the goal of selling
ADP’s payroll services. Landsberg sells
packaging solutions and UPS provides
logistical services. These are examples of
companies whose products are
purchased and used by other businesses.
Other companies such as Stanley,
Black & Decker advertise to
consumers, yet, their sales
representatives typically call on home
improvement and other retail
establishments. Other consumer
goods/services companies that
recruit for salespeople include Frito
Lay, Southern Wine & Spirits and
Penske Motor Group.
Several other key industries that recruit
sales representatives within Mihalyo
College of Business and Economics
include: Nationwide Financial for
financial services, TEK Systems, Enterprise
and Verizon for services, Fastenal and
Graybar for wholesale distribution, Haas Factory Outlet for machine tools, and
Federated Insurance and Bankers Life
and Casualty for insurance.
Successful sales people are those who enjoy establishing relationships with customers, and developing strategies to help better understand customers’ needs. They are people who are self-motivated, like to organize and manage their time independently, be on the go and travel, enjoy meeting and talking with people and offering solutions to clients’ needs by using the services of the company they represent.
Entry-level sales positions typically
carry the title of ‘Territory Manager’ or
‘Sales Representative’ with entry-level
base compensation packages of $45-$60K
or more. Many firms offer company cars
or car allowances as well as allowances
for cell phones and technology tools. A
complete compensation package
typically includes very good benefits
packages.
Within a few years, strong performers might
be promoted to gain ‘key account’
responsibility, and eventually lead a team
of sales representatives. Earnings potential
for these positions is typically well into six
figures.
Recent graduates who have entered into
sales positions report enjoying strong
earnings potential, with employers
supporting them with different types of
training, leading to career growth
opportunities.
Recognizing that over 70% of students whose concentration is in marketing go into sales, the Mihaylo College of Business and Economics’ Marketing Department created the Sales Leadership Center with the mission to ‘ignite sales careers’, which is accomplished through:
To fulfill the requirements for your marketing concentration, you may utilize up to two 400 level marketing courses or any 500 level marketing courses. The 500 level marketing courses offered vary by semester. Recent offerings include: Non-Profit Marketing, Strategic Marketing Intelligence, Product and Brand Management, and Business Marketing and Customer Relationship Management. Please check for current 500 level marketing courses.
Dr. David Locander
dlocander@fullerton.edu