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You will find Cameron-Brooks offers
many of the career fields that are available in Corporate
America. To be as successful as you can in your transition,
it’s recommended that you review and learn as much
as you can about all of the career fields listed below.
Since a lot of career fields are interrelated, the more
you learn, the better you will perform in your new career.
This will also give you a good idea of where you might best
fit in the business world.
Business Analysis |
Consulting |
Engineering |
Finance |
General Management
Information Technology |
Manufacturing |
Marketing |
Operations |
Professional Sales
Top Secret and Secret Clearance
Definition: The representation of a company to customers in a geographic region with the mission to grow sales revenue by selling products.
General: Sales is a key area of Corporate America. More CEO's come from sales than any other area in business. You will have responsibility for growing the revenue in a sales territory, which is defined either by geographic boundaries or by a list of accounts. You will spend the majority of your time with customers in their environment, learning their processes and developing ways that your products can positively impact on those processes. Because these are professional sales positions, you will be calling on professionals and selling products to them that have a major impact on their operations. In most cases you will take over a territory that already has a significant amount of existing business and customers.
Relationship
builders: Customers
buy from people they like, and you will spend the majority
of your time establishing professional relationships with
your customers. The better you are at establishing healthy
relationships with all of the buying influences in your
accounts (remember The New Strategic Selling), the more
effective you will be at managing and growing your business.
Remember, the military is a "melting pot" of different
kinds of people, and the successful officer can build
relationships with all of them.
Technical mastery:
Becoming a master of every aspect of your business is
an integral part of professional selling. You not only
will continually improve your understanding of the technical
aspects of your products, but you will also have to master
the APPLICATION of your products in your accounts. Think
of times in the military where you learned new skills
and applied them to produce enhanced results. This is
a big part of selling.
Goal-oriented/autonomy:
Sales representatives have the goal of strategically developing
ways to grow a business in a territory. You must have
a track record of establishing and achieving high demanding
goals despite adversity, especially when you had the responsibility
to make it happen. Use military examples where you set
demanding objectives and worked hard to accomplish them.
Remember, as a sales representative, you are like a Commander,
who has total responsibility for everything that happens
and fails to happen in your market.
Competition:
Your competitors will also call on your accounts. Excellent
sales representatives like to win the business and are
competitive. Just as you will target your competitors'
accounts to acquire and grow your business, so will they
target your accounts. Think of times in your life when
you excelled in a competitive environment.
Work ethic:
Excellent sales professionals work hard. The harder (and
smarter) you work, the more successful you and your company
will be. This is not a 9 to 5 job, but you will be well-compensated
for producing results. Highlight times in the military
when you went "above and beyond" to be successful.
Communication skills:
Sales representatives spend the majority of their time
in front of customers discussing the ways a product can
impact a customer's business. You must be able to stand
up in front of a group of people and make points in a
way that they will understand (persuasive communication).
Sales Representative
Account Manager
Territory Manager
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You will have responsibility for the sale of your company's products in your territory (either defined by a geographic boundary or a list of accounts). Your mission is to grow the sales revenue in your territory by building relationships with your accounts and helping them become more successful by using your products and services. Professional selling is a consultative process where you play a key role in understanding the business processes and needs of your customers and consulting on how your products can impact their results. You will become an expert on all aspects of your product capabilities and their application in the customer's environment. You will spend the majority of your time in the customer environment, building relationships with key buying influences, analyzing processes, uncovering needs and presenting ways that your products can add value. Since this is repeat selling, you will play a key role in your company's long-term success in your accounts. You will also have a large role in providing world class service to your customers after the sale. You will get involved in order management, inventory control, pricing strategies, contract management, working with business partners (distributors, etc.), product delivery, product training and problem solving. You will be the "steward" of the customer relationship, acting as the point person for all of your company's activities in your customer accounts. You will have full responsibility for everything that happens or fails to happen in your territory (you will run a business within a business). Successful sales representatives have excellent career opportunities throughout the company in areas such as sales management, marketing, operations, manufacturing, product development and more.
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