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Tables of Contents for Opportunities in Technical Sales Careers
Chapter/Section Title
Page #
Page Count
About the Author
vii
Foreword
ix
Acknowledgments
xi
The Need for Technical Products and Services
1
10
Product areas served by technical sales professionals
Retail versus wholesale trade. The technical slant
Questions to ask
The Technical Sales Professional
11
18
The human touch
Manufacturers' and wholesale representatives
Independent agents
Services sales representatives
Typical positions
Skills required
Advantages of a technical sales career
Computer, Electronic, and Electrical Equipment Sales
29
8
Industry trends
Types of sales opportunities
Profile: a computer sales professional
Future prospects
Pharmaceutical and Chemical Sales
37
10
Pharmaceutical sales
Chemical sales
Profile: a chemical sales professional
Future prospects
Biological and Biotechnology Sales
47
6
Biotechnology sales
Profile: a biotechnology sales professional
Future prospects
Other Technical Sales
53
8
Aerospace manufacturing
Motor vehicle and equipment manufacturing
Printing and publishing
Telecommunications
Biometrics
Related jobs
Self-employment
Educational Preparation
61
28
Basic educational requirements
Beginning the educational process
College and university sales programs
Two-year college programs
Association-sponsored training
Private training firms
Company training programs
Professional Associations
89
14
Benefits of participating in professional associations
Representative associations
Salaries and Benefits
103
4
Method of payment
Factors affecting earnings
Average earnings. Benefits
Getting Started
107
12
Using the Internet
Traditional approaches
Getting an inside look
Strengthening employment potential
Appendix A: Further Reading
119
2
Appendix B: Representative Professional Associations
121
6
Appendix C: Colleges Offering Sales-Related Programs
127
16
U.S. colleges
Canadian colleges
Glossary
143