| About the Author |
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vii | |
| Foreword |
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ix | |
| Acknowledgments |
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xi | |
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The Need for Technical Products and Services |
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1 | (10) |
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Product areas served by technical sales professionals |
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Retail versus wholesale trade |
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The Technical Sales Professional |
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11 | (18) |
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Manufacturers' and wholesale representatives |
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Services sales representatives |
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Advantages of a technical sales career |
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Computer, Electronic, and Electrical Equipment Sales |
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29 | (8) |
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Types of sales opportunities |
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Profile: a computer sales professional |
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Pharmaceutical and Chemical Sales |
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37 | (10) |
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Profile: a chemical sales professional |
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Biological and Biotechnology Sales |
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47 | (6) |
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Profile: a biotechnology sales professional |
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53 | (8) |
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Motor vehicle and equipment manufacturing |
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61 | (28) |
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Basic educational requirements |
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Beginning the educational process |
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College and university sales programs |
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Two-year college programs |
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Association-sponsored training |
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Company training programs |
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Professional Associations |
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89 | (14) |
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Benefits of participating in professional associations |
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Representative associations |
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103 | (4) |
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Factors affecting earnings |
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107 | (12) |
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Strengthening employment potential |
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| Appendix A: Further Reading |
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119 | (2) |
| Appendix B: Representative Professional Associations |
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121 | (6) |
| Appendix C: Colleges Offering Sales-Related Programs U.S. Colleges. Canadian colleges |
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127 | (16) |
| Glossary |
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143 | |
