center, personal contacts, or other sources to find a sales position that you are
interested in. Using the following example as a starting point, complete an
FAB worksheet that shows how you are qualified for the job. In a real job search,
this information could be translated to your re´sume´ or cover letter requesting an
interview.
3. Many industry observers believe that entrepreneurs must have strong selling skills
to succeed. At a minimum, entrepreneurs should understand the sales process well
enough to direct the sales efforts of others. To better understand the linkages
between entrepreneurship and selling, visit the Inc magazine Web site at
http://www.inc.com. From the home page, click on the ‘‘Sales’’ link under the
‘‘Resource Centers’’ menu. Check under the ‘‘Departments’’ menu for ‘‘How-
To Guides’’ and ‘‘Articles by Topic’’ to identify material related to this module.
Write a brief report summarizing your findings.
Module One Overview of Personal Selling 19
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