Were You Born a Dealmaker?

Do people say you could sell water to a drowning man? Do you have the gift of persuasion? You might be perfect for a job in sales - one of today's hot industries. Demand for salespeople spans nearly every sector from insurance and real estate to manufacturing, retail and hospitality.

What does it take to land a financially rewarding sales job? Employers are looking for candidates who are ambitious, proactive and have a successful selling track record. They also look for someone with tenacity, problem-solving skills and the ability to listen and absorb information. Following are some questions you should ask yourself to test your potential for sales success.

Are you considered a good listener?
You have two ears and one mouth. Salespeople should use these in this same ratio by listening twice as much as they speak. One of the keys to a person's success in sales is their ability to establish client's needs. This requires good listening skills to uncover unmet needs and to identify key signals sent by prospective clients. If you find yourself interrupting friends, co-workers and clients you'll need to learn to close your mouth and open your ears to improve your listening skills.

Are you a problem solver?
Finding solutions to client needs is what closes the sale for those who are most successful. Good salespeople have the ability to relate their product or service features and benefits to solutions sought by their clients. During a sales call, they discuss the client's needs and suggest how their merchandise or services can meet those needs. They advise clients on methods to reduce costs, use their products, increase efficiencies and even increase their clients' sales.

Are you a good communicator?
While slick salespeople can be a turn-off, having good verbal communication skills are a must for sales representatives. Using proper grammar, being articulate, and communicating in a warm and personable manner will help you win a client's confidence. A firm handshake and direct gaze tell clients you know your product and are honest and forthright in selling your product.

Do you pay attention to details?
Paperwork can be the death of a salesman. It's important to keep detailed files on clients, such as past orders, potential needs, call history, contact information and even the name of their spouses. Completing order forms, organizing call schedules, weekly itineraries, and tracking sales, shipments and expenses account information are all necessary activities required of sales reps. Keeping track of these things requires an organized office, computer and mind.

Do you have a flexible lifestyle?
Succeeding in sales requires a fairly flexible, mobile lifestyle. Except for those in a retail environment, most sales representatives spend much of their time traveling to and visiting with prospective buyers and current clients. They participate in trade shows that can last from two to five days and require long hours and lots of standing and prospecting. In addition, salespeople may spend time meeting with and entertaining prospective clients during evenings and weekends. To advance in sales, many companies look for candidates who are willing to relocate sometime in the future.

Can your ego take the rejection experienced in sales?
Successful sales people have tough skins and learn to not take rejection personally. Many sales jobs require cold calling or prospecting to find potential clients in need of your product or service. Obtaining new accounts is an important part of the job. Sales representatives follow leads from other clients, track advertisements in trade journals and may visit potential clients unannounced. Ask any sales person and they'll tell you that you need to knock on a lot of doors, make a ton of phone calls and follow a number of leads before you find someone who is interested in what you are selling.

What's your financial risk tolerance?
Many sales representatives work on commission, which is either supplemented by a base salary or a monthly or bi-weekly draw against future commissions. Starting out, income can be lean. You may even find that you make nothing for the first several weeks. If you are patient and persistent, the financial rewards of making your first few sales will come. The most successful sales people are highly competitive and feed on the excitement of the hunt. They reap substantial rewards in terms of commissions and bonuses.

So here's the pitch - not everyone is cut out for a job in sales, but those who are can thrive. If you are aggressive, self-confident and proactive, chances are you'll succeed in sales.

Hot Trends in Job Searching

With nearly 700,000 employees across the country, the field of human resources is a major U.S. industry that continues to develop and grow. But, unlike other industries, developments in the field of human resources affect all job seekers. The more you know about new technology, trends and future advances in the field, the better off you’ll be when it comes to looking for your next job. Keith Greene, director of organizational programs at the Society for Human Resource Management, and Gerry Crispin, an HR consultant and co-author of CareerXRoads, share what’s new in the HR industry and what the trends mean for job seekers.

The Scannable Résumé
Greene says that the biggest development in the industry is the increased use of technology by HR practitioners. Today, more companies are relying on computer programs to perform the first level of résumé screening. This means that your résumé will likely be read by a computer before it reaches a real person.

Applicant tracking systems are making it easier for hiring managers to pinpoint qualified candidates and sift through the thousands of resumes received each year. Computer applications review emailed or scanned resumes and pick up on pre-set key words that describe duties that are essential to the job. That means that if a position requires someone with specific computer skills or certifications, the software will scan resumes for those terms and automatically turn down any resumes that do not include the key words. Greene says it is, therefore, important for job seekers to understand the technology and use it to their advantage. “With the sophistication of search engines, job seekers need to make sure they have key words in their resumes,” he says.

Greene also notes that job seekers can help themselves by carefully reading job descriptions and tailoring their résumé to the job. “Matching words in a résumé to key words in a job ad becomes really critical,” he says. This also means that it is more important than ever to customize your résumé. “Job seekers need to have fluid resumes. They need to be able to update them at the drop of a hat,” he says.

If you are unsure about what key words to include in your résumé, Greene suggests networking to find out what the company is looking for. “Talk to people at the company and ask them about their key words,” he says. The bottom line is that you must give thought to what words are included in your résumé.

Improved Cover Letters
Another trend Greene has observed in the industry is the prevalence of “Q-letters.” These letters are cover letters that are designed to address skills asked for in a job description or help wanted ad. The letters are typically set up in a two-column format. One column is the “needs” side that lists the skills or experiences requested by the job description. The second column is the “what I have” side that lists the applicant’s skills. Writing a cover letter in this fashion is an efficient and direct way to demonstrate just how you meet the company’s needs. “HR people really like these letters,” says Greene.

Enhanced Tools on Job Search Sites
Online job search sites, like CareerBuilder.com, continue to offer new and enhanced features for both individuals seeking jobs and companies searching for qualified candidates. CareerBuilder.com recently introduced a state-of-the-art job search engine with features that allow job seekers to zoom in on positions with the most relevance to their own experience using key words, geographical and salary criteria. Candidates who post their resumes on CareerBuilder.com gain exposure to 25,000 of the top employers in the nation. Like other electronic means, when posting your résumé or applying to jobs on these types of sites, ensuring your information is well-written and contains vital key words will increase your chances of an employer selecting your résumé or application for consideration.

Company Web Sites
Both Green and Crispin say that another trend in the industry is a focus on company Web sites to accept job applications. These sites require applicants to cut and paste information directly into the site, rather than sending in a résumé document. “This is again where key words come into play,” says Greene. Crispin agrees, and says that the industry as a whole is becoming more customer oriented. “There is a trend to provide more and better information to job seekers through the company Web site,” he says. Many companies now have full sites dedicated to giving candidates information about the company and positions available, feedback to applicants and more. He says that, in light of this trend, it is even more important for job seekers to research company Web sites before applying for positions.

The Basics Still Rule
Despite any new advances, both Greene and Crispin say that some rules never change. Networking, personal contacts and employee referrals still stand as the best ways to get your foot in the door. And, says Greene, the rules haven’t changed when it comes to what not to do. No matter how or where you send in your résumé, “No typos,” he says. “That’s a cardinal rule. A typo is the ultimate deal breaker.”

Taking Your Career to the Bank

If you live in growing metropolitan areas, it may seem that branch banks and credit unions are springing up everywhere -- on street corners, in shopping malls and in grocery stores. Continued low interest rates are keeping mortgage and lending institutions busier than ever. All of these offices need staff, which is likely why CareerBuilder.com, one of the nation’s leading online job sites, has seen a 53 percent increase in job postings for accounting and finance positions since January 2003. Additionally, a recent Manpower Inc. survey showed that nearly 20 percent of finance, insurance and real estate companies intended to increase hiring in the 4th quarter 2003; the most positive showing since early 2001.

While more financial transactions are performed electronically via on-line or direct deposits and withdrawals and automatic teller machines now do many of the tasks typically associated with bank personnel, a recent Gallup poll found that more than half of respondents still visited their banks’ branches one to three times a month. Nearly 30 percent said they went to their local branches four or more times a month.

Other changes in the banking industry are creating new opportunities. With deregulation, banks are now allowed to offer a range of insurance and financial products. These new products and services are creating a need for securities and financial services sales representatives, financial analysts, and personal financial advisors. Demand for “personal bankers” and trust officers to manage the assets of clients who have money to invest, also will grow, according to Bureau of Labor Statistics (BLS).

These are all signs that the big cuts and right-sizing of the banking and finance industry are now over and the sector is beginning to rebuild staff in customer-contact and revenue generating positions. That means increased job opportunities for bank tellers, first-line branch managers, mortgage processors, schedulers and closing agents. While many of these positions are entry level, there are some excellent reasons to consider this field.

1. Typically, only a high school education is required to work as a teller or mortgage agent. The starting pay is comparable to many other jobs for high school graduates, but the work environment can be vastly preferable to other positions that might be available. Applicants who relate well with people and have good math skills could find themselves helping customers in a pleasant, professional environment. Most people will find counting tens and twenties in an air-conditioned bank more appealing than pressing shirts in a steamy laundry, for example.

2. Banking jobs also can fit with plans to continue one’s education while working. The regular hours offered by banks allow for night school, and many local branches are willing to schedule around morning or afternoon classes. While typical “banker’s hours” no longer exist as banks stay open to accommodate working families, the hours are much more regular than those available in other customer contact and retail jobs.

3. A position with a well-known financial institution will look good on a résumé if you decide to complete your education and move on to another career choice. Your experience in a professional finance-related environment could give you an edge in future job interviews.

4. According to the BLS, most tellers and clerks do move on to other career choices, but there are opportunities to obtain additional training and move into better paying jobs within the institution. Banks are also training front-line employees in sales techniques to promote ancillary products like insurance and investment services. The American Institute of Banking (AIB) and the Institute of Financial Education (IFE) offer banking related courses through their chapters in most cities. Many banks will pay for employees to receive training at these facilities or at community colleges. Job seekers wanting to enter and advance in this field may consider taking some of these courses on their own.

5. As banks and mortgage companies seek to reduce turnover of front-line staff, they are offering employees pay and advancement incentives. One regional organization with 97 offices, call their tellers “customer service representatives” and give them significant marketing responsibilities. Frontline employees are encouraged to attract deposits and refer mortgage and small-business loan prospects. These representatives can earn incentives worth as much as 75 percent of their base pay. Increased pay opportunities also exist in the mortgage and loan areas. According to the recently released 2004 Salary Guide from Robert Half Finance & Accounting and Accountemps, loan administrators can expect the largest percentage increase in base compensation of any accounting and finance category. Average starting salaries in this area are projected to rise 9.1 percent.

Curriculum Vitae Template

A Curriculum Vitae, commonly referred to as CV, includes a summary of your educational and academic backgrounds as well as teaching and research experience, publications, presentations, awards, honors, and affiliations.

International employers often expect to read the type of personal information on a curriculum vitae that would not be included on an American resume. When writing a CV for graduate school or academia the personal information included in this curriculum vitae template would be omitted.

The following curriculum vitae template will give you an example of what to include in your CV and shows the appropriate format for a curriculum vitae, then take a look at curriculum vitae samples to get some ideas for writing your own CV.

Sample Curriculum Vitae Template

CONTACT INFORMATION
Name
Address
Telephone
Cell Phone
Email

PERSONAL INFORMATION
Date of Birth
Place of Birth
Citizenship
Visa Status
Sex

Optional Personal Information:
Marital Status
Spouse's Name
Children

EMPLOYMENT HISTORY
List in chronological order, include position details and dates
Work History
Academic Positions
Research and Training

EDUCATION
Include dates, majors, and details of degrees, training and certification
High School
University
Graduate School
Post-Doctoral Training

PROFESSIONAL QUALIFICATIONS
Certifications and Accreditations
Computer Skills

AWARDS

PUBLICATIONS

BOOKS

PROFESSIONAL MEMBERSHIPS

INTERESTS

Sample Academic Curriculum Vitae

CONTACT INFORMATION
Name
Address
City, State, Zip
Telephone
Cell Phone
Email

SUMMARY STATEMENT (Optional)
Include a brief list of the highlights of your candidacy.

EDUCATION
List your academic background, including undergraduate and graduate institutions attended.

Graduate Institution, City, State
Degree, Major
Date of Graduation
Dissertation

Graduate Institution, City, State
Degree, Major
Date of Graduation
Thesis

Undergraduate Institution, City, State
Degree, Major
Date of Graduation

EMPLOYMENT HISTORY
List in chronological order, include position details and dates.

POSTDOCTORAL TRAINING
List your postdoctoral experiences, if applicable.

FELLOWSHIPS
List internships and fellowships, including organization, title and dates.

LICENSES / CERTIFICATION
List type of license, certification or accreditation and date received.

PUBLICATIONS / BOOKS

PROFESSIONAL AFFILIATIONS

SKILLS / INTERESTS

How to write a carruculam vitae

When should job seekers use a curriculum vitae, commonly referred to as CV, rather than a resume? In the United States, a curriculum vitae is used primarily when applying for academic, education, scientific or research positions. It is also applicable when applying for fellowships or grants.

When asking for a job in Europe, the Middle East, Africa, or Asia, expect to submit a CV rather than a resume. Keep in mind that overseas employers often expect to read the type of personal information on a curriculum vitae that would never be included on an American resume, such as date of birth, nationality and place of birth. United States law on what information job applicants can be asked to provide does not apply outside the country.

The Differences between a Resume and a CV

There are several differences between a curriculum vitae and a resume. A curriculum vitae is a longer (up to two or more pages), more detailed synopsis of your background and skills. A CV includes a summary of your educational and academic backgrounds as well as teaching and research experience, publications, presentations, awards, honors, affiliations and other details. As with a resume, you may need different versions of a CV for different types of positions.

Like a resume, a curriculum vitae should include your name, contact information, education, skills and experience. In addition to the basics, a CV includes research and teaching experience, publications, grants and fellowships, professional associations and licenses, awards and other information relevant to the position you are applying for. Start by making a list of all your background information, then organize it into categories. Make sure you include dates on all the publications you include.