As an Economics major I feel that there are many career directions that are available to me. The broad array of topics that are learned as an economic major does not restrict the field in which a graduate can choose from. I have knowledge of how the entire economy works as a whole, how firms run efficiently, and how the government interacts with the economy to maintain stability as well as other economic insight that I have obtained through the many courses taken as an Economics major at San Diego State University. So when it came time to choose an internship, the opportunities seemed endless. I had to decide which path to take in getting my career started. In my decision I took into account what I was qualified to do, what type of environment I wanted to work in and where I wanted my internship to take me. I am not the type of person who can sit behind a desk 8 hours a day 5 days a week engaging in repetitive activities that do not pose any challenge to my creativity as an individual. I thrive on opportunities that allow me to use my personality and skills to the company’s benefit. What I wanted was an internship that would not confine me to the walls of the office space but rather allow me to interact directly with the clients in which I will serve. This led me to the desire to find an internship in outside sales.
Having decided that I would choose a career in sales, a book that gave insight and techniques in sales figured to be the right selection for my textbook. Also, in past interviews I have been thrown some questions that I did not have a prompt and thoughtful answer for so I also decided to get a book on interview questions as well. The two books that I chose were The Sales Bible by Jeffery H. Gitomer and 101 Great Answers to the Toughest Interview Questions by Ron Fry. The Sales Bible is quoted as “the ultimate sales resource” and for me it certainly seems to be so. This book gives great insight and techniques to use on anything to do with sales, from setting your career goals to learning to become friends with your clients. This book is not designed for just a one- time reading and then put on a shelf never to be read again. This is a reference book for selling and it is designed for multiple uses. You can pull it out before a presentation to get ideas or if you are looking for a different approach to use on a customer. Often I find myself trying to improve on my selling skills after reading the techniques in this book. Also I have created a goal list and put it in a place where I can see it every day as recommended by Gitomer, which motivates me to accomplish them. I find this book to be an asset to myself and would recommend it to anyone that is pursuing a career in sales.
101 Great Answers to the Toughest Interview Questions is a book everyone who is not a seasoned professional on interviews should own. During interviews some of the questions they ask can catch you off guard and make you look unprepared or worse, unqualified. Not only does the book give example interview questions and possible answers for them, it also tells you what not to say and key points to an interview. Tips such as eye contact and prompt response to questions you would never expect on an interview are all included in this book. I was recommended this book after an interview where I had hesitation with some of the questions that were posed to me, and I would highly recommend it to others.
I took an internship for a company called QVDS, Inc. This is a company that operates two websites and an interior design business. My job was to sell window coverings to a wide base of clients. To be successful at this job I first needed to obtain product knowledge, as does any salesperson. In the window covering industry there are hundreds of different products and features that one can choose from. Before I was allowed out in the field, which consisted of calling on customer’s homes and commercial offices, I had to train in the office. The first step in the training process was product knowledge sessions with the sales manager. These were one-on-one training sessions in which the sales manager taught and demonstrated all the different products that are available. These were two five- hour sessions. In addition to that I was given manufacturers product books for which I had to study. These books detailed all of the product specifications and features available for which I was responsible for knowing. There are about 20 different manufacturers, all which carry on average eight to ten different products all-available with several different features and options. Needless to say I was rather overwhelmed at first and thought I would struggle to obtain this wealth of knowledge. As a result of my dedication and studying I quickly gained confidence in my knowledge of these products. After building a good understanding of the basics I was ready for the second part of the training procedure. I was not ready to be sent out into the field just quite yet. What was next for me was to take sales calls over the phone for our websites. QVDS, Inc operates two websites that sell a full line of window coverings, Blindsgalore.com and EZblinds.com. My job was to take sells calls for customers who did not want to place orders over the website and to answer any question that a customer might have. Being put in this situation was the best way for me to learn all about every product. Having questions constantly asked and placing orders forced me to obtain and recall product knowledge on a daily basis. And when there was a question that stumped me I was able to look up the answer in the book or ask a co-worker for the answer. This was my routine for a month before I was able to go onto the next step, outside sales. In addition I realized that sitting behind a desk and staring at a computer all day for a month reassured my feelings that I do not want to work in an office environment in the future.
Next for me was preparing to call on business offices and makes sales calls in customers’ homes. I had to go through one more training session to cover the tint that we sell in the field. The name of the company that I would now be working for was called Del Mar Blinds and Tint, also a division of QVDS, Inc. My job now would be to go out into the field to a prospective customer’s house or office building and sell them on the products we were offering. This job required a lot of product knowledge, as well as up-selling and cross-selling skills. Job leads were generated by advertising and prospective customers calling in and requesting a salesperson to come out and give them an estimate and the products available them. This was when it came time to turn prospective clients into clients. A lot of the time we are competing against other companies so I had to be able to sell them on our products and services. At the same time it is very important to have a competitive price. More often than not, our prices are lower than the competition but there are those situations when our prices are higher than those advertised by our competitors. In this situation it is my job to assure the customer that our prices reflect the high quality of our products and services. The tools and techniques of a salesperson come into play in these situations. Setting yourself apart from the competition and making the customer realize that going with you is the right choice is our main priority. This opportunity has given me the insight on what a sales person is. I am someone that the customer has to have confidence in and trust; basically I am creating friendships, which lead to a sale.
Relationships that I have created within QVDS, Inc have been extremely resourceful to me. I have begun the process of networking myself through co-workers and clients. I have been able to generate leads for potential future job opportunities. I have been introduced to a sales manager for a pharmaceutical company, which is an ultimate professional goal for me. I have also had the opportunity to interview for a sales representative position with one of the manufacturers of window covering products that is likely to lead to a job at the end of this semester.
This internship has made it possible for me to get an edge on other recent graduates who may also be applying for the same job as me. With sales experience a prospective employer can identify me as a more qualified candidate for a sales position over others without this experience.
The application of my studies in economics was helpful in understanding of the costs, benefits, and margins that were used throughout this internship. Some of the costs for QVDS would be the time and resources that were used during training. This would include training materials, time that other employees took away from service or productivity, and any other overhead expenses related to training. If training were not provided costs would include inefficiency of time and resources of both the company and myself. The benefit, or value of efficiency, is measured in terms money potential saved by eliminating inefficiencies and the revenue generated by my knowledge and productivity. Studying economics made it easier for me to understand the concept of margins and how companies must maintain a certain margin to turn a profit. For example, the prices for products that we sell on the websites where there is a lot a volume and competition, profit margins are much lower than that of Del Mar Windows and Tint were volume is not as high. The websites margins are on average 10-20 percent less, but this is necessary for both companies to be able to compete and still turn a profit. With the recent slowdown in the economy, which has officially fallen into a recession, it might be expected that the revenues for QVDS, Inc may be down from previous years. This has been especially true for most dot-com businesses recently, but this is not the case for our company. QVDS, Inc has been ranked as the fastest growing privately held company in San Diego by the San Diego Business Journal. The sales have more than doubled from last year and QVDS, Inc continues to have record months of sales. I attribute the increase in sales to an increase in the amount of money being spent on advertising and marketing. The implicit costs are generating new revenues that the company benefits from. My economic background has made it much easier for me to understand these business related concepts and why they are used.
A career in sales is not for everyone. To be successful there are certain tools a person must posses or have the desire to obtain. For this particular internship the ability to learn quickly was probably my most important asset. There was a wealth of information that had to be learned before any type of selling could be done. The mindset of salesmanship is also another key asset. This job requires a person who is assertive and confident, not afraid of failure but with the desire to succeed. As a salesperson you have to understand that your not going to make every sale but you must posses the confidence that you will. Good communication and people skills are also very important. Constant communication between a salesperson and their client is the key to making a sale. People are whom you deal with everyday and if you do not enjoy interacting with people this is not the career path you would want to choose. For this internship a background in computer skills is also a plus. Most of the training involves the use of a computer and without Internet navigation and Microsoft office skills it would be a much more challenging task. A lot of people believe the myth; “ that some people are just born to be a salesperson”. I find this to be completely false. All a person needs is the desire and willingness to obtain the skills necessary to be a successful salesperson. Read books, listen to tapes and attend sales conferences to obtain the skills that are missing or that have not been discovered within yourself. Selling is fun, you are not in the same situation everyday, you are not in an office for eight hours a day and the scene and situation around you are constantly changing. If this is the type of internship that you are looking for than I would highly recommend this one or any other you may find in sales to you.
The potential for a continued career in this field is very likely for me. As I mentioned previously this position and the knowledge I have obtained has led me to possible job after I graduate this December. I have interviewed with one of the leading manufacturers of window treatments and I am awaiting the outcome as a possible sales representative for them. This internship has given me a product knowledge background as well as sales experience, which makes me a logical choice for the job. The company hires employees right out of college, in fact I found the job opening on SDSU Jobtrak, and my internship has set me apart from the rest of the applicants. I received a call the next morning after submitting my resume online and had gone through two interviews in less than a week. So for me there is definitely career potential in this field. As far as long-term career potential, there are numerous companies in this industry that I could work for given my background. What I plan is to be a field representative for a year or so before being promoted to a managerial position. The growth is unlimited within these companies as the corporations that own them are some of the largest in the world. For example, the company I interviewed for was Newell Rubbermaid, which has a division in window coverings. My educational background and work experience has made me an ideal candidate for this position. In addition, the company is extremely dynamic and there are always opportunities for growth. Through personal research I have discovered that the average employee is given opportunities for promotion within two years of their start date. I feel that through hard work and dedication I could advance even sooner than the average salesperson, which is motivating for me as an individual.
In conclusion I feel that my experience as a major in the field of economics, and the classes and experiences that my education has given me have prepared me for the next phase of my life. I am excited to enter the profession of Sales and I feel very prepared for the challenges that lay ahead. This internship experience has given me tremendous insight into the field of Sales and I am grateful for the opportunities that have been given to me through this course.
Works Cited
Fry, Ron. 101 Great Answers to the Toughest Interview Questions. Fourth
Edition. Career Press. Franklin Lakes, NJ 2000
Gitomer, Jeffrey H. The Sales Bible: The Ultimate Sales Resource. William
Morrow Company, Inc. New York 1994.
QVDS, Inc.
Sales Representative