MKT 370 - Chapter 17

Needs a jobseeker needs to understand when looking for a job/career

Stress & Rejection

Jobseeker Needs: Structure

Can you work well when assignments are ambiguous, or do you need a lot of instruction? Do you need deadlines that others set, or do you set your own deadlines? If you are uncomfortable when left on your own, you may need (this) in your work life.

Jobseeker Needs: Time

Some sales jobs require you to be available 24/7. For example, if you sell artificial knees and hips to trauma surgeons, you better be ready to respond to calls any time of the day or night. If you can't do that, then you should look at sales jobs that do

Jobseeker Needs: Motivation

Will financial incentives, personal recognition, or simply job satisfaction get you going? Probably it will be some combination of the three, but try to determine the relative value of each to you.

Jobseeker Needs: Stress & Rejection

Are you a risk taker, or do you prefer more secure activities? What do you do when (this)? Understanding how you will react to (this) will be key in looking for the ideal job/career.

Jobseeker Needs: Interest

You cannot sell something that bores you. You would just bore and annoy the customer.

Jobseeker Offering: Skills

What activities and experiences taught you something? What did you learn from those experiences and your education that you can apply to a career?

Jobseeker Offering: Knowledge

College has provided you with a lot of information, but you have also probably learned much by participating in hobbies and other interests. For example, you may have special computer experience that would be useful in selling software, or you may have pa

Jobseeker Offering: Qualities & Traits

Every person has a unique personality. What parts of your personality add value for your potential employer? What can you bring to the job that is uniquely you?

Salesperson Trait: Strong Ego

Able to handle rejection with healthy self esteem

Salesperson Trait: Sense of Urgency

Getting it done now

Salesperson Trait: Ego Driven

Obsessive about being successful

Salesperson Trait: Assertive

Being firm without being too aggressive

Salesperson Trait: Willing to take risks

willing to innovate

Salesperson Trait: Sociable

Good at building relationships

Salesperson Trait: Abstract Reasoner

Able to handle complex selling situations and ideas

Salesperson Trait: Skeptical

A healthy bit of suspicion, not counting on commission until the sale is final

Salesperson Trait: Creative

Able to set oneself apart from the competition

Salesperson Trait: Empathetic

Able to place oneself in the buyers shoes

Application Form

Preprinted form completed by a job applicant.


People who know an applicant for a position and can provide information about that applicant to the hiring company.


Personality or skills assessments used in assessing the match between a position's requirements and an applicant's personality or skills.


Personal interaction between candidates and job recruiters for the purpose of evaluating job candidates.

Assessment Centers

Central location for evaluating job candidates.

Conventional R�sum�s

Form of professional history organized by type of work experience.

Functional r�sum�s

Professional history that reverses the content and titles of a conventional r�sum� and is organized by what a candidate can do or has learned rather than by types of experience.

Disguised Interviews

Discussion between an applicant and an interviewer in which the applicant is unaware that the interviewer is evaluating the applicant for the position.


Interviewer who greets the applicant and may conduct a disguised interview.

Stress Interview

Any interview that subjects an applicant to significant stress; the purpose is to determine how the applicant handles stress.

Pannel Interview

Job interview conducted by more than one person.

Group Interview

Similar to panel interview but includes several candidates as well as several interviewers.

Industry Associations

professional organizations that assist members by providing opportunities for networking, education and training, recognition, and support within a given industry, Like, professional chapters of AMA

Situational Stress

Short-term anxiety caused by a situational factor.

Felt Stress

Persistent and enduring psychological distress brought about by job demands or constraints encountered in the work environment.

Role Stress

The psychological distress that may be a consequence of a salesperson's lack of role accuracy.

Role Conflict

The extent to which the salesperson faces incompatible demands from two or more constituencies that he or she serves.

Role Ambiguity

The degree to which a salesperson is not sure about the actions required in the sales role.

Role Overload

A role (or job) demanding more than the person can perform.