{"id":165,"date":"2015-07-29T18:21:45","date_gmt":"2015-07-29T18:21:45","guid":{"rendered":"https:\/\/courses.candelalearning.com\/salesx17xmaster\/?post_type=chapter&p=165"},"modified":"2015-07-30T23:11:05","modified_gmt":"2015-07-30T23:11:05","slug":"14-3-selling-u-its-your-career-own-it","status":"publish","type":"chapter","link":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/chapter\/14-3-selling-u-its-your-career-own-it\/","title":{"raw":"Selling U: It\u2019s Your Career\u2014Own It!","rendered":"Selling U: It\u2019s Your Career\u2014Own It!"},"content":{"raw":"
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Learning Objective<\/h3>\r\n
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  1. Understand how to leverage internships and professional organizations to get the job you want.<\/li>\r\n<\/ol>\r\n<\/div>\r\nWhen Jay Leno was young, he saw a Mercedes\/Rolls-Royce dealership in his hometown in Boston and thought it would be a great place to work given his passion for cars. When he applied for a job the manager responded with the usual: \u201cWe\u2019re not hiring right now.\u201d Leno was undaunted; the next Monday morning he returned and went to the car wash bay. He told them he was the new guy and started washing cars. A few days later, the manager saw him and said, \u201cWhat\u2019s he doing here?\u201d The head of the car wash team said he was a hard worker; Leno said that he figured he would work there until he got hired. Needless to say, he got the job.[footnote]Jay Leno, \u201cJay Leno Says: Persistence Pays Off,\u201d Parade<\/em>, September 6, 2009, http:\/\/www.parade.com\/celebrity\/2009\/09\/jay-leno-persistance-pays-off.html<\/a> (accessed May 16, 2010).[\/footnote]<\/span>\r\n\r\nThis same \u201ccan-do\u201d positive attitude and willingness to work can help you get the job you want. Even in this difficult economy, there are opportunities to demonstrate your passion and skills and set yourself apart, just like Jay Leno did. Finding the right job requires focus, time management, and motivation\u2026and sometimes even working for free. You have to keep a positive mental attitude throughout your search and manage your time to gain experience while you are going to school. Here are two key things that you can do every day to help you get the job you want: internships and professional organizations.\r\n
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    Build Your R\u00e9sum\u00e9 with Internships<\/h2>\r\n\u201cOne hundred percent of the students I hire have had internships<\/span><\/span>,\u201d says Michelle Goza, a campus recruiter for Gap. \u201cIt\u2019s foolish not to pursue the opportunity.\u201d[footnote]\u201cMake the Most of Your Internship,\u201d WetFeet, http:\/\/www.wetfeet.com\/Undergrad\/Internships\/Articles\/Make-the-Most-of-Your-Internship.aspx<\/a> (accessed September 8, 2009).[\/footnote]<\/span> Paid or unpaid, internships can make a difference in whether you are considered for another internship or the job you want.\r\n\r\nAn internship, or more than one internship over the course of your academic career, can provide insight into an industry or a specific company or position. What better way to learn about something you might want to do during your career\u2026or not want to do. (Some internships teach you what you don\u2019t want to do during your career, which is as valuable as learning what you want to do.) Internships are almost the norm today, and many employers expect to hire recent grads for entry-level positions who have had some kind of internship. \u201cThere is no such thing as too much experience, just not enough,\u201d says Craig Bollig, a journalism major at the University of Wisconsin, Oshkosh.[footnote]Anya Kamenetz, \u201cTake This Internship and Shove It,\u201d New York Times<\/em>, May 30, 2006, http:\/\/www.nytimes.com\/2006\/05\/30\/opinion\/30kamenetz.html<\/a> (accessed September 11, 2009).[\/footnote]<\/span>\r\n\r\nInternships aren\u2019t just for undergraduates any more. Due to the challenging economy, recent graduates are finding internships to be an excellent way to build their experience while they continue to look for the full-time job of their dreams. \u201cThe need for experience is always growing and one internship may not cut it like it did before,\u201d adds Bollig.[footnote]Craig Bollig, \u201cMaybe One Is Not Enough,\u201d Internships for Dummies Newsletter, Spring 2009, http:\/\/www.uwosh.edu\/journalism\/docs\/LowRes09.pdf<\/a> (accessed September 8, 2009).[\/footnote]<\/span>\r\n
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    Video Clip<\/h3>\r\nGet Experience\r\n\r\nhttps:\/\/youtu.be\/qfVGdv8bTYI\r\n\r\nAndrew Sykes, pharmaceutical sales specialist at AstraZeneca, shares his advice on getting experience.\r\n\r\n<\/div>\r\nIf internships are so important to building your r\u00e9sum\u00e9 and your experience, you might be wondering how you go about getting the right internship. First, stop by your campus career center. The people there are skilled at helping you understand the options that are available and can provide insight as to how to find the right internship to help you meet your career objectives. And most campuses include internship postings on the campus Web site. It\u2019s a good idea to take the time to learn all about your internship options.\r\n\r\nConsider an internship the same way you would consider a job: Is this the right fit for my experience and skills? Are the company values in line with my personal values? What will I be doing? Who will I report to? Will I be paid for the internship? If so, how much? How will I be evaluated during the internship? What is the possibility of getting a full-time position after graduation? While the interview process is usually more abbreviated for an internship than for a full-time job, take the time to ask questions so you understand the expectations of the role.\r\n
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    You\u2019ve Got the Power: Tips for Your Job Search<\/h3>\r\nInternship Offer Letter\r\n\r\nBefore accepting any internship (or full-time job), it\u2019s best to get an offer letter.[footnote]Kim Richmond, Brand You<\/em>, 3rd ed. (Upper Saddle River, NJ: Pearson Prentice Hall, 2008), 210.[\/footnote]<\/span> Even if you are accepting an unpaid internship, an offer letter outlines your areas of responsibility, dates of employment, and other specific information that you should agree upon with your employer before you begin. See the Selling U<\/em> section of Chapter 12 \"Closing the Sale: The Power of Negotiating to Win\" for more specifics about offer letters.\r\n\r\n<\/div>\r\n
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    The Right Internship for You<\/h2>\r\nInternships come in all shapes and sizes; some are formal, structured programs while others are created by the student. Either way, here are some considerations when you are pursuing an internship:\r\n\r\nPaid versus unpaid<\/strong>. Some, but not all, internships include a paycheck. Many large corporations have structured internship programs that include paid internships. However, many industries such as advertising, entertainment, and public relations offer unpaid internships as a way for you to gain experience. So you want to make some money and gain some experience in the field of your choice? You might be able to do both since approximately half of all internships are paid. But in today\u2019s challenging job market, you might find it worth your while to accept an unpaid internship. While that might be a tough pill to swallow, consider Lindsey Roberts\u2019s point of view after she graduated with an MBA from a top business school, \u201cI could either sit at home all day and drive myself nuts going from company websites, to Indeed.com and back to Gmail and Facebook, or I could get out there, put my education and experience to work while I continued my job search.\u201d[footnote]Lindsey Roberts, \u201cA Millennial\u2019s View on Cost\/Benefits of an Unpaid Internship Post-MBA,\u201d Millennial Marketing, August 10, 2009, http:\/\/millennialmarketing.com\/2009\/08\/a-millennial\u2019s-view-on-costbenefits-of-an-unpaid-internship-post-mba<\/a> (accessed September 11, 2009).[\/footnote]<\/span> It\u2019s not only graduate students who are accepting unpaid internships. According to the Wall Street Journal<\/em>, the recession has tightened the internship market; experienced workers who have been laid off are now successfully participating in unpaid internships for the same reasons students do: to build their r\u00e9sum\u00e9s and increase their chances for full-time work.[footnote]Sarah H. Needleman, \u201cStarting Fresh with an Unpaid Internship,\u201d Wall Street Journal<\/em>, July 16, 2009, http:\/\/online.wsj.com\/article\/SB10001424052970203577304574280201046918712.html<\/a> (accessed September 11, 2009).[\/footnote]<\/span> So you might think twice about holding out for a paid internship. Before you make a decision about a paid versus an unpaid internship, put your internship consideration to the test. The right internship, paid or unpaid, allows you the opportunity to get experience, a chance to network, and the opportunity to test drive a job to see if it\u2019s something you like to do.[footnote]Rich DeMatteo, \u201c3 Reasons to Take an Unpaid Internship,\u201d Corn on the Job Blog, July 23, 2009, http:\/\/cornonthejob.com\/2009\/07\/23\/3-reasons-to-take-an-unpaid-internship<\/a> (accessed September 11, 2009).[\/footnote]<\/span> Those three things can be well worth temporarily foregoing a paycheck.\r\n\r\nCredit versus noncredit<\/strong>. In many cases, you may be able to earn credit hours for your internship. Begin by visiting your faculty advisor and learn about the requirements to earn credit for internships. Internships usually require a faculty mentor or other university liaison. Besides working the specified number of hours each week, students are usually required to write a paper. In addition, an employer evaluation is usually included in the grade. It\u2019s best to understand the requirements for credit long before the internship is finished so that you can be sure that all the details are in order between your employer and the school. Be sure to fill out all the appropriate paperwork before the beginning of the internship. Just a note, although the internship does not usually require a textbook or classroom learning, most schools include the standard course fee for a credit internship.\r\n\r\nIt doesn\u2019t matter if your internship is paid or unpaid, for credit or noncredit, the payoff can be significant. Internships are like an extended job interview; the company gets to know you and your work, which could result in a full-time job offer after graduation. \u201cInternships are so powerful,\u201d affirms Wendy Washington, a senior vice president at Universal Records, whose assistant is a former intern for the company. \u201cWe get our employees from our intern pool. They know the system. They know how things work, and you can\u2019t get a better character reference. Interns who work for our company have a better shot of becoming employed here than someone who just sends in an application.\u201d[footnote]\u201cGetting the Big Break with the Right Internship: You Can Beat the Odds and Become a Success in the Entertainment Industry,\u201d TheFreeLibrary.com, http:\/\/www.thefreelibrary.com\/Getting+the+big+break:+with+the+right+internship,+you+can+beat+the...-a094672526<\/a> (accessed September 11, 2009).[\/footnote]<\/span> That\u2019s why it\u2019s especially important to stand out in everything you do. And don\u2019t forget to keep copies of the projects you work on; they are excellent examples of your work to include in your portfolio and serve as a demonstration of your on-the-job experience.[footnote]\u201cMake the Most of Your Internship,\u201d WetFeet, http:\/\/www.wetfeet.com\/Undergrad\/Internships\/Articles\/Make-the-Most-of-Your-Internship.aspx<\/a> (accessed September 8, 2009).[\/footnote]<\/span>\r\n
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    Video Clip<\/h3>\r\nInternship \u201cHow To\u201d\r\n\r\nhttps:\/\/youtu.be\/12eAN_2YEns\r\n\r\nThis video provides an overview of how to get an internship.\r\n\r\n<\/div>\r\n<\/div>\r\n
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    The Best Places to Look for an Internship<\/h2>\r\nYour campus career center and faculy advisor can be the best resources for getting an internship. In addition, there are several Web sites that can give you access to internships by industry or by geography. Table 14.2 \"Recommended Web Sites for Internships\" provides some places for you to start your search.\r\n
    \r\n\r\nTable 14.2<\/span> Recommended Web Sites for Internships\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n
    Web Site<\/th>\r\nComments<\/th>\r\n<\/tr>\r\n<\/thead>\r\n
    \n\nBuddingup.com<\/strong>\r\n\r\nhttp:\/\/buddingup.com<\/a><\/td>\r\nInternships, entry-level jobs, co-ops<\/td>\r\n<\/tr>\r\n
    \n\nGoAbroad.com<\/strong>\r\n\r\nhttp:\/\/www.internabroad.com\/search.cfm<\/a><\/td>\r\nInternational internships<\/td>\r\n<\/tr>\r\n
    \n\nInternWeb.com<\/strong>\r\n\r\nhttp:\/\/www.internweb.com<\/a><\/td>\r\nInternships and entry-level jobs in technology industries<\/td>\r\n<\/tr>\r\n
    \n\nInternSHARE<\/strong>\r\n\r\nhttp:\/\/internshare.com<\/a><\/td>\r\nInternship listings with ratings and reviews<\/td>\r\n<\/tr>\r\n
    \n\nInternshipprograms.com<\/strong>\r\n\r\nhttp:\/\/internshipprograms.com<\/a><\/td>\r\nInternship listings<\/td>\r\n<\/tr>\r\n
    \n\nInternshipratings.com<\/strong>\r\n\r\nhttp:\/\/www.internshipratings.com<\/a><\/td>\r\nInternship ratings including best and worst internships<\/td>\r\n<\/tr>\r\n
    \n\nVault<\/strong>\r\n\r\nhttp:\/\/www.vault.com\/wps\/portal\/usa<\/a><\/td>\r\nInternship listings<\/td>\r\n<\/tr>\r\n
    \n\nTheFreeLibrary.com<\/strong>\r\n\r\nhttp:\/\/www.thefreelibrary.com\/Getting+the+big+break:+with+the+right+internship,+you+can+beat+the...-a094672526<\/a><\/td>\r\n<\/td>\r\n<\/tr>\r\n
    \n\nMonster.com<\/strong>\r\n\r\nhttp:\/\/www.monster.com\/internships-entry-level-college-jobs.aspx<\/a><\/td>\r\nInternship listings<\/td>\r\n<\/tr>\r\n
    \n\nSummerinternships.com<\/strong>\r\n\r\nhttp:\/\/www.summerinternships.com<\/a><\/td>\r\nInternship listings<\/td>\r\n<\/tr>\r\n
    \n\nIdealist.org<\/strong>\r\n\r\nhttp:\/\/www.idealist.org\/if\/as\/Internship<\/a><\/td>\r\nNonprofit internship listings<\/td>\r\n<\/tr>\r\n
    \n\nInternzoo.com<\/strong>\r\n\r\nhttp:\/\/www.internzoo.com<\/a><\/td>\r\nInternship listings<\/td>\r\n<\/tr>\r\n<\/tbody>\r\n<\/table>\r\n<\/div>\r\n
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    Link<\/h3>\r\nCompanies That Hire the Most Interns\r\n\r\nDon\u2019t forget to apply directly to companies for internship opportunities. Enterprise Rent-A-Car, Walgreens, and General Electric are among companies on the Forbes<\/em> list of \u201cU.S. Companies That Hire the Most Interns.\u201d[footnote]Joyce Lee, \u201cU.S. Companies that Hire the Most Interns,\u201d Forbes<\/em>, July 7, 2009, http:\/\/www.forbes.com\/2009\/07\/07\/biggest-intern-companies-leadership-careers-jobs.html<\/a> (accessed September 11, 2009).[\/footnote]<\/span> This is an excellent source of possible internships in addition to local companies.\r\n\r\nhttp:\/\/www.forbes.com\/2009\/07\/07\/biggest-intern-companies-leadership-careers-jobs_slide_9.html?thisSpeed=15000<\/a>\r\n\r\n<\/div>\r\n<\/div>\r\n<\/div>\r\n
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    Professional Organizations: Your Key to Growth<\/h2>\r\nYou\u2019re probably really pressed for time this semester. A full course load, your job, your community service work, family, friends\u2014it seems like you can\u2019t possibly fit in another thing to do. You already have twenty-eight hours for every twenty-four-hour day. Just when it seems like you can\u2019t do another thing, there is one thing you should consider: it\u2019s worth making time to join a professional organization<\/span><\/span> while you\u2019re in school, then continue as a member after you graduate. It can build your experience and enhance your r\u00e9sum\u00e9.\r\n\r\nThere are most likely several professional organizations on your college campus. organizations such as the American Marketing Association, American Association of Advertising Agencies, American Society of Women Accountants, Sales & Marketing Executives International are just a few that may have a chapter on your campus called a collegiate chapter<\/span><\/span>. If you\u2019re not sure about what professional organizations are available on campus, you might consider visiting your campus student services center or career center. The people who work there will likely have information about the purpose of each group; date, time, and place of the next meeting; and more. In addition, many professional organizations may not have a collegiate chapter, but they offer student membership<\/span><\/span> into their organization at reduced rates. It depends on the organization whether they offer a collegiate chapter or a student membership. Collegiate chapters are usually extensions of national organizations such as the American Marketing Association, and usually have student members on campus and hold regular events and activities on campus while leveraging and participating in national conferences, competitions, and best practices. Professional organizations that do not have a collegiate chapter but offer a student membership rate usually have events and activities with professionals in the local area but not on campus.\r\n\r\nBeing a member of a professional organization in school helps build your professional network, and hone your skills. It\u2019s also a great r\u00e9sum\u00e9-builder because it signals to your prospective employer that you are willing to take the time to get involved in a business function during your spare time (of which you probably have none). Participation in a professional organization can help make you stand out as a candidate or help you meet the right people. In fact, some professional organizations, such as the Philly Ad Club, offer a formal mentoring program. This is an excellent way to meet an executive in the industry of your choice.[footnote]Philly Ad Club, \u201cPhilly Ad Club Mentor Program,\u201d May 5, 2009, http:\/\/www.phillyadclub.com\/news_article.php?id=1973<\/a> (accessed September 12, 2009).[\/footnote]<\/span> The networking aspects of professional organizations are well documented and are covered in Chapter 3 \"The Power of Building Relationships: Putting Adaptive Selling to Work\". The reason for the existence of most professional organizations is to promote the health and advancement of the industry and bring people together for networking purposes. In addition, most professional organizations offer a newsletter that includes information about the industry and companies that can be very helpful for job leads and interviewing research.[footnote]Sally Kearsley, \u201cIt Pays to Join a Professional Association,\u201d http:\/\/www.jobscareers.com\/articles\/developingyourcareer.html<\/a> (accessed September 12, 2009).[\/footnote]<\/span>\r\n\r\nYou might think that simply joining a professional organization is enough. However, what will help you stand out within the organization is to get involved. Keep in mind that all professional organizations are volunteer organizations, so it is easy to get onto one of the committees or even take on a leadership role of a committee. This allows you to demonstrate your skills, work ethic, and commitment to people who are usually more senior than you are (in the case of a campus professional organization, you stand out to your professors, which is a good strategy). It\u2019s a great way to build your leadership, teamwork, and networking skills.\r\n\r\nThere are several professional organizations off campus that invite students to join, usually at a reduced rate. For example, the PRSA (Public Relations Society of America) costs $290 for an annual membership while the fee for a student in the PRSSA (Public Relations Student Society of America) is $50.<\/span>[footnote]Public Relation Society of America (PRSA), \u201cReceive a Free PRSA Chapter Membership,\u201d http:\/\/www.prsa.org\/membership\/documents\/PRSA%20Individual%20Membership%20Application%20with%20Chapter%20Pricing.pdf<\/a> (accessed September 12, 2009).<\/span>,<\/sup>Public Relations Student Society of America (PRSSA), \u201cJoin PRSSA,\u201d http:\/\/www.prssa.org\/about\/join.aspx<\/a> (accessed September 12, 2009).<\/span>[\/footnote]<\/span> It\u2019s a good idea to talk to your faculty advisor, as she will most likely know what local organizations have a student rate. These off-campus professional organizations are excellent for networking to find the right people to whom you should be speaking to get the job you want. Professional organizations will serve you well throughout your career. Even after you graduate, you will be a student of the business. Professional organizations provide a platform for ongoing learning about industry trends, case studies, and best practices. Successful people stay involved in one or more professional organizations even after they have established careers.\r\n\r\nThere are professional organizations for virtually every profession and industry. Table 14.3 \"Professional Organizations\" includes a list that can help you see some of what\u2019s available.\r\n
    \r\n\r\nTable 14.3<\/span> Professional Organizations\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n\r\n
    Professional Organization Information and Web Site<\/th>\r\nComments<\/th>\r\n<\/tr>\r\n<\/thead>\r\n
    \n\nSales & Marketing Executives International<\/strong>\r\n\r\nhttp:\/\/www.smei.org<\/a><\/td>\r\nWeb site of SMEI<\/td>\r\n<\/tr>\r\n
    \n\nUnited Professional Sales Association<\/strong>\r\n\r\nhttp:\/\/www.salestrainingdrivers.org\/upsa<\/a><\/td>\r\nWeb site of UPSA<\/td>\r\n<\/tr>\r\n
    \n\nMarketing Trade Organizations and Industry Groups<\/strong>\r\n\r\nhttp:\/\/www.knowthis.com\/marketing-lists\/marketing-groups-and-meetings\/trade-and-professional-marketing-associations-and-groups\/<\/a><\/td>\r\nList of resources and associations<\/td>\r\n<\/tr>\r\n
    \n\nSales and Marketing Organizations<\/strong>\r\n\r\nhttp:\/\/dir.yahoo.com\/Business_and_Economy\/Marketing_and_Advertising\/Organizations\/<\/a><\/td>\r\nList of sales and marketing organizations<\/td>\r\n<\/tr>\r\n
    \n\nSan Francisco State University<\/strong>\r\n\r\nhttp:\/\/cob.sfsu.edu\/cob\/undergrad\/pro-orgs.cfm<\/a><\/td>\r\nList of professional organizations<\/td>\r\n<\/tr>\r\n
    \n\nWikipedia<\/strong>\r\n\r\nhttp:\/\/en.wikipedia.org\/wiki\/List_of_professional_organizations<\/a><\/td>\r\nList of professional organizations<\/td>\r\n<\/tr>\r\n
    \n\nAmerican Marketing Association<\/strong>\r\n\r\nhttp:\/\/www.marketingpower.com\/Pages\/default.aspx<\/a><\/td>\r\nWeb site of the American Marketing Association<\/td>\r\n<\/tr>\r\n
    \n\nPRSSA (Public Relations Student Society of America)<\/strong>\r\n\r\nhttp:\/\/www.prssa.org\/about\/join.aspx<\/a><\/td>\r\nWeb site of PRSSA<\/td>\r\n<\/tr>\r\n
    \n\n10 Top Professional Networks for Women in Finance<\/strong>\r\n\r\nhttp:\/\/www.theglasshammer.com\/news\/2009\/07\/23\/top-10-professional-networks-for-women-in-finance<\/a><\/td>\r\nProfessional organizations for women in finance<\/td>\r\n<\/tr>\r\n
    \n\nWomen\u2019s Career Networking and Professional Organizations<\/strong>\r\n\r\nhttp:\/\/www.quintcareers.com\/womens_networking_organizations.html<\/a><\/td>\r\nWomen\u2019s networking organizations<\/td>\r\n<\/tr>\r\n
    \n\nGale\u2019s<\/strong> Encyclopedia of Associations<\/em>\r\n\r\nhttp:\/\/www.apl.org\/quick\/associations.html<\/a><\/td>\r\nList of all types of professional associations<\/td>\r\n<\/tr>\r\n<\/tbody>\r\n<\/table>\r\n<\/div>\r\n
    \r\n

    Key Takeaways<\/h3>\r\n