Sales Job Ebooks Catalog
Drake, a 38-year-old married man working as an insurance agent, sought CT for his chronic depression and intermittent suicidality. At the initial diagnostic interview, Drake was very open about his emotional misery, but he was tight-lipped about alcohol and other substance use, often answering assessment questions with the pat answer, No more than most people. The therapist decided not to press Drake for further details at that time, because he noticed that Drake was becoming visibly perturbed, and might decide not to follow through with therapy. Instead, the therapist silently decided that he would flag the issue of chemical dependence in his notes and come back to it at a more favorable moment.
One of the most dramatic cases of vitamin and mineral deficiencies I have seen involved a man I'll name Paul. He had been arrested four times for drunken driving but continued to drink daily. His probation officer brought him to the Health Recovery Center. The three of us had to decide if an outpatient program would be proper for someone as depressed as Paul. The court had just ordered him back to treatment judging by the miserable look on his face,it was the last place he wanted to be. Paul was thirty, divorced and living alone. He rarely ate more than one meal a day, usually fast food or junk food. He lived on coffee, cigarettes, and beer. Paul confided that he was probably going to lose his sales job because he could no longer motivate himself. He blamed all of his troubles on depression. There were so many aspects of his life-style that suggested a real depletion of the natural chemicals he needed to recover from alcoholism and depression that I urged Paul to let us work with him....
We saw in Chapter 3 that several taxonomies of traits emphasize interpersonal traits, or traits that pertain to styles of interacting, such as dominance versus sub-missiveness, or love versus hate. Indeed, most of the important trait adjectives in language are important for describing how people behave with others, whether a person is cooperative or not, whether a person is reliable, easy to get along with, and so forth. Individuals dif fer greatly in how they interact with each other . Moreover, such interpersonal traits have long-term outcomes in our lives. For example, whether a person is controlling or easygoing affects such different aspects of his life as the conflicts he gets into with hi spouse and work partners and the strategies he uses to achieve his goals. Whether a person tends to be nervous and depressed or optimistic and cheerful af fects the likelihood of diverse social outcomes, such as divorce or success in a sales career. Many of the most important individual dif...
Employers sometimes use personality tests to select people especially suitable for a specific job. For example, an insurance company might use a measure o extraversion-introversion to select applicants high on extraversion for a sales job so that their characteristics match successful incumbents in their sales department. Alternatively, the employer may want to use personality assessments to de-select, or screen out, people with specific traits. For example, a police department might use the MMPI or a simila test to screen out applicants that have high levels of mental instability or psychopathology. Next we will describe several specific tests and applications of personnel selection using personality tests.
ADVERTISING AND THE PHARMACEUTICAL INDUSTRY The pharmaceutical industry, which researches, develops, produces, and markets prescription drugs in the United States, is the most heavily regulated of all industries when it comes to the advertising and promotion of its products. Through its Drug Marketing, Advertising, and Communications Divisions, the Food and Drug Administration (FDA) regulates all advertising and promotional activities for prescription drugs, including statements made to physicians and pharmacists by pharmaceutical sales representatives. Advertising of over-the-counter (OTC) drugs, which is not regulated by the FDA, is under the jurisdiction of the Federal Trade Commission (FTC).
Health aids are a billion-dollar-a-year business. Most are harmless except for the expense, and some may have a positive placebo effect (see below). However, some are potentially harmful, especially for people who really do have a medical problem. Moreover, their use may delay proper diagnosis and treatment. There are no rules restricting what salespeople can say in stores or what can be claimed on the Internet. The small print on labels always says, These statements have not been evaluated by the Food and Drug Administration. This product is not intended to diagnose, treat, cure, or prevent any disease. By contrast, FDA-approved drugs are made in factories that are carefully inspected. The medications are checked to be sure that they are really what they say they are and to be sure they contain no contaminants that could be harmful. They are prescribed by licensed physicians who have been trained in their use and who do not have a financial incentive for you to take the drug.
2) Jim is a 36-year-old Caucasian male sales representative with a four-year history of widespread migratory pain that always includes his neck and shoulders. Initially, he attributed the pain to playing competitive racquetball, but he hasn't played now in more than a year, yet has seen no improvement in his
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