| MOST of my curriculum in college was chemistw-related. I did, however,obtain a concentration in management, which proved valuable for nayto sales," says Kathleen Herron, a sales representative for Rohm andHaas, the well-known chemical company based in Philadelphia. Like many indus-trial sales reps who started out with their companies as researchers, engineers, ortechnicians, Kathleen responded to an internal company posting for a sales posi-tion. "Having started out in Rohm and Haas Research, I felt sales was the best betfor launching a career in the business end of the company." Although she felt comfortable in her new position after only about sixmonths, Kathleen s sales training lasted a full two years. She continues: "Thisincluded hands-on experience in marketing, research, and manufacturing. Timewas also allocated for travel with experienced sales reps. Training time can vaw,s{nce it depends on the availability of territories." Kathleen quickly learned thatRohm and Haas sales are neither immediate nor one-shot deals. "We have long-standing relationships with our customers. In fact, most of my accounts are oncontract. We are constantly servicing them with technical, safetT, and handlinginformation and presentations. Our customer service people work closely withour customers to provide qualite~ shipments of product." |
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