Sales and Marketing Resume
TLFeBOOK Sales and Marketing Resumes for $100,000 Careers Second Edition Louise M Kursmark TLFeBOOK Sales and Marketing Resumes for $100,000 Careers, Second Edition © 2005 by Louise M Kursmark Published by JIST Works, an imprint of JIST Publishing, Inc 8902 Otis Avenue Indianapolis, IN 46216-1033 Phone: 1-800-648-JIST Fax: 1-800-JIST-FAX E-mail: info@jist.com Visit our Web site at www.jist.com for information on JIST, free job search tips, book chapters, and ordering instructions for our many products! For free information on 14,000 job titles, visit www.careeroink.com See the back of this book for additional JIST titles and ordering information Quantity discounts are available for JIST books Please call our Sales Department at 1-800-648-5478 for a free catalog and more information Acquisitions Editor: Lori Cates Hand Project Editor: Gayle Johnson Interior Design and Page Layout: Aleata Howard Cover Design: Aleata Howard Proofreaders: Jeanne Clark, Paula Lowell, Linda Quigley Indexer: Kelly Henthorne Printed in the United States of America 09 08 07 06 05 04 Library of Congress Cataloging-in-Publication Data Kursmark, Louise Sales and marketing resumes for $100,000 careers / Louise M Kursmark.— 2nd ed p cm Includes index ISBN 1-59357-013-9 Résumés (Employment) Sales personnel Marketing I Title HF5383.K87 2004 650.14’2—dc22 2004011137 All rights reserved No part of this book may be reproduced in any form or by any means, or stored in a database or retrieval system, without prior written permission of the publisher except in the case of brief quotations embodied in articles or reviews Making copies of any part of this book for any purpose other than your own personal use is a violation of United States copyright laws For permission requests, please contact the Copyright Clearance Center at www.copyright.com or (978) 750-8400 We have been careful to provide accurate information in this book, but it is possible that errors and omissions have been introduced Please consider this in making any career plans or other important decisions Trust your own judgment above all else and in all things Trademarks: All brand names and product names used in this book are trade names, service marks, trademarks, or registered trademarks of their respective owners ISBN: 1-59357-013-9 TLFeBOOK Acknowledgments Resume writing is an interactive process that requires close collaboration between writer and job seeker To the thousands of clients who have shared their career problems, hopes and dreams, success stories, and the excitement and trepidation of starting a job search, I am immeasurably grateful It has been challenging, educational, rewarding, and exhilarating to work with you—and, not least of all, you have given me the material for this book and my many other writing ventures! Professional colleagues (executive recruiters and resume writers, members of Career Masters Institute, PARW-CC, NRWA, and PRWRA) have added to my knowledge and expertise, always providing sound advice and professional encouragement Thank you My children, Meredith and Matt, and my husband, Bob, give me both roots and wings I appreciate your confidence in me, your constant love and support, and your practical assistance as deadlines loom TLFeBOOK Contents INTRODUCTION VII PART 1: WRITING YOUR $100,000 RESUME CHAPTER 1: GET READY TO WRITE YOUR RESUME Three Absolutes for a Powerful Resume The Resume as a Sales Tool The Basics Create a Career Target Statement CHAPTER 2: CREATE A POWERFUL RESUME 11 The Pieces of the Puzzle 11 Write Your Contact Information 12 Consider an Objective Statement 15 Write a Summary, Profile, or Qualifications Brief 16 Describe Your Experience and Accomplishments 19 List Your Education 30 Add Miscellaneous Categories and Information 32 CHAPTER 3: POLISH YOUR CREATION 35 Deal with Problem Situations 35 Be Ready for the Big Question 40 Edit Your Draft 40 Design Your Resume for Maximum Impact 43 Apply the Finishing Touches 46 Choose Paper 46 Adapt Your Resume for an Electronic Job Search 47 PART 2: SALES AND MARKETING RESUMES AND COVER LETTERS 53 CHAPTER 4: SALES RESUMES 55 TLFeBOOK Contents CHAPTER 5: REGIONAL AND NATIONAL ACCOUNT MANAGEMENT RESUMES 85 CHAPTER 6: SALES MANAGEMENT RESUMES 117 CHAPTER 7: MARKETING, BRAND MANAGEMENT, PRODUCT MANAGEMENT, AND BUSINESS DEVELOPMENT RESUMES 151 CHAPTER 8: ADVERTISING, PUBLIC RELATIONS, AND MARKETING COMMUNICATIONS RESUMES 185 CHAPTER 9: RETAIL SALES AND MARKETING RESUMES 207 CHAPTER 10: EXECUTIVE SALES AND MARKETING RESUMES 217 CHAPTER 11: CAREER TRANSITION RESUMES 273 CHAPTER 12: EFFECTIVE COVER LETTERS 283 Cover Letter FAQs 284 Sample Cover Letters 286 PART 3: JOB SEARCH STRATEGIES FOR SALES AND MARKETING PROFESSIONALS 297 CHAPTER 13: USE MARKETING AND SALES STRATEGIES FOR AN EFFECTIVE JOB SEARCH 299 Product 300 Place 300 Promotion 300 Price 301 Craft a Sales Strategy: Identify Potential Buyers 301 Integrate Your Strategies 316 CHAPTER 14: FROM THE HIRING SIDE 319 Recruiters 320 Human Resources 322 v TLFeBOOK Sales and Marketing Resumes for $100,000 Careers Hiring Managers 322 Hiring Survey Results 323 CHAPTER 15: MANAGING YOUR JOB SEARCH AND YOUR CAREER 327 Get Organized 328 Follow Up 328 Sample Follow-Up Letters 329 Plan for the Future 332 INDEX 335 vi TLFeBOOK Introduction Harold Hill Willy Loman The serpent in the Garden of Eden The proverbial traveling salesman Through the ages, in folklore and fiction, salespeople have been viewed as fasttalking hucksters, sad-sack losers, evil incarnate, and philandering rogues Thankfully, that perception has changed Sales and marketing professionals are respected as serious professionals whose talents are fundamental to business growth and success If this describes you—if you are an accomplished sales and/or marketing pro who has made a positive difference for your customers and your organization— you might be eager to test the job search waters for an advanced or morelucrative position Perhaps you’ve lost your job, been affected by corporate downsizing, seen your company merge with or be acquired by another, or desire a physical move because of personal circumstances For whatever reason, you’ve decided to write your resume and look for another job And since you’re reading this book, we can assume that you are or want to be among the best-compensated people in the country A career in sales offers you the unique opportunity to directly influence your own compensation through commissions and performance bonuses Unlike many careers that require years of progressive experience to qualify for $100,000 positions, the nature of sales makes it quite feasible for an independent producer, in the right industry at the right time with the right professional skills, to achieve this lofty income goal Premier salespeople, then, can earn six-figure incomes So too can managers and executives in marketing, product management, marketing communications, and sales But please don’t assume that six-figure sales and marketing jobs are as common as ants at a picnic If you currently hold such a position, you know what you did to get there and how hard you work If you aspire to that level, be prepared to face some tough competition To find the best jobs, you will have to mount a highly effective campaign to reach your goal Your resume will be one of the weapons in your arsenal Although your resume is essential for your job search, it cannot in and of itself land you a job What it can is inspire interest, generate interviews, help structure those interviews, provide rationale for a hiring decision, and serve as an icebreaker in a variety of networking situations TLFeBOOK Sales and Marketing Resumes for $100,000 Careers How does a resume for a $100,000 position differ from one used for an entrylevel or beginning management position? In both cases, the emphasis should be on demonstrating your potential value to an organization The more experienced you are, the more material you have to work with, and the more detail you should include about your contributions in each of your positions Seniorlevel sales and marketing people who pare down their experience in a wellintentioned effort to keep the resume to one page are making a serious mistake At higher levels, everyone who will be reading your resume (such as executive recruiters, a company’s top management, human resources recruiters, and so on) will want to know more about you—not only your success stories and the numbers that support your claims (although those are essential), but deeper insight into your management style, problem-solving approach, leadership skills, and ability to articulate and communicate a vision for the organization A longer, more detailed, more thoughtful, and more strategy-focused resume is called for About This Book This book is devoted primarily to teaching and showing you how to create a powerful resume to help you achieve that six-figure sales and/or marketing position Part gets right down to business, with three chapters devoted to creating your career target statement and then writing and polishing your resume Part includes chapters of sample resumes, divided by function and level within the field of sales and marketing As you read through these, it’s a good idea to review resumes outside your own specific niche Many resumes showcase careers that combine functions or that have crossed over from one function to another The final chapter in Part includes a handful of cover letters, crossreferenced with the resumes they were written for, to give you a head start on this important companion to your resume When your resume is complete, you’re ready to tackle Part 3: putting your resume to work in your job search In chapter 13, you will learn how to use your sales and marketing skills to advance your career Chapter 14 discusses opinions and recommendations from recruiters and hiring managers, and chapter 15 addresses organizational strategies to keep your search focused and on track The advice, suggestions, rationale, and recommendations in this book have been gleaned from my many years of experience as a resume writer and career coach They are reinforced by the collected wisdom of other resume and career professionals and key insights from recruiters, human resources professionals, and hiring managers The hundreds of sample resumes and cover letters in this book were written for real job seekers with quirky pasts and a wide range of viii TLFeBOOK Introduction sales and marketing accomplishments (Of course, these samples have been fictionalized to protect clients’ confidentiality.) The strategies, styles, language, career histories, and accomplishments included in the resumes helped these diverse job seekers achieve their goals And they can help you reach new career heights Let’s get started ix TLFeBOOK TLFeBOOK Chapter 15 Managing Your Job Search and Your Career C ongratulations! You’ve identified your career target, written your resume and an initial cover letter or two, created a marketing strategy, and are all set to launch your job search Before you start, consider the following brief bits of advice that will help you run your job search more smoothly and productively TLFeBOOK Sales and Marketing Resumes for $100,000 Careers Get Organized Take the time to create an organizational system for your job search activities Your system—whether you manage it with paper and pencil, with stacked piles of labeled folders, or with contact-management software—should enable you to ◆ Keep detailed records of people you contact, the gist of your conversation, and follow-up plans and timelines ◆ Provide storage and ready access to information about positions you’ve applied for, such as a copy of the want ad or posting, a copy of your cover letter, and notes on your follow-up phone call ◆ Track networking connections For instance, if Uncle Joe suggests you contact his Army buddy Jim Kane, who’s a purchasing manager at XYZ Corp., and Jim refers you to Anna Winston, the Sales VP at that company, and Anna forwards your resume to a friend who’s in HR at Waco Widgets, who then sets you up with the Sales Manager, you need to be able to appropriately thank each link in the chain when you interview for a job selling widgets in Waco ◆ Manage schedules, activities, and follow up to keep you on track, alert, and constantly aware of the progress of each element of your search Just as you would for any major project, establish a plan of action to reach your career target Set measurable goals, and monitor your progress Be as proactive and efficient as possible: Return phone calls promptly, send follow-up letters within a day of every interview, and concentrate your resources on the activities that will give you the greatest reward Follow Up Follow-up letters are an often overlooked but potentially very valuable job search activity Most people (about 90 percent, according to hiring authorities I contacted) not send thank-you notes You will make yourself memorable just by sending one! Not only that, a follow-up letter lets you reiterate key points of the interview, perhaps overcome an objection you didn’t address in person, cement your candidacy in the mind of the hiring manager, and make a highly favorable after-interview impression Follow-up letters need not be in-depth or lengthy They should always be positive, appreciative, and complimentary to the company and/or the person or people you met with 328 TLFeBOOK Sample Follow-Up Letters Elizabeth D Norton 15-1 ELIZABETH D NORTON 23 Mehring Way #235, Cincinnati, OH 45202 513-891-1234 ednorton@fuse.net October 15, 2004 Stanley Brown Vice President, Sales X-ACT Corp 2357 Lakeview Boulevard Evanston, IL 60204 Dear Mr Brown: Thank you for sharing your valuable time during my visit to Evanston last week I was very impressed with your facilities and the obvious commitment to keep X-ACT head and shoulders above its competitors On a professional level, I am excited about the opportunity, aggressiveness, and technical excellence so evident at X-ACT Your need for a regional sales manager who can penetrate new business markets seems to closely match my background and proven areas of strength During our conversation, we discussed my most recent employer, Cincinnati Software I agree that the situation I described seems strange; however, it is quite true (though counter to the goals of a thriving business) To clarify any questions you may have on this matter, I urge you to call Sam Trout, Product Development Manager at Cincinnati Software (telephone 513-555-7777); he will be glad to answer your questions and verify my description of the situation Thank you for promoting such a friendly and relaxed environment for my visit It was a pleasure to meet you and the other professionals at X-ACT I look forward to continuing our dialogue Sincerely, Elizabeth D Norton 329 TLFeBOOK 15-2 Maria Trujillo Maria Trujillo 29-A Primrose Court, Nashville, TN 37211 mariatee@hotmail.com • (615) 455-4555 October 19, 2004 Mr John Allison Executive Vice President, Sales and Marketing Office Mates, Inc 2529 Third Avenue Nashville, TN 37211 Dear John: Thank you for the leads you were good enough to pass along in our conversation last week As I mentioned, my initial conversations and interviews with you sparked my interest in a career in office furniture sales Since that time, I have done additional research and have been fortunate to make connections with other distributors The result of all this research is great excitement about the industry and its opportunities, and a growing belief that I am extremely well suited to a sales career in this field You can be certain that I will follow up on the referrals you gave me as I am very eager to gain experience in the industry I hope you’ll consider me when your hiring needs change, as I’m certain that I’ll be able to present even stronger qualifications than during our recent interviews John, thank you for your interest and help I hope that I can return the favor sometime soon; feel free to call if I can be of assistance at any time I wish you continued success—and, again, congratulations on your recent promotion! Best regards, Maria Trujillo 330 TLFeBOOK Matthew Adrian Matthew Adrian 341 Fairview Terrace Cleveland, Ohio 44125 15-3 mattadrian@aol.com Residence 216-439-7515 Mobile 216-704-1025 October 5, 2004 Ellen T Wales Vice President Medi-Quip, Inc 2323 Peachtree Plaza Atlanta, GA 30319 Dear Ms Wales: Thank you for taking the time to speak with me on Thursday I was very impressed with what I learned about your organization, and I remain extremely interested in the opportunity with Medi-Quip In particular, I was pleased to learn that Medi-Quip is investing resources in building an organization to serve the increasingly important national accounts market along with developing a program focused on managed healthcare services These value-added programs can be a worthy negotiating tool and a competitive advantage in closing business important to the continued growth of your organization It seems that my background and expertise are a good match for your needs at this time I look forward to continuing this dialogue Sincerely, Matthew Adrian 331 TLFeBOOK Sales and Marketing Resumes for $100,000 Careers Plan for the Future According to the Department of Labor, Americans can expect to hold between 10 and 20 different jobs in their working life What accounts for all this transition? ◆ Companies grow, and opportunities for advancement arise Top-performing employees are promoted into new responsibilities or new areas of the company ◆ Jobs are eliminated when companies merge, consolidate, or downsize ◆ Industries shrink and grow Some even die out! Not too long ago, the job of typesetter required manually placing type to create the words, sentences, and paragraphs that make up books, newspapers, magazines, and countless other publications That profession was made obsolete by computerized page layout ◆ New professions are created ◆ Individuals are fired—perhaps for poor performance, or maybe because of a poor fit with the job or the company ◆ People change They might decide to something entirely different with their careers, and with the increasing availability of top-notch career coaches, they can find expert guidance to help them decide their next career path ◆ The “job for life” mentality has disappeared! Those who benefit most from all this change, fluctuation, and opportunity are nimble, proactive employees who can respond rapidly when opportunity presents itself To make your next job change proceed more swiftly and smoothly, accept the need to constantly manage your career Think about long-range goals, and take steps now to prepare yourself for your next career target That might mean pursuing an MBA, improving your computer skills, seeking out a corporate-level project, maintaining networking contacts, or staying up to date on industry trends By doing so, not only will you position yourself for a successful job change, but you’ll become more valuable to your current employer as well A simple practice that will yield big benefits is to create and maintain a career portfolio This can be nothing more than a file folder into which you toss notes, memos, project summaries, performance evaluations, and other evidence of your activities and accomplishments The material in your file will quantify and 332 TLFeBOOK Chapter 15: Managing Your Job Search and Your Career verify your contributions to your company and give you specific data for writing accomplishment statements for your resume Periodically review your file and update your resume Revisit your career target… spend some time thinking about your long-range goals… perhaps develop a mission statement that encompasses career and personal priorities When it comes time to look for another position, you’ll understand clearly where you’ve been, what you’ve done, and where you want to go And you’ll have a powerful resume that can help you get there May you enjoy the journey as much as the destination 333 TLFeBOOK TLFeBOOK Index A active vs passive voice, 22 address in resume, 12–13 advertising resumes, 185–206 advertising sales management, 149–150 age-related problems, 36 aggressive attitude in job search, 317 appearance of resume, art director resume, 198 ASCII text resumes, 48–49 automotive industry sales resumes, 64–67 B brand management resumes, 151–183 broadcast industry sales management, 147–148 business development resumes, 151–183, 225–226, 243–244, 267–268 business strategist resume, 181–182 C CAR (challenge, action, result) story format, 27–28 college or university placement office, 308–309 combination format, 20 community involvement, 33 company and title of previous jobs, 21 company’s benefit by hiring you, 26–27 competition for jobs, 302 computer skills, 33 consultants, 109–110 consumer goods marketing executive, 271–272 contact information, 12–15 posted or published job openings, 302 contingent recruiters, 320–321 cover letters, 283–296 capturing reader’s attention with, 284–285 FAQs for, 284 follow-up and, 285 importance of, 284 length of, 285 salary requirements in, 285 salutation line in, 284 samples of, 286–296 D career management (See job search and career management) dates of employment, 20–21 career target statement, 7–9, 43 demotions and corporate restructuring, 40 career transition resumes, 273–281 designing your resume, 43–45 formatting your resume, headings and subheadings in, 42–43 chronological format, 20 college degrees, 37 TLFeBOOK Sales and Marketing Resumes for $100,000 Careers length of resume and, 42–43 paper for resume, 5, 46–47 typestyle, 41–42 direct application to companies, 303–305 E format for, 20 lack of, 37 memory-jogging questions for, 27–30 numbers as measure of past performance, 23–24 position description of previous jobs, 21–23 story of your accomplishments, 24–26 editing your resume, 40–43 education section, 30–32 lack of college degree, 37 electronic resumes, 47–52 ASCII text, 48–49 e-mail attachments to, 48 examples of, 49–52 Internet job sites, resume posting sites and, 309–311 keywords in, 18 PDF format, 49 scannable, 48 e-mail address on resume, 13 e-mail attachments, 48 employer’s side of hiring, 319–325 hiring managers and, 322–323 hiring survey results and, 323–325 human resources departments and, 322 preferred methods of contact and, 324 recruiters and, 320–321 reviewing resumes and, 324–325 errors in resume, executive recruiters, 305–308 executive sales and marketing resumes, 217–272 experience and accomplishments section, 19–30 CAR (challenge, action, result) story format, 27–28 company and title of previous jobs, 21 company’s benefit by hiring you, 26–27 dates of employment, 20–21 F FAQs for cover letters, 284 first person vs third person, 41 fishing expeditions, 302–303 focus of resume, follow-up letters, 285, 328–331 formats for resume, 20 formatting your resume, functional format, 20 G gaps in career history, 40 gathering resource material for resume, 5–6 graphic designer, 190–191 H headings and subheadings, 42–43 hiring managers, 322–323 hiring survey results, 323–325 hobbies and interests, 33 honors and awards, 33 human resources departments, 322 336 TLFeBOOK Index I ideal position, factors to consider, 8–9 identifying potential employers, 301–316 industrial sales resumes, 63–64, 91–92, 97–98 integrated job search strategies, sample of, 316–318 international executive sales and marketing, 223–224, 269–270 international experience, 33 Internet job sites, resume posting sites, 309–311 J job hopping, 37–38 job search and career management (See also marketing and sales strategies in job search), 327–333 follow-up letters and, 328–331 future planning and, 332–333 organization for, 328 direct application to companies in, 303–305 executive recruiters and, 305–308 identifying potential employers in, 301–316 integrating strategies in, sample of, 316–318 Internet job sites, resume posting sites and, 309–311 networking and, 314–316 “place” statement in, 300 posted or published job openings in, 302–303 “price” statement in, 301 “product” statement is you, 300 professional associations and, 312–313 “promotion” statement in, 300–301 references and, 313–314 marketing communications resumes, 185–206 marketing resumes, 151–183 medical products/pharmaceuticals sales/ marketing, 56–60, 99–100, 125–127, 169–170, 199–200, 247–248 memory-jogging questions, 27–30 K–L keywords, 18 military background, 34 N name, address, phone numbers, 12–13 language skills, 33 language use in resume, 41 length of resume, 42–43 M marketing and sales strategies in job search, 299–318 aggressive attitude in, 317 college or university placement office and, 308–309 national and regional account management resumes, 85–115 networking for job leads, 314–316 numbers as measure of past performance, 23–24 O objective statement, 15–16 organizing your job search, 328 337 TLFeBOOK Sales and Marketing Resumes for $100,000 Careers P packaging industry sales, 61–62 paper for resume, 5, 46–47 Q–R qualifications brief, summary, or profile 16–17, 19 PDF format resumes, 49 person, first vs third, 41 personal information, 34 phone numbers in resume, 12–13 “place” statement, 300 placement office, 308–309 position description of previous jobs, 21–23 posted or published job openings, 302–303 preferred methods of contact, by employers, 324 “price” statement, 301 problem situations, 35–40 age-related, 36 demotions and corporate restructuring, 40 gaps in career history, 40 lack of college degree, 37 lack of experience, 37 relocation, 39 short-term jobs, 37–38 unsuccessful positions, 38 product engineer, 133 product management resumes, 151–183 “product” statement is you, 300 professional associations, 312–313 profile, summary, or qualifications brief, 16–17, 19 “promotion” statement, 300–301 proof of past performance in resume, 4, 23–30 proofreading your resume, 46 recruiters, 305–308, 320–321 references, 34, 313–314 regional and national account management resumes, 85–115 relocation, 33, 39 resume posting sites on Internet, 309–311 resumes advertising, 185–206 art director, 198 ASCII text, 48–49 automotive industry sales, 64–67 brand management, 151–183 business development, 151–183, 225–226, 243–244, 267–268 business strategist, 181–182 career transition, 273–281 electronic, 47–52 errors in, executive sales and marketing, 217–272 focus of, formats for, 20 gathering resource material for, 5–6 industrial sales, 63–64, 91–92, 97–98 language use in, 41 length of, 42–43 marketing, 151–183 marketing communications, 185–206 paper for, 5, 46–47 PDF format, 49 product management, 151–183 proof of past performance in, 4, 23–30 proofreading, 46 public relations, 165–166, 185–206 public relations resumes, 165–166, 185–206 338 TLFeBOOK Index regional and national account management, 85–115 retail sales and marketing, 207–216 reviewing, employer’s view of, 324–325 sales, 55–84 sales management, 117–150 sales tool use of, 4–5 scannable, 48 sections of resume, 11–34 CAR (challenge, action, result) story format, 27–28 company and title of previous jobs, 21 company’s benefit by hiring you, 26–27 contact information, 12–15 dates of employment, 20–21 education, 30–32 e-mail address, 13 experience and accomplishments, 19–30 formats for resume, 20 keywords, 18 memory-jogging questions for, 27–30 miscellaneous categories and information, 32–34 name, address, phone numbers, 12–13 numbers as measure of past performance, 23–24 objective statement, 15–16 personal information, 34 position description of previous jobs, 21–23 proof of past performance, 23–30 references, 34 summary, profile, or qualifications brief, 16–17, 19 S salary requirements, 285 sales management resumes, 117–150 sales resumes, 55–84 sales tool use of resume, 4–5 salutation line in cover letter, 284 scannable resumes, 48 sections of resume, 11–34 CAR (challenge, action, result) story format, 27–28 company and title of previous jobs, 21 company’s benefit by hiring you, 26–27 contact information, 12–15 dates of employment, 20–21 education, 30–32 e-mail address, 13 experience and accomplishments, 19–30 formats for resume, 20 keywords, 18 memory-jogging questions for, 27–30 miscellaneous categories and information, 32–34 name, address, phone numbers, 12–13 numbers as measure of past performance, 23–24 objective statement, 15–16 personal information, 34 position description of previous jobs, 21–23 proof of past performance, 23–30 references, 34 summary, profile, or qualifications brief, 16–17, 19 retail sales and marketing resumes, 207–216 short-term jobs, 37–38 retained recruiters, 320–321 spell checking, 46 reviewing resumes, employer’s view of, 324–325 style of writing, 41 summary, profile, or qualifications brief, 16–17, 19 339 TLFeBOOK Sales and Marketing Resumes for $100,000 Careers T technology product/services sales, 93–96, 218–219, 229–230 tense, verb, 41 time required for writing resume, tourism industry sales/marketing, 159 travel and relocation, 33 typestyle, 41–42 U–Z unsuccessful positions, 38 career target statement, 7–9, 43 clarity and focus, correcting errors, designing, 43–45 editing, 40–43 formatting, gathering resource material for, 5–6 headings and subheadings, 42–43 length of resume, 42–43 proof of past performance, 4, 23–30 sales tool use of resume, 4–5 style, tense, person, and language use, 41 time required for, typestyle, 41–42 writing your resume, 3–9 active vs passive voice, 22 appearance of resume, 340 TLFeBOOK ... COMMUNICATIONS RESUMES 185 CHAPTER 9: RETAIL SALES AND MARKETING RESUMES 207 CHAPTER 10: EXECUTIVE SALES AND MARKETING RESUMES 217 CHAPTER 11: CAREER TRANSITION RESUMES ... 2: SALES AND MARKETING RESUMES AND COVER LETTERS 53 CHAPTER 4: SALES RESUMES 55 TLFeBOOK Contents CHAPTER 5: REGIONAL AND NATIONAL ACCOUNT MANAGEMENT RESUMES 85 CHAPTER 6: SALES MANAGEMENT... prepare your resume The Resume as a Sales Tool Because you’re in sales and marketing, you can appreciate the analogy of the resume as a marketing document designed to promote your features and benefits