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	<title><![CDATA[sales representative Resources | BNET]]></title>
	<link><![CDATA[http://resources.bnet.com/topic/sales+representative.html]]></link>
	<description><![CDATA[White papers, case studies, business articles, and blog posts relating to sales representative]]></description>
	<s:counts start="0" returned="20" found="43" />
	<language>en-us</language>
	<item>
		<title><![CDATA[Inside GSK's CASSPER Ghostwriting Program]]></title>
		<link><![CDATA[http://industry.bnet.com/pharma/10003825/inside-gsks-cassper-ghostwriting-program/]]></link>
		<description><![CDATA[A look inside GSK's CASSPER ghostwriting brochure reveals that Paxil Product Management at GSK expected its drug sales reps to control the process, even with doctors who were clearly unfamiliar with existing published data on the drug. by Jim Edwards]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Fri, 21 Aug 2009 06:21:34 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/brochure.html"><![CDATA[Brochure]]></category>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/jim+edwards.html"><![CDATA[Jim Edwards]]></category>
	</item>
	<item>
		<title><![CDATA[Why Did You Lose that Big Account?]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=3976]]></link>
		<description><![CDATA[ The post "How to Cope With Losing a Big Account" generated a reader comment so brilliant that I'm raising it to the level of a full post.Â Â  In that comment, frequent Sales Machine contributor IanP provides some true business wisdom about why companies lose big accounts -- and what...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Fri, 03 Jul 2009 11:30:12 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/customer.html"><![CDATA[Customer]]></category>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
	</item>
	<item>
		<title><![CDATA[How To Boost Your Sales In A Down Market]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=1113207]]></link>
		<description><![CDATA[Most sales reps are challenged in this difficult economy, some are doing quite well. In fact, it's not unusual to find evidence of both success and failure even among sales reps working in the same office, trained by the same manager. While there's no "Magic bullet" for selling in a...]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Mon, 29 Jun 2009 00:00:00 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/salesresources.com.html"><![CDATA[SalesResources.com]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
	</item>
	<item>
		<title><![CDATA[Six Powerful Prospecting Tips]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=1112901]]></link>
		<description><![CDATA[Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure...]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Thu, 18 Jun 2009 00:00:00 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/referral.html"><![CDATA[Referral]]></category>
		<category domain="http://resources.bnet.com/topic/salesresources.com.html"><![CDATA[SalesResources.com]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
	</item>
	<item>
		<title><![CDATA[Please Share Your Rude Customer Stories]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=3477]]></link>
		<description><![CDATA[Last week's post "How to Read a Customer's Mind" generated angry comments from a guy who hates it when sales reps use "conceptual models."Â  Here's how he reacts when that happens:  The moment I sense that someone who is selling something to me is trying to employ any of...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Mon, 15 Jun 2009 11:30:20 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/games.html"><![CDATA[Games]]></category>
		<category domain="http://resources.bnet.com/topic/productivity.html"><![CDATA[Productivity]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/personal+technology.html"><![CDATA[Personal Technology]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
	</item>
	<item>
		<title><![CDATA[Is It OK To Buy for the Wrong Reason?]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=3612]]></link>
		<description><![CDATA[Scenario: There are two competitors in an account with identically-priced products.Â  Sales rep "A" has a product that better matches the customer's business need.Â  Sales rep "B" has a product that's not quite as good at meeting the customer's business need.Â  However, the customer prefers to do business with sales...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Mon, 01 Jun 2009 11:30:44 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/customer.html"><![CDATA[Customer]]></category>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/b.html"><![CDATA[B]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
	</item>
	<item>
		<title><![CDATA[Boehringer Reps Get Legal Victory on Back Pay; Amgen, Serono Reps Could Be Affected]]></title>
		<link><![CDATA[http://industry.bnet.com/pharma/1000571/boeringer-reps-get-legal-victory-on-back-pay-amgen-serono-reps-could-be-affected/]]></link>
		<description><![CDATA[Sales reps at Boeringer-Ingelheim have won a legal victory that may lead to them being awarded back-pay for all the unpaid overtime they have worked. The ruling, by a federal court in Connecticut, could also affect two related cases involving sales reps at Amgen and Serono. by Jim Edwards]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Thu, 08 Jan 2009 09:03:54 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/overtime.html"><![CDATA[Overtime]]></category>
		<category domain="http://resources.bnet.com/topic/amgen+inc..html"><![CDATA[Amgen Inc.]]></category>
		<category domain="http://resources.bnet.com/topic/serono+s.a..html"><![CDATA[Serono S.A.]]></category>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/luann+ruggeri.html"><![CDATA[Luann Ruggeri]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/jim+edwards.html"><![CDATA[Jim Edwards]]></category>
		<category domain="http://resources.bnet.com/topic/jim+edwards.html"><![CDATA[Jim Edwards]]></category>
		<category domain="http://rss.financialcontent.com/stocksymbol">AMGN</category>
		<category domain="tickers">AMGN</category>
	</item>
	<item>
		<title><![CDATA[Sample Apparel Trimmings Sales Representative Cover Letter]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=1106563]]></link>
		<description><![CDATA[The job applicant in this apparel trimmings sales representative cover letter shows that he knows what a future employer is looking for - the ability to contact apparel manufacturers to sell trimmings for clothing, such as dresses, blouses, shirts, and sweaters, and the service of applying various trim to apparel....]]></description>
		<s:doctype><![CDATA[Tools & templates]]></s:doctype>
		<pubDate>Thu, 01 Jan 2009 00:00:00 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/job.html"><![CDATA[Job]]></category>
		<category domain="http://resources.bnet.com/topic/letter.html"><![CDATA[Letter]]></category>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/job+bank+usa.html"><![CDATA[Job Bank USA]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/recruitment+%2526+selection.html"><![CDATA[Recruitment & Selection]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/human+resources.html"><![CDATA[Human Resources]]></category>
		<category domain="http://resources.bnet.com/topic/workforce+management.html"><![CDATA[Workforce Management]]></category>
	</item>
	<item>
		<title><![CDATA[Sample Industrial Machinery Sales Representative Cover Letter]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=1124887]]></link>
		<description><![CDATA[Use this template as a cover letter to apply for the post of industrial machinery sales representative. The job seeker in this industrial machinery sales representative cover letter wants to work full-time for this company. He spells out his previous experience and shows that he knows what this position involves:...]]></description>
		<s:doctype><![CDATA[Tools & templates]]></s:doctype>
		<pubDate>Thu, 01 Jan 2009 00:00:00 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/letter.html"><![CDATA[Letter]]></category>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/job+bank+usa.html"><![CDATA[Job Bank USA]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
	</item>
	<item>
		<title><![CDATA[What You Can Learn From Losing]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=593]]></link>
		<description><![CDATA[I've known sales reps who were sore losers, and that's ironic, because it's usually through losing that you learn the most. Here's a video that makes that point quite clearly. by Geoffrey James]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Tue, 04 Nov 2008 11:25:31 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/corporate+communications.html"><![CDATA[Corporate Communications]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/marketing.html"><![CDATA[Marketing]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
		<category domain="http://resources.bnet.com/topic/video.html"><![CDATA[Video]]></category>
		<category domain="http://resources.bnet.com/topic/distribution+agreement.html"><![CDATA[Distribution Agreement]]></category>
		<category domain="http://resources.bnet.com/topic/corporate+communications.html"><![CDATA[Corporate Communications]]></category>
		<category domain="http://resources.bnet.com/topic/marketing.html"><![CDATA[Marketing]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
	</item>
	<item>
		<title><![CDATA[Do Customers Really Know Their Needs?]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=339]]></link>
		<description><![CDATA[    A reader writes:  Great blog; I look forward to it every day. I am trying to sell our new concept to potential strategic partners, but in order for us to move this project forward we need to get some cash from them to get the...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Thu, 26 Jun 2008 04:00:20 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/sales+wisdom.html"><![CDATA[Sales Wisdom]]></category>
		<category domain="http://resources.bnet.com/topic/thull.html"><![CDATA[Thull]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
	</item>
	<item>
		<title><![CDATA[Help! My Boss is an Idiot!]]></title>
		<link><![CDATA[http://www.bnet.com/5208-13076-0.html?forumID=1&threadID=2583&messageID=12243&start=0]]></link>
		<description><![CDATA[Help! My Boss is an Idiot!Idiot Sales Managers everywhereGeoffrey,Great letters about sales managers killing their teams.  I had two readers of my blog send me emails about what their bosses did.  Definitely Dilbert pointy-hair boss moments of shame.One was an email that killed morale....and potentially a sales rep's...]]></description>
		<s:doctype><![CDATA[Discussion threads]]></s:doctype>
		<pubDate>Mon, 23 Jun 2008 14:26:00 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[sales representative]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[sales]]></category>
		<category domain="http://resources.bnet.com/topic/help%2521.html"><![CDATA[Help!]]></category>
		<category domain="http://resources.bnet.com/topic/idiot%2521.html"><![CDATA[IDIOT!]]></category>
		<category domain="http://resources.bnet.com/topic/rep.html"><![CDATA[rep]]></category>
	</item>
	<item>
		<title><![CDATA[How to Sell Yourself...and Sell More.]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=335]]></link>
		<description><![CDATA[In yesterday's post "Do You Know How to Sell Yourself?", I pointed out that sales reps are now held responsible for their customersâ€™ results and therefore must sell themselves, in addition to their company and its products.    Unfortunately, most sales reps are trained to sell their company's...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Wed, 04 Jun 2008 05:10:04 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/tag.html"><![CDATA[Tag]]></category>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
	</item>
	<item>
		<title><![CDATA[Do You Know How to Sell Yourself?]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=332]]></link>
		<description><![CDATA[    Many sales reps focus almost exclusively upon selling their company and their company's products, and give very little attention to selling themselves. That limits their ability to sell everything else, because when you sell something important, YOU are a big part of the package.  ...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Tue, 03 Jun 2008 07:06:42 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/elevator.html"><![CDATA[Elevator]]></category>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
	</item>
	<item>
		<title><![CDATA[Interview Etiquette Gone Bad]]></title>
		<link><![CDATA[http://blogs.bnet.com/intercom/?p=1757]]></link>
		<description><![CDATA[As Jessica Stillman noted in yesterday's BNET1, young job interviewees are failing in basic interview etiquette -- you know: texting on their mobiles, chewing gum, casually dropping f-bombs; the sort of stuff us 40-somethings tried to get away with in our high school social studies classes.    One...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Thu, 24 Apr 2008 16:14:19 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/michael+mattis.html"><![CDATA[Michael Mattis]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/generation+y.html"><![CDATA[Generation Y]]></category>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
	</item>
	<item>
		<title><![CDATA[How to Coach a Sales Rep.]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=246]]></link>
		<description><![CDATA[One of the most important, and often most neglected, job responsibilities of the sales manager is coaching reps.   Unfortunately, many sales managers don't know how to coach.  I asked Linda Richardson (one of the world's top sales trainers and founder of the sales training firm Richardson) how...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Tue, 26 Feb 2008 06:20:32 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/manager.html"><![CDATA[Manager]]></category>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/evaluation.html"><![CDATA[Evaluation]]></category>
		<category domain="http://resources.bnet.com/topic/sales+manager.html"><![CDATA[Sales Manager]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
	</item>
	<item>
		<title><![CDATA[Micromanagement = Lost Sales]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=106]]></link>
		<description><![CDATA[There are three things that are inevitable in this world: death, taxes and lousy management.  And of all the many manifestations of lousy management, surely one of the worst is micromanagement.    I was recently talking about this with Sam Reese, CEO of the sales training firm...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Thu, 31 Jan 2008 06:08:11 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
	</item>
	<item>
		<title><![CDATA[Sample Sales Representative Resume]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=361407]]></link>
		<description><![CDATA[This is the sample resume for applying for the post of sales representative computers. This template will provide you the relevant idea for preparing a sales representative's computers resume. ]]></description>
		<s:doctype><![CDATA[Tools & templates]]></s:doctype>
		<pubDate>Tue, 01 Jan 2008 00:00:00 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/productivity.html"><![CDATA[Productivity]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
	</item>
	<item>
		<title><![CDATA[Building Trust Through Ethical Sales Behavior]]></title>
		<link><![CDATA[http://www.bnet.com/2410-13237_23-168330.html]]></link>
		<description><![CDATA[Effective selling requires more than an ability to communicate a product's features or benefits. Sales representatives must also develop quality relationships with their customers. Regardless of a company's reputation, customers choose to do business with people they trust. Sales representatives have to earn that trust by behaving ethically and conveying...]]></description>
		<s:doctype><![CDATA[Articles]]></s:doctype>
		<pubDate>Thu, 15 Nov 2007 16:12:35 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/representative.html"><![CDATA[Representative]]></category>
		<category domain="http://resources.bnet.com/topic/product.html"><![CDATA[Product]]></category>
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	<item>
		<title><![CDATA[Yet More Marketing Idiocy.]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=166]]></link>
		<description><![CDATA[The sales reps for business book publishers have a difficult job.  It's a crowded market with powerful resellers the big bookstores who have the clout to call the shots.    And while many business books contain valuable ideas, they tend to be similar in title and appearance,...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Tue, 06 Nov 2007 04:30:09 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
		<category domain="http://resources.bnet.com/topic/marketing.html"><![CDATA[Marketing]]></category>
		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/sales+force+management.html"><![CDATA[Sales Force Management]]></category>
		<category domain="http://resources.bnet.com/topic/marketing+research.html"><![CDATA[Marketing Research]]></category>
		<category domain="http://resources.bnet.com/topic/wiley.html"><![CDATA[Wiley]]></category>
		<category domain="http://resources.bnet.com/topic/business+book+publisher.html"><![CDATA[Business Book Publisher]]></category>
		<category domain="http://resources.bnet.com/topic/business+book.html"><![CDATA[Business Book]]></category>
		<category domain="http://resources.bnet.com/topic/sales+representative.html"><![CDATA[Sales Representative]]></category>
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