How do you get to the real interviews at a Career Faire? The competition can be considerable, but you can help yourself stand out from the crowd with early planning. At AA-Careers, we have a simple step-by-step process to prepare. Planning to go? Here’s how to prepare:

First, investigate the companies that are going and pick your targets. Use the World Wide Web to check out the companies that are there ahead of time. Go to their websites and see if they have their job openings posted. Pick a small number to go after, and get ready to spend up to an hour researching each one. It’s hard to do more than 10 in a day, and three or four is a much more reasonable target. For each hiring organization, you want to know: recent news, key product lines, and exectuve names. Try to see if you know anyone at the target companies. You’ll end up with a page or two of research for each company/job.

Second, if there are job postings on the web, read them to see what the company is looking for. Create a mapping of your accomplishments and skills to the requirements of the job. Make the language match. If the hiring company calls customers "clients", your resume should do the same thing. The accomplishments should be written in the style of the hiring company.

Third, create a ‘mini sales pitch’ for each likely organization/position combination. Write down a sixty second ‘thumbnail’ that you can repeat out loud describing why you are a fantastic candidate for that position. You’ll use this in your resume and when you meet people at the job kiosk.

Fourth, modify your resume for each position. The objective on your resume should exactly match the position you’re targeting. The executive summary should be a written form of your “mini sales pitch” for the job. Then choose the achievements and skills that most clearly match the job prerequisites. Especially at a Job Faire, the purpose of your resume is a sales tool for you – to get you on-site job interviews. It should be obvious to see that you’re a fit based on your resume.

Fifth, rehearse your ‘mini-sales-pitch’. Collect your research and the resume for each spot – bring a couple of copies for each – and put each in a clearly tagged folder. Keep them in a lightweight briefcase or folio.

Finally, dress and prepare as if you’re doing on-site interviews. Dress nicely and be well groomed. Avoid strong cologne or perfume…use any eau de cologne or scent sparingly, if at all.

Remember to smile, and good hunting!

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2. Integrity was next. With this trait the salesman is incapable either of being false to the trust his company places in him or to the real interests of his customer.

3. Knowledge of product is one of the three fundamentals of success in the field of selling.

4. Self-management. Perhaps no vocation gives a man a greater degree of latitude. He must be a good “boss” for himself and exact a high degree of self-discipline.

5. Work organization is efficiency in self-management. Much of a salesman’s time is wasted by the prospect. He must guard the balance jealously and make every minute count.

6. Sincerity excludes falsification of every shade. It must be real, few can “pretend” with success.

7. Initiative is the salesman’s spark plug (Read Elbert Hubbard’s little essay on this).

8. Industriousness is devotion to the job, never being unemployed during work hours (and never being “trifling” employed).

9. Acceptance of responsibility, for the car, for the sales material, records, samples and above all for the company’s good name and the customer’s good will.

10. Understanding of buyer motives, this being another of the big three fundamentals of selling.

11. Sales ethics. No longer is the slogan caveat emptor (let the buyer beware) but caveat venditor (let the seller beware).

12. Judgment is not inherited. It can be developed as a habit. Logic is a subject that should be a “must” for salesmen.

13. Care of health, mental, physical, spiritual, financial.

14. Courtesy is more than politeness. It is consideration for others, deference to their opinions, their rank, their sex, their age.

15. Determination is a dogged adherence to a carefully worked out and settled program and purpose (The will to carry through and the unwillingness to compromise with anything less than your best performance).
16. Aggressiveness requires self-confidence and the language of assurance in all interviews. It is pressure applied without offensiveness.

17. Friendliness involves warmth of feeling, a positive type of cordiality that does not involve back-slapping or wise-cracking.

18. Resourcefulness is that without which-few sales. Wide knowledge, curiosity, retentive memory, wide-awake ness. Quick thinking in the clinches.

19. Persuasiveness goes beyond the realm of reasoning, an appeal to feelings, desires, and emotions.

20. Appreciation of selling as a profession and as the road to personal success.

21. Awareness of the fact that the field of “distribution” offers more in money, satisfactions, opportunity for service, and personal growth in all of the inner virtues and faculties than any other calling, especially more than anything in the field of “production.”

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