niques for making sales calls. She has sufficient company and pharma-
ceutical experience to move up to a higher job.
A: Accomplishments
Regional Representative of the Year letter. This is a reminder that she
has already had exceptional sales accomplishments at the Rx Pharma-
ceutical Company. A copy of this letter can also be filed in her portfolio
under “Skills”to verify her selling expertise.
Because this letter also commends her for her “commitment to team-
work,”a copy of this letter might also be filed in her portfolio under
“Personal Characteristics.”
The Copiers’ Copy newsletter. This is a newsletter put out by her former
employer, Copiers Are Us, where Amanda was an account executive.
The headline for the lead article announces that she has been the top
salesperson for three years in a row. This fact demonstrates that she
has a history of being an exceptional salesperson. She can make the
point that, if promoted, she will find a way to be exceptional in her new
position.
A copy of this newsletter could also be filed in her portfolio under
“Skills”to verify her selling skills.
Certificate for developing a new initiative in company. This is an award
for developing a new way of tracking the effectiveness of the Rx Phar-
maceutical Company’s educational programs in terms of the sales they
generate. Because DePeters believes that institutional managers are
most successful when they come up with strong educational programs,
this document is a particularly useful one for Amanda to include in her
portfolio. She can use it to demonstrate her ability to identify the most
profitable educational programs.
K: Knowledge
Hospital Training Program Sample Curriculum for Management Edu-
cation. This is the curriculum that Amanda designed in consultation
with the director of medical education at a major hospital in the terri-
tory she would get, if promoted. It is meant to be an example of the kind
of curriculum she could develop for institutional customers, if she were
promoted to the position of institutional manager. Developing and pre-
senting these supplementary management education workshops would
give her an “in”at key accounts.
Because the fact that she put this together can also be used to demon-
strate her enthusiasmfor the new job, a copy of this might also be filed
under “Personal Characteristics”in her portfolio.
S: Skills
E-mail from Dean of Admissions at Johnston Fischer University.This
e-mail demonstrates that Amanda has the ability to teach in a way that
immediately captivates her audience. Since Amanda’s boss may notAmanda Ferraro: Getting That Promotion 227