Say What?!? Sales is a Profession?

What exactly is the sales profession? Without a common dialogue and context for the sales profession, sales professionals and corporate executives who choose to engage marketing, sales, and customer service functions through a sales effort are often left scratching their heads when it comes to understanding what sales really is. What do we make of the numerous and powerful "How to" concepts defined and implemented within the sales profession? These "How to" concepts are invaluable, but they only define one-half of what is needed to be considered a profession. Without the other half, we're doomed to non-professional status. Let me explain?.

When a student studies any new subject matter, their first objective is to understand an overview of the entire subject matter. For example, when studying medicine, students first understand all the systems of the body, the different medical terms, and a high level overview of the entire field before they ever operate on anyone. In effect, they learn "what" the field is and then learn the "How to" tactics associated with specific actions.

Let's look at the sales profession within this context. To understand how to apply sales knowledge, one must first have an effective overview and framework of "what" the profession is and "how" it relates to other professions.

A good place to start understanding "what" Sales is would be to understand the attributes that define other professions. There are five attributes generally identified as common to all recognized professions. These attributes are

1. A Unique Body of Knowledge: This encompasses concepts and principles that are unique to the profession and are documented so that they can be studied and learned through formal education. In most professions, the body of knowledge is taught in graduate or professional schools.

2. Standards of Entry: Defined minimum standards of entry into a profession imply progression in a career. Entry standards define the place from where a career path begins. All professionals must have an accepted route open to the public by which a person can become a recognized member of the profession.

3 A Code of Ethics: Ethical Standards, or a code of ethics, is common to most professions. Its purpose is to make explicit appropriate behavior and to provide a basis for self-policing of unethical behavior, thus avoiding or limiting the necessary legal controls.

4. Service Orientation to the Profession: The service orientation is actually an attitude of the members of the profession, an attribute by which members are committed to bettering the profession itself. Professionals will commit their money and energy to publishing their ideas and experience, attending conventions, and generally contributing to the body of knowledge and the administration of the profession.

5. A Sanctioning Organization: The authenticating body or sanctioning organization has many purposes. It sets the standard and acts as a self-policing agency. It promotes publications and exchange of ideas, encourages research, develops and administers certification programs, and sponsors and accredits education programs.

By understanding the "what" of sales and "how to" apply it is crucial for the sales profession. Just as a DNA molecule contains a double helix comprised of a "what" and a "how" to form the basic building block of life, so too must sales professionals define "what" and "how" of the sales profession.

Brian is the Chairman and Founder of the the United Professional Sales Association (UPSA). UPSA is a non-profit organization headquartered in Washington DC that has addressed the concerns and challenges of individual sales professionals. Brian has authored the world's first universal selling standards and open-source selling framework for free distribution. This 'Compendium of Professional Selling' containing the commonly accepted and universally functional knowledge that all sales professionals possess. The open-source selling standards have been downloaded in 16 countries by over 300 people. Over 30 people have made contributions.

Because UPSA is not owned by one person or any company, it is a member organization and guardian of the global standard of entry into the sales profession.

Find out about the membership organization and understand the processes and framework of professional selling at the UPSA Website at http://www.upsa-intl.org. Find out more about Brian at: http://ezinearticles.com/?expert_bio=Brian _Lambert

---

The Changing Role of the Sales Consultant

"Leadership rests not only on outstanding ability. It also rests... Read More

22 Closes For Real Estate Agents To Make The Sale

All closes are not created equal. Top producers realize every... Read More

Sales Skills for the Non Sales Professional

Have you ever wondered how in the heck you're going... Read More

Success Secrets Of A Famous Vacuum Salesperson

I have to admit, I have an 'addiction'.Sometimes this addiction... Read More

Let Your Weaknesses Increase Your Sales

Imagine...you inquire about a product. The salesperson does everything right.... Read More

How To Stop Chasing Prospects Forever!

Perhaps the biggest challenge faced by salespeople is the problem... Read More

Eliminating Objections to Increase Sales

You want to increase the flow of sales revenue, but... Read More

10 Boundless Ways To Anchor Down More Sales

1. Multiply your marketing and advertising efforts on the Internet.... Read More

Selling More Effectively as a Trusted Sales Professional - Thirteen Tips

Do you want to sell more successfully using an honorable... Read More

Mortgage Leads Are Like a Box of Chocolates

Mortgage leads are like a box of chocolates, you never... Read More

The Road to Pendingville is Paved with Good Intentions

If you've been in sales for any length of time,... Read More

Generate Sales with Lead Generation Marketing Tools

One of the best projects to undertake as an online... Read More

TheTop 10 Reasons Why Salespeople Get Outsold

In my business, it has been an interesting and very... Read More

Turning Sales Techniques Into Sales Success!

The goal of all sales training is not just to... Read More

Sales Marketing: 5 Fantastic Secrets To Attract New Customers Now

If you have problem attracting new customers, the sales marketing... Read More

Prep Your Customer

When I first moved to Seattle, I worked for 9... Read More

The Makings of a Salesman

Salesmanship is the force that moves business. Without it all... Read More

A Simple Sales Strategy: Talk to Yourself!

You are about to speak to a potential client, go... Read More

10 High Powered Ways To Magnify Your Sales

1. Give your prospects a f~ree trial of your software... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as... Read More

Be Yourself

Here's the thing... you still have to make every marketing... Read More

3 Tips to Get Clients Now

"I need more clients!" wails Steve, a 32 year old... Read More

Closing The Sale

So -- you've just gotten off of the phone with... Read More

Quick Tips On Handling Rejection

Looking for a way to handle rejection?Edward W. Smith, motivational... Read More

The Power of Confidence

My experience has taught me that people want to buy... Read More

The Quickest Way To Increase Your Sales

The quickest way to increase sales is to make things... Read More

Putting Benefits Before Features

Having spent so many years in retail, I always enjoy... Read More

Reaching Goals in Direct Sales

From surveys and experience, we've noticed many setting excellent goals... Read More

How To Attract Buyers Using The Right Sales Terminology

It is always important that you use the right terms... Read More

12 Sure-Fire Steps To Improve Your Retail Sales

The purpose of any business is to bring in customers,... Read More

Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

To listen to your customer is important, and to hear... Read More

Ten Ways to Super Charge Your Sales

1. Add a no-fee interactive game to your web site.... Read More

Do You Have to Be Aggressive to Make Sales?

A few weeks ago I was onsite at a company... Read More