--- title: "Professionalism - Part 4 of Salesperson Skill Training" description: "First, we need to make all salespeople understand: what is a profession? The simplest explanation is: 'live by it, excel at it.' Salespeople use their hard work and various skills to serve consumers and meet their needs, thereby realizing the value created by the enterprise, and in return, they receive compensation. Thus, sales is also a profession. There is no hierarchy among professions, and all professionals are salaried. Before the market economy, there were biases against salespeople, but today sales is recognized as a promising career. Since sales is a profession, it has professional characteristics, and salespeople's behavior must conform to professionalism." author: "张思全" publisher: "New Distribution" email: "zhaobo258@gmail.com" telephone: "+8615854817671" published: "2015-06-15" language: "en" canonical: "https://xinjignxiao.com/en/articles/professionalism-part-4-of-salesperson-skill-training-5a3fe827/" markdown: "https://xinjignxiao.com/en/articles/professionalism-part-4-of-salesperson-skill-training-5a3fe827.md" original_source: "https://mp.weixin.qq.com/s/lLfEypva4yicp6gm_eyEkA" translation: "https://xinjignxiao.com/zh/articles/%E8%81%8C%E4%B8%9A%E5%8C%96-%E9%94%80%E5%94%AE%E5%91%98%E6%8A%80%E8%83%BD%E5%A4%96%E8%AE%AD%E7%BB%83%E4%B9%8B%E5%9B%9B-5a3fe827.md" attribution: "New Distribution — https://xinjignxiao.com/en/articles/professionalism-part-4-of-salesperson-skill-training-5a3fe827/" usage_policy: "https://xinjignxiao.com/ai-policy.txt" --- # Professionalism - Part 4 of Salesperson Skill Training > First, we need to make all salespeople understand: what is a profession? The simplest explanation is: 'live by it, excel at it.' Salespeople use their hard work and various skills to serve consumers and meet their needs, thereby realizing the value created by the enterprise, and in return, they receive compensation. Thus, sales is also a profession. There is no hierarchy among professions, and all professionals are salaried. Before the market economy, there were biases against salespeople, but today sales is recognized as a promising career. Since sales is a profession, it has professional characteristics, and salespeople's behavior must conform to professionalism. First, we need to make all salespeople understand: what is a profession? The simplest explanation of a profession is: 'live by it, excel at it.' Salespeople need to work diligently, using various techniques and methods to serve consumers and meet their needs, thereby realizing the value created by the enterprise, and in return, they receive compensation. So salespeople are also proficient in sales and make a living from it. Sales is also a profession. There is no hierarchy among professions, and all professionals are salaried. Before the market economy, people had some prejudice against salespeople, thinking that sales was a job for those without ability or education. But today, sales has become a recognized career with the most development prospects, and it is said that people in sales are most likely to become bosses. Indeed, with the development of the market economy, sales has become increasingly difficult, with more methods and techniques. It can be said that sales work has become a highly difficult, highly technical, highly skilled, and highly specialized profession. Since sales is a profession, it must have professional characteristics, and the behavior of salespeople must conform to the profession, which is professionalism. Specialization Specialization is one of the characteristics of professionalism. Any profession is a type of social division of labor, and it must have its professional side. As sales work, its content must also be a specialty. What is 4C? What is 4P? What is merchandising? How to achieve merchandising? What is CRM? How to negotiate with distributors? How to enter retail stores? How to conduct promotions? How to manage promotions? What is customer satisfaction? How to improve customer satisfaction? What is market positioning? How to segment markets? How to manage logistics and cash flow? How to help distributors build networks? How to design sales network architecture? How to communicate? What processes are used in the product? What characteristics does it have? These are all knowledge that a salesperson must learn, which is the specialty of the sales profession. Any of our salespeople need to study hard and practice actively, fully mastering professional sales knowledge. This improvement in specialization not only increases the weight of the salesperson's own career but also improves their sales ability, and at the same time brings more benefits to the enterprise they serve, finding more sales ideas and methods. Salaried Characteristics All professionals belong to the salaried class, obtaining returns through their own efforts. This is especially evident in the sales profession. How much a salesperson sells, how much sales expense is spent, and how much profit is created are clear to the enterprise. The vast majority of salespeople's compensation is a combination of basic salary plus performance commission. This salaried characteristic requires every professional, including salespeople, to actively contribute and create value through their efforts. Without creating value, there is no return, and survival cannot be maintained. Professional Habits Different professions have different specialties, and different specialties require different professional habits. As a salesperson, you must possess the professional habits of the sales specialty. 1. Learn at all times. Markets change, customers change, products change, technology advances, and sales methods and techniques undergo drastic changes. Today it's 4C, tomorrow it's 4P; today it's one-on-one sales, tomorrow it's warehouse direct sales; today it's market share, tomorrow it's customer satisfaction. So salespeople should learn at all times, grasp consumer psychology at all times, learn from other companies' sales methods at all times, and learn advanced marketing concepts at all times. 2. Sell at all times. Sales opportunities are everywhere. It's not just market development or visiting clients that count as sales; eating, shopping, and visiting friends can also be sales. The world-famous salesperson Don Quixote was an expert in selling at all times. He always carried business cards and distributed them during meals, gatherings, and shopping. So our salespeople should also form such professional habits, keeping business cards on hand at all times, and having brochures and small gifts in their work bags. Once there is an opportunity, salespeople can start selling, seizing every possible sales opportunity. The salespeople of Tianjin Kedun Company have three essential items in their work bags: scissors, adhesive tape, and promotional posters, requiring salespeople to, wherever they go, if they see a retail store's promotional poster falling, 3. Rational thinking. Since sales is a specialty, it must have technical difficulty. Those in sales must master good methods and techniques. No matter what problems we encounter on the sales front line, we cannot act blindly; we must learn to investigate and research, use scientific methods to analyze causes, and find the crux of the problem. Sales is a continuous and comprehensive job; one mistake can lead to mistakes at every step. Rational thinking and careful action are basic professional habits for every salesperson. 4. Social activities. The generation of sales is a process of transferring a product or service from the enterprise to the consumer. Salespeople undertake the specific work of service and product transfer, and are the enterprise representatives who directly interact with consumers. Therefore, salespeople should be social activists. This requires salespeople to communicate with people from various industries and backgrounds at all times, establish a broad social network, and also requires salespeople to pay attention to their image at all times, as they represent the enterprise. Bad words and deeds not only damage their own image but, more importantly, damage the enterprise's image. Cultivating Empathy As an excellent professional, you need to come into contact with all employees of the enterprise, different merchants, and different consumers. Different employees and consumers have various interests and hobbies. Many differences bring about disparities, and if not handled well, these disparities can lead to conflicts between people. We need to use empathy to handle these differences, that is, to put ourselves in the shoes of colleagues and consumers, and to think from their perspective. Truly understand consumers and colleagues' thoughts. Allow different ideas and viewpoints to exist. There are two famous sayings: 'The sea admits hundreds of rivers, and its capacity is great; water that is too clear has no fish.' Professional Ethics Professional ethics is an important part of professionalism. To do things, first learn to be a person. As a professional and a salaried person, we must first abide by professional ethics. Professional ethics are basic norms sublimated from the industry over the years. Profession is also a career In fact, when we choose a profession, we also choose a career. Many salespeople think that working for an enterprise is just to earn a living, and to develop, they have to do their own thing and pursue their own career. Professionals seem to always stand on the salaried side, not being the boss of the enterprise, so only the boss is pursuing a career, while professionals are just working for a living. This falls into the misconception that a profession is not a career. Let me ask: Academician Zhong Nanshan fought selflessly for SARS; he is not the boss, but can you say he is not fighting for his own career? Teachers are not bosses, but they still work hard on the podium; can you say that teaching and educating people is not their career? A career is the carrier through which we realize our own value through our efforts. As long as we work hard, we can make contributions in our profession and realize our own value, which is completing our own career. In today's world where social resources are fully integrated, our independent resources may be weak, but when these weak resources are gathered together, they become strong resources. So today, choosing to become a professional, a professional manager, may be our best career and our best path to success. 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