A Brief History of the Sales Profession

The formula for defining a "profession" is similar throughout many disciplines, including: accounting, education, engineering, law and medicine.

These professions all have codes of ethical conduct, a definition of their scope, and standards of practice for their members, which include some or all aspects of academic preparation, accreditation, certification and/or licensing.

Morris L. Cogan addressed the definition of forming a profession in business in 1953. After reviewing all the literature on the topic, he offered the following comprehensive distillation, which is submitted here, as a fine summary of the previous definitions:
A profession is a vocation whose practice is founded upon understanding the theoretical structure of some department of learning or science, and upon the abilities accompanying such an understanding. This understanding and these abilities are applied to the vital practical affairs of man. The practices of the profession are modified by knowledge of a generalized nature and by the accumulated wisdom and experience of mankind, which serve to correct the errors of specialization. The profession, that serves the vital needs of man, considers its first ethical imperative to be altruistic service to the client"(Vollmer et al., 1966).
Why is the definition of a profession so important to selling? The professionalism of a group establishes the power that is recognized by others within the business community and outside the profession. With the sanction, approval, and authority intact, the profession attains higher status in the eyes of the clients. In this case, the clients of the seller would need to recognize and sanction, and approve the authority of the sales professional. Due to the nature of the buying-selling relationship, many individual buyers do not feel comfortable giving or otherwise recognizing this power in the sales professional. The question becomes: if doctors and lawyers receive money for their work, and indeed must sell and market their services, why then, are they seen as "more professional"? All of these definitions of a profession provide insight into the ideals and behaviors, which are needed to be considered "professional" by members of the business community. In learning to become a "professional", many occupations are taught in school. 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. Once any student studying a new subject understands this high level overview, they then move in depth into each specific area of that profession.

Some sales professionals have entered the field by joining a large and established company. Others have grown up in the field by learning the "hard way". Still, others have done a combination of both. With over 15 million sales professionals, according to the Bureau of Labor Statistics, in the United States alone there was no set standard upon which to measure and advance the entire profession until the United Professional Sales Association standards were created at the turn of the century.

With these standards, thousands of sales professionals are discovering that they are indeed a part of a "True 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

In The News:

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Oh so pretty … political upheaval credited for Dr Martens sales boost  The GuardianIts footwear has been stomping down British high streets for nearly 60 years but Dr Martens is reporting record sales as *fresh* political upheaval and a trend for ...
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Sainsbury's stops production and sales of own-brand plastic tampon applicators  Metro.co.ukThe supermarket giant has stopped creating own-brand plastic tampon applicators after Cardiff environmentalist Ella Daish's viral petition.
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Oil rises as US retail sales ease recession fears  MoneycontrolAn inverted Treasury yield curve is historically a reliable predictor of looming recessions.
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Lake Martin area home sales rise sharply in July  Alabama NewsCenterSales: Lake Martin area residential sales totaled 92 units during July, up 55.9% from 59 sales in the same month a year earlier. July sales were up 46% ...
BART pilot program for Clipper-only ticket sales arrives at Embarcadero station  KTVU San FranciscoBART lauched a pilot program making Clipper cards the only product available to purchase for train fares at certain stations, starting with the 19th Street Oakland ...
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Signpost raised $52 million with this pitch deck for its sales service  Business InsiderSignpost has designed a *service* to help small and medium-sized businesses attract and retain customers. It just raised $52 million to expand it.
Hair oil to motorcycle sales highlight more growth pain ahead for India  LivemintIndians are cutting back on spending from hair oils to motorcycles in a *fresh* sign that the slowdown in Asia's third-largest economy is becoming more entrenched ...
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The Best Back-To-School Sales in 2019  GQ MagazineShop the best back-to-school sales at Anker, The Container Store, and Nordstrom Rack for deep discounts on the stuff you need to be your most productive self.
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Tennessee to start alcohol sales with BYU game  ESPNTennessee is the latest SEC school to say it will sell alcoholic beverages at upcoming home football games.
Tesla Model 3 = 12.4% of All Norwegian Vehicle Sales January–July 2019  CleanTechnicaAugust 16th, 2019 by Zachary Shahan · California's a huge market for Tesla, the Netherlands loves Tesla, Switzerland loves Tesla, but no state or country is as ...
Novo faces shareholder suit over insulin sales disclosures  BioPharma DiveShareholders in Novo Nordisk accused the diabetes drugmaker of misleading investors about its insulin drug sales in the U.S., filing a securities lawsuit in ...
Walmart's Q2 e-commerce growth bolstered by online grocery, Prime Day sales bump  ZDNetWalmart also gave a nod to its "four-day July sales event" that countered Amazon Prime Day for giving its Q2 e-commerce sales a boost.
After 9-month decline, auto dealers hope festive sales will be in fast lane  Business StandardConsumer spending, which is marked by purchase of items such as consumer durables, real estate, jewellery and automobiles, surges during the festive season ...
Best Buy anniversary sale this weekend offers big Apple discounts  BGRIf you're one of those consumers who tend to only jump at the opportunity to buy new tech or replace various gadgets when big sales come around, this ...
BMW CEO urges staff to narrow sales gap with Mercedes  Automotive News EuropeFRANKFURT -- BMW's new CEO, Oliver Zipse, urged employees to embrace change and to find innovative ways to help the automaker overtake rival ...
Spirits, cigarettes sales down amid spending slump  Economic TimesHistorically, both segments are impacted only after tax hikes and subsequent price increases.
Reliance Jio plans price cut, more apps to revive its handset sales  Economic TimesNEW DELHI: Reliance Jio Infocomm may turn its focus back on its original JioPhone – bundling more apps and *content* with it or lowering the price further – to ...
July auto slump worst in 20 years  Economic TimesNEW DELHI: In July, passenger vehicle sales dropped by a huge 30.98% to 200,790 units. At current monthly average sales, total projected annual sales of ...
Revlon stock jumps on report that the cosmetics company is considering a sale  CNBCEarlier this month, Revlon received a $200 million four-year senior secured loan to help fund its business.
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Tilray Stock Could Crash After Marijuana Sales Were 'an Unmitigated Disaster,' Analyst Says  MarketWatchTilray lost so much money selling marijuana last quarter that one analyst has slashed his price target on the $35 stock—all the way to $4.
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Chinese Electric Vehicle Sales Stall: Should Tesla Worry?  Market RealistChinese electric vehicle sales stalled in July. Overall, new energy vehicle sales fell 4.7%, entering negative territory for the first time in two years.
Naperville could ban sales of 'drug of concern' kratom  Chicago Daily HeraldCiting public health and safety concerns voiced by the FDA, Naperville could ban sales of a plant-based substance called kratom.
Flipkart and Amazon Independence Day Sales: The Best Offers on Mobile Phones  Gadgets 360Flipkart and Amazon are in the middle of their Independence Day (August 15) special sales right now. Both the popular online marketplaces are offering ...
Auto crisis in India: Declining sales, job cuts and much more  India TodayLiquidity crunch post the IL&FS situation, weak economic health, tighter financing conditions, uncertain regulatory landscape, abnormal monsoon pattern and ...
Renault India plans to take country roads to drive sales  Economic TimesThe company will undertake specific marketing strategies for rural markets and expects to get 50% of its total sales volume from there in the coming years.
These Car Companies Are Avoiding the 2019 Sales Dive  gearpatrol.comMajor automakers like Ford, GM, and Toyota have seen 2019 sales downturns, but a few companies have been thriving.
JLR sales increase 5% in July at 37,945 units  Economic TimesJaguar Land Rover (JLR), a part of Tata Motors, has reported a 5 per cent increase in total sales at 37,945 units in July as compared with year-ago period.
'Madden NFL 20' Early Release Boosts Video Game Software Sales  Hollywood Reporter'Madden NFL 20' delivered the highest sales of any title in July in the U.S., according to a new report by the NPD Group.
Smartphones record strong sales despite slowdown  LivemintWhile Xiaomi's YoY shipment volume grew by 4.8% YoY, Samsung registered a strong YoY growth of 16%.In the premium segment Apple usurped Samsung as ...
Distributors Face Inventory Pile-Up As Sales Of Consumer Goods Fail To Recover  BloombergQuintDistributors of consumer goods across India are dealing with increased inventories as consumers ration their spends on daily essentials like soaps and ...
NIO Stock at Bargain Price amid Battery Recall, Sales Slump  Market RealistNio Inc. (NIO) has disrupted the automotive space since 2014 but only made waves in the market since its IPO. Investors have suffered numerous setbacks.
How Online Gun Sales Can Exploit a Major Loophole in Background Checks  The New York TimesFederal law doesn't require private gun sellers to make background checks so millions of guns are sold without them. The internet has made these sales much ...
At 13%, domestic pharma sales witness double-digit growth in July  Business StandardRead more about At 13%, domestic pharma sales witness double-digit growth in July on Business Standard. Volume growth in the domestic market had turned ...
Jaguar Land Rover sales increase 5% in July at 37,945 units  LivemintSales of Jaguar brand were at 11386 units during the month, up 3.6% from the same month last year.Land Rover sales were at 26559 units, up 5.6% from the ...
Walmart says it sells 20% of ammunition in US, defends gun sales after mass shootings  ABC NewsFollowing shootings at Walmart stores in Texas and Mississippi, some are calling on the chain to stop selling guns.
TV panel sales dip; manufacturers ask govt to lower GST  MoneycontrolFollowing some initial surge in demand during the ICC World Cup, TV panel sales have again witnessed a decline and manufacturers are now asking the ...
Tickets, please: WooSox open advance sales in Worcester for 2021 season  Worcester TelegramWORCESTER — Polar Park is not open for business, but its tenants are.The Worcester Red Sox or whatever they may be named — bet on Red Sox — have ...
Economic slowdown may hit residential sales in next six months  MoneycontrolThe overall slowdown in the economy, coupled with factors like the NBFC crisis, developer defaults and bankruptcies, have slackened the sentiments of the ...
Nio electric vehicles sales took a hit as it scrambled to handle battery recall  TechCrunchNio delivered just 837 electric vehicles in July, a nearly 38% drop from the previous month that was largely caused by a voluntary recall of its high-performance ...
Bulletproof backpacks see 300% spike in sales in the week after mass shootings  The GuardianCompanies that make the armored packs said they saw 'a significant uptick', similar to what followed shootings in previous years.
More stake sales on anvil as RIL aims for zero debt  LivemintMUMBAI: Reliance Industries Ltd (RIL) may sell equity in more businesses as it aims to become a zero-debt company in the next 18 months, RIL chairman and ...
Amazon's Prime Day promotion pumped up July's total retail sales, BofA says  CNBCAmazon's Prime Day and other retail promotions appear to have given a meaningful pop to July retail sales.
Take action to ban assault weapon sales in Florida |Paula Dockery  Tallahassee.comMoody is trying to prevent a citizens' initiative to ban assault weapon sales from appearing on the ballot.
Sales of electric vehicles in China decline in July  QuartzChina's electric-car market is taking a breather after two years of rapid growth. Monthly sales of new-energy vehicles (NEV), including battery and hybrids, ...
Aston Martin Is Making an SUV to Try and Revive Sales Growth  BloombergAston Martin Lagonda Chief Executive Officer Andy Palmer said the company's first sport utility vehicle arriving later this year will be crucial for the British ...
Ghislaine Maxwell reading book on CIA at In-N-Out boosts sales  Business InsiderGhislaine Maxwell, the alleged madam of convicted sex offender Jeffrey Epstein, was spotted reading "The Book of Honor: The Secret Lives and Deaths of CIA ...
Dealers perched precariously on the edge as car sales fall off the cliff  LivemintNEW DELHI: TV Sundram Iyengar and Sons Ltd, part of the diversified TVS Group and one of the largest dealers of Mahindra and Mahindra Ltd (M&M) vehicles ...
After sales slow, Baba Ramdev's Patanjali fades from TV ads  MoneycontrolA sharp slowdown in sales of Patanjali Ayurveda, co-founded by yoga guru Baba Ramdev, has seen the company cut down on its advertising spends.
Glenmark Pharma pins hope on sale of non-core assets, IPO of spun-off R&D unit to pare debt  MoneycontrolDrug maker Glenmark Pharmaceuticals said it is planning to sell non-core assets and complete the initial public offering of its R&D spun-off unit by FY20-end to ...
The real reason behind decline in car sales in India  CarWaleThe year 2019 has not exactly been profitable for car manufacturers in the country and sales have only been on the decrease since the last few months. This can ...
Here are some of the deals at your commissary's sidewalk sale  Military TimesMost commissaries are holding their sales during one weekend between now and the end of September.
Emigration sales intensify in Cape Town, foreign buyers play less prominent role - index  Fin24Emigration sales have intensified in Cape Town and foreign buyers continue to play a less prominent role in the Mother City's residential property market, ...
Indian automobile industry under intense pressure, major companies witness sales decline in July 2019  India TodayThe major automobile companies of India today came out with their monthly sales data for July 2019 and the numbers are not at all encouraging. The prominent ...
6 sneaky ways coupons and sales actually make you spend more money  Business InsiderWhen using coupons, you can easily be tricked into buying more than what you need and end up spending over budget.
Car sales 2019 Jan to June - Maruti maintains lead, loses market share  RushLaneHere is a detailed sales report of all car makers in India, for the first six months - Maruti, Hyunda, Mahindra, Tata, Honda, Toyota, Ford, Renault, VW.
Baba Ramdev's Patanjali urban sales fall; rural slows down: Report  MoneycontrolAfter years of superior growth, Baba Ramdev's Patanjali Ayurved witnessed a slowdown in fiscal year 2019, as competition wised up to the opportunity in the ...
Domestic Pharma Sales Bounce Back After Two Months Of Decline  BloombergQuintDomestic pharma sales bounced back in July after two consecutive months of decline.
UK blocks mini submarine sales to Russia over fears they are using them to cut crucial underwater cables  The SunSECURITY chiefs have banned the sale of mini subs to Russia amid *fresh* fears of a Kremlin attempt to cut crucial underwater cables. The British government ...

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