Salespeople improve civilization. An extraordinary notion on the surface, isn’t it? Our culture is strongly influenced by negative works like “Death of Salesman” written by Arthur Miller. What Miller teaches us is that at least some representative salespeople are slimy losers who cheat their way through life and meet a miserable end.
Vilifying salespeople is so unfair, in large part because salespeople help improve civilization. Understanding the salesperson’s contribution in moving civilization forward requires focusing on a salient feature of sales work: Unpredictability.
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