Today's sales professional is not the plaid-coated, white-belted, snake oil-selling carnival barker or the outdated stereotype of the fast-talking, back-slapping, joke-selling used car salesman. Today's sales professional has the appearance of the Harvard MBA, even if he or she didn't complete high school. Today's sales professional is educated in what is necessary to be successful in the modern world-from computer literacy to market knowledge.
The sales professional of today clearly understands that you can finish school, but you never finish your
education. You might have finished school with ease, but continuing your education is seldom easy. Education is a lifetime experience. Many men and women who have not earned a degree are brilliantly educated because they never really left school.
Interestingly enough, two of my Ph. D friends, with whom I've done a considerable amount of work, shared an intriguing thought with me. They are convinced, though they have no scientific data, that an individual who has earned a Ph. D. will have accumulated less than 1 percent of the total knowledge in a formal educational environment. The rest of that knowledge was acquired at the mother's knee; by learning the lessons of life; by having interchanges with people; by observing; by reading books, magazines, and newspapers; by taking correspondence courses; by attending seminars; by listening to audio recordings; by watching video training tapes; and by taking advantage of a host of other educational opportunities. This is completely believable to me because many studies have shown that a child has acquired 60 to 65 percent of his working vocabulary by the age of three.
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