With 28 years` experience in sales, I sincerely believe that today`s typical salespeople are more knowledgeable and technically competent than their predecessors. Customers respect salespeople who know what they`re talking about. Your editorial gives the impression that we`re one step above used-car salespeople. The article should have been titled "Let the seller beware."
Larry Johnson`s classification of salespeople is not even close to reality. If you reverse all the roles and look at what qualifications the typical wire and cable buyer possesses, then you may be close to what a typical salesperson has to deal with on a daily basis.
Most independent sales representatives are former sales managers. They tend to represent the smaller companies with the newer technologies; therefore, to survive, they must possess an intimate knowledge [of their products]. The independent sales representatives are the true educators of their customer base (which also includes distributors).
Jack Murphy
Easterly Sales Associates
Northborough, MA
