Selling Your Expertise

Introduction

I never thought I would be in sales.

Growing up, I didn't know anyone who aspired to become a “salesperson.” Culturally, as a first-generation Chinese-American, I was under the impression that sales was the white-collar job you took only if you couldn't find any other. This belief was reinforced when I took my first official sales gig during a summer break in college. Prior to that summer, my only work experience had been in a material science lab researching electro-conducting polymers. It seemed like a good idea to take on a part-time job doing something different to see what other options were out there, and to supplement my research stipend. Coincidently, right before break, I received an unsolicited letter from Vector Marketing inviting me to interview for their summer work program. The letter mentioned the company had been established in 1981, and they were expanding. Then I read the magic words: base salary $17.00 per hour. At the time, minimum wage was just $5.15.

I'd never heard of Vector Marketing, and it wasn't clear what the job was all about, but I decided to show up for my interview anyway. After a long wait in the lobby with several other candidates, and a rather unexceptional interview, I was offered the position on the spot. I envisioned on-the-job learning, market research, and working on a team, so I was surprised when I finally learned what the job actually entailed—selling Cutco kitchen knives.

Feeling somewhat tricked, but also intrigued by ...