American business long ago gave up on demanding that prospective employees be honest and hardworking. It has even stopped hoping for employees who are educated enough that they can tell the difference between the men's room and the women's room without having little pictures on the doors.
The IRS spends God knows how much of your tax money on these toll-free information hot lines staffed by IRS employees, whose idea of a dynamite tax tip is that you should print neatly. If you ask them a real tax question, such as how you can cheat, they're useless. So, for guidance, you want to look to big business. Big business never pays a nickel in taxes, according to Ralph Nader, who represents a big consumer organization that never pays a nickel in taxes. . . .
It is well to read up everything within your reach about your business; this not only improves your knowledge, your usefulness and your fitness for more responsible work, but it invests your business with more interest, since you understand its functions, its basic principles, its place in the general scheme of things.
Rapid technological advancement may produce problems and challenges for business when their products or services are rendered obsolete virtually overnight. The salesman who has properly learned his craft will have transferable skills perfectly adaptable to the emerging technology. The benefit of having transferable skills in such a volatile marketplace is readily apparent. It ís insurance against unemployment.
Dan Brent Burt (1952 -)
Source: Excerpted from: Selling the IBM Way; Who Killed Service;or Time and Territory Management