During library school I became involved with my state and national organization. I developed a mindset that our professional duties extend beyond the four walls of our library. I attended workshops for graduate credit on the importance of being a change agent. I chose to develop a mindset of embracing change within corporate structure. I chose to view my job as a small part of the profession and that my patrons and people-in-need included my colleagues. I also understood immediately that I must not be complacent, but should continue to attend conferences and workshops at every opportunity.

I speak to local colleges about our profession and encourage getting involved. This year I have two sons graduating high school and both will leave for the U.S. Army. During this period of reminiscing I looked back at my senior book and the speech I gave that year. The theme revolved around living a complete life of involvement, not just academically being the best but participating in a variety of activities throughout life even when you weren’t the best one in the group.

They must have quite an honor system going. I have noticed it before in small ways, like on the bus. Though the fare-takers are usually pretty aggressive in pursuing people, they become more anxious and hostile about getting their money or making sure you’ve swiped your card when someone like me comes on the bus (because apparently, as a foreigner, I have no sense of morality) than when other Chinese board. And it seems even when the buses are packed like sardines, people are still quite honest about paying their fares. I even saw someone pay after they had already disembarked at their stop. It is a bit different in that, with the gas company, you’re paying for an actual product (colorless and (nearly) odorless as it may be), whereas on the bus, it would continue to run regardless of whether one more person came on or not. So without cameras, the bus people wouldn’t know the 1å…ƒ difference. But still, it’s a fairly coherent theme so I’ll run with it.

Bull market salesmen are very focused the production or service side of the business. They understand their business in terms of what they have to sell. If there is a lot to sell or many customers are initiating inquiries, then they are busy. If no one wants to buy, they have time on their hands. Bull market salesmen feel that if they stay in one place long enough, the business will come to them – and then they’ll take advantage of the opportunity.

Bear market salesmen define their jobs by a search for new clients. They don’t wait for the phone to ring – they are out looking for buyers. In their world, customers are the only scarce commodity. Everything else is in over-supply.

Which is better for the organization? Well, clearly it depends on the situation. I often meet with MDs and ex-pat managers who want to change the behavior of their Chinese sales team to make them more aggressive and independent. This is a great goal, but before he starts an expensive training and development program, the manager should ask, “Will it make a difference to my bottom-line sales?” . In Shanghai, many times the answer is “no – not right now”.