Evolution of Selling
The Evolution of selling
The essay titled “Evolution of Selling “is based upon how selling has developed with the various key changes back into the industrial revolution era that has had an huge impact upon and led to the ways and approaches of selling today and looks into the ancient and modern methods, techniques and attitudes of selling which altogether has contributed to its modernization. The age of selling has brought about many advancements and developments in the world of Marketing through the encouragement of improving technology and people’s hard working attitude towards it, although, the question that remains is how personal selling even started at the first place? For which, Williams et al. (2001) has said in one of his books, Sales Management, that a street peddler was the first person ever who made a door-to-door sale by collecting the produce from the local farmers and selling it to the townspeople. Selling today would never have been so convincing if door-to-door selling was never introduced in the market because without understanding the customer’s needs and wants in detail by discussing with them, the company wouldn’t know what satisfies a customer, what products for whom and how they should be made according to their needs.
Salespeople who earned a living only by selling products did not happen to be many in numbers until the Industrial Revolution(mid 1700s) hit England as traders, merchants, and artisans used to fill in the selling function before this era and were treated with disrespect due to frequent use of deception in the sale of goods (Williams et al.,2001). The need for more salespeople was increasing since the local economies were no longer self-reliant and intercity and international trade began to embellish and therefore by the Post-Industrial Revolution Era (Early 1800s), personal selling was well recognized in England, whereas in the United States, it had just begun although eventually after the 1850s became a well-established
The essay titled “Evolution of Selling “is based upon how selling has developed with the various key changes back into the industrial revolution era that has had an huge impact upon and led to the ways and approaches of selling today and looks into the ancient and modern methods, techniques and attitudes of selling which altogether has contributed to its modernization. The age of selling has brought about many advancements and developments in the world of Marketing through the encouragement of improving technology and people’s hard working attitude towards it, although, the question that remains is how personal selling even started at the first place? For which, Williams et al. (2001) has said in one of his books, Sales Management, that a street peddler was the first person ever who made a door-to-door sale by collecting the produce from the local farmers and selling it to the townspeople. Selling today would never have been so convincing if door-to-door selling was never introduced in the market because without understanding the customer’s needs and wants in detail by discussing with them, the company wouldn’t know what satisfies a customer, what products for whom and how they should be made according to their needs.
Salespeople who earned a living only by selling products did not happen to be many in numbers until the Industrial Revolution(mid 1700s) hit England as traders, merchants, and artisans used to fill in the selling function before this era and were treated with disrespect due to frequent use of deception in the sale of goods (Williams et al.,2001). The need for more salespeople was increasing since the local economies were no longer self-reliant and intercity and international trade began to embellish and therefore by the Post-Industrial Revolution Era (Early 1800s), personal selling was well recognized in England, whereas in the United States, it had just begun although eventually after the 1850s became a well-established
References: Hughes, T. (nd), The Evolution of Selling, Available from http://rsvpselling.com/content/evolution-selling. Last accessed 10th November 2012. Jobber, D. and Lancaster, G. (2009), Selling and Sales Management, 8th edition, Essex (England), Pearson education limited. Manning, L.G., Ahearne, M., and Reece, L.B. (2012), Selling Today: Partnering to create value, 12th edition, New Jersey, Prentice Hall Moncrief, C.W. and Marshall, W.G. (2005) Industrial Marketing Management, the Evolution of the Seven Steps of Selling, Vol 34, No 1, pp13-22, Available from Business source complete (EBSCO), Accessed 10 November 2012. Rackham, N. (1988), Spin Selling, United States of America, McGraw-Hill Professional. Rackham, N. and Devincentis, J. (1999), Rethinking the sales force: Redefining selling to create and capture customer value, United States of America, McGraw-Hill Professional. Williams, R.M., Schwepker, H.C., Avila, A.R., LaForge, W.R. and Ingram, N.T. (2001), Sales Management: Analysis and Decision Making, 4th edition, United States of America, Harcourt college publishers.