Evolution of selling
The Evolution of Selling from the 1950's to the Present
The evolution of selling changed the way salespeople, companies and major industries valued their customer's needs. Each organization would use certain methodologies and techniques that over time would develop, mature and grow to make those organizations much more successful and valued. Also as the customers themselves, started becoming more sophisticated, closing sales took more effort and time. Therefore the salespeople had to be trained differently and have more knowledge about the products and services they were offering. From the 19th century until present, a lot more techniques and methods of sales and selling developed further. Corporate selling really began to take off following World War II and in the 1950's. The industrial economy evolved as the informational economy. There were two forces that combined that forever changed the sales industry, one was psychology and the other was the process of methodology. These disciplines joined together to demonstrate in a five step method that worked when selling simple products or commodity services in short sales cycle environments. The process worked best through the five step commitment that a buyer would go through, this being methodology. Those steps include; attention, interest, desire, conviction and action. This manipulated the sale and persuaded the buyer and it seemed to work well. But, companies began to see competition rising across most industries, organizations looked to the buyer side of the transaction for ways to improve. What most found was that the key factor in successful marketing is understanding the needs of customers. This now famous “marketing concept” suggests marketing decisions should flow from first knowing the customer and what they want. Then, an organization should initiate the process of developing and marketing products and services according to the satisfaction of the target customer. Marketing has been
The evolution of selling changed the way salespeople, companies and major industries valued their customer's needs. Each organization would use certain methodologies and techniques that over time would develop, mature and grow to make those organizations much more successful and valued. Also as the customers themselves, started becoming more sophisticated, closing sales took more effort and time. Therefore the salespeople had to be trained differently and have more knowledge about the products and services they were offering. From the 19th century until present, a lot more techniques and methods of sales and selling developed further. Corporate selling really began to take off following World War II and in the 1950's. The industrial economy evolved as the informational economy. There were two forces that combined that forever changed the sales industry, one was psychology and the other was the process of methodology. These disciplines joined together to demonstrate in a five step method that worked when selling simple products or commodity services in short sales cycle environments. The process worked best through the five step commitment that a buyer would go through, this being methodology. Those steps include; attention, interest, desire, conviction and action. This manipulated the sale and persuaded the buyer and it seemed to work well. But, companies began to see competition rising across most industries, organizations looked to the buyer side of the transaction for ways to improve. What most found was that the key factor in successful marketing is understanding the needs of customers. This now famous “marketing concept” suggests marketing decisions should flow from first knowing the customer and what they want. Then, an organization should initiate the process of developing and marketing products and services according to the satisfaction of the target customer. Marketing has been
Cited: "The Evolution of Selling."RSVPSelling. N.p., n.d. Web. 26 Oct. 2013. James, Xochela. "The Evolution of Personal Selling 1950 to Present."The Evolution of Personal Selling 1950 to Present. N.p., 27 Mar. 2011. Web. 26 Oct. 2013. "Selling Orientation." Boundless. N.p., n.d. Web. 26 Oct. 2013. Harris, Robert. "Selling in Tough Times - Moving Beyond Consultative Selling." About.com Small Business: Canada. N.p., n.d. Web. 26 Oct. 2013. "History of Marketing." Wikipedia. Wikimedia Foundation, 10 Mar. 2013. Web. 26 Oct. 2013.