This website uses cookies to ensure you have the best experience. Learn more

The Evolution Of Selling Essay

2081 words - 9 pages

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, ...view middle of the document...

For example, sending out of 400 traveling salespeople in the 1880s was being reported by one wholesaler in the Detroit area (Williams et al., 2001).Furthermore, Charles W.Hoyt, 1912 cited in Williams et al. ( 2001;p19) as author of one of the first textbooks on sales management, records two types of salespeople “The old kind of salesman is the ‘big me’ species….He works for himself and, so far as possible, according to his own ideas….There is another type of salesman. He is the new kind. At present he is in the minority, but he works for the fastest growing and most successful houses of the day. He works for the house and the house works for him. He welcomes and uses every bit of help the house sends to him.” Hoyt’s observations about the ‘old’ and the ‘new’ salesperson had woken up the managements of firms in the United States who were beginning to realize the incredible potential of personal selling.
The two World Wars and the Great Depression Era had affected the United States badly during the 30 year span from 1915-1945. New sales methods did not develop quickly then as the economic activity had to concentrate on the war efforts and due to this depression, Business firms had to employee aggressive salespeople to produce badly needed sales revenue (Williams et al., 2001). This in turn may have led upon the corrosion of the customers because a salesperson without the personal code of ethics and being aggressive can erode customers by pushing them into the product forcefully even if they are not willing to buy it. During the post- World War II era, Salespeople as employees were given more importance since many more firms were beginning to understand the benefits of research- based integrated marketing programs (Williams et al., 2001).
Professionalism and the Marketing era begins in the late 1940s where Buyers became more intolerant of high-pressure putting sellers and instead preferred a well-informed, customer-oriented salesperson, for which, an article called ‘low pressure selling’ was published by Harvard Business Review in the year 1947 helping the salespeople put more efforts in improvising their professional behavior and building a good rapport with the buyers (Williams et al., 2001). More organizations were beginning to realize that the salespersons are in a position to collect product, market and service information concerning and determining the target market’s needs and wants in order to deliver the desired satisfaction (Manning, Ahearne and Reece, 2012).
Since the beginning of the modern era, Personal selling has developed through many distinctive stages such as the transactional selling era, the consultative selling era, the strategic selling era and the partnering era. During the transactional selling era, the two forces namely, Psychology and Methodology was introduced in the 1950s which changed the whole selling industry and both of them adjoined to create a five step process called AIDCA, an acronym for Attention through...

Other Papers Like The Evolution of Selling

The Evolution of Telecommunications Essay

700 words - 3 pages Telecommunications Industry: Evolution Timeline Marquita Sparks NTC362 – Week 1 – A. Carpenter August 27, 2015 When speaking about the evolution of telecommunications, this spans across approximately 200 years and has gone through leap years of innovations. The pre-historic age brought about using the smoke from fire to send signals to others from miles away. In the Ancient Greek book, The Iliad by Homer, smoke fires were mentioned in

The Evolution of Medicine Essay

2856 words - 12 pages Term paper EN1320 Dr. Baughman Jay C. Montgomery August 13, 2015 The Evolution of Medicine By Jay C. Montgomery The evolution of medicine was a contributing factor to important advances in our own modern day medicines and technologies. While there are many civilizations to choose from, some of the best contributions came from the Egyptian, Chinese, Greek, Roman, Muslim, Indian, and Japanese cultures. In order to understand what these

The Evolution of the Salesperson

2450 words - 10 pages The Evolution of the Salesperson Over the years the art of selling has evolved beyond our imagination. The days of selling door to door and traveling across the country to make a profit are almost extinct. Salespeople have been taught to hit the street, knock on doors and close deals but global markets, increased technology and complex products have combined to make the buying and selling business more profitable than ever. In “Death of

The Evolution of the Vampire

2783 words - 12 pages Harper is presented with in chapter 1, that of which saves his life when Dracula attacks him later on in the novel, symbolizing the weakness of the vampire when around religious objects. As time went on the idea of the Vampire being affected by Religion appeared to all but rule itself out. In 1976 second biggest selling vampire novels of all time entered the chain of literature making a startling impact on the vampire’s standardize. The

Evolution of the Human Eye

5715 words - 23 pages the space in between the two layers allowing for greater image resolution and wider viewing angles. (Shimeld. S) This fluid and the layers form what we call the lens. Scars of evolution For every complex and ingenious feature that evolution has created in the eye, there are a number of flaws. For example the retina is inside out which means that light must travel through capillaries to reach the photoreceptors, this creates unwanted

The Evolution Of Coca Cola

797 words - 4 pages On May 8, 2012, Coca-Cola Company celebrated its 126th anniversary. With a history that spans more than a century, it is no surprise that the brand has seen many changes since it first began. From selling nine drinks a day at Jacobs' Pharmacy in Atlanta, Georgia to selling about 19,400 beverages every second around the world, here is how the Coca-Cola Company has changed over the years and how the evolution has affected its business

The Evolution Of Mass Media

352 words - 2 pages Effects of Mass Media There have been great developments in the evolution of mass media during the last century. Media is no longer on how it used to be. In the beginning days it was all about verbs and nouns, and now it has spread to television all the way through magazines. Many people under estimate the power of mass media. Today is the main source of mass media evolution. Each new development, had a strong influence on today's

The Evolution of Modern Humans

1052 words - 5 pages The Evolution of Modern Humans Two origins are considered when thinking about the evolution of modern humans. There’s the “Multiregional Model” that concentrates on a multiple origins theory in which the different human populations or races had independent origins and evolved in isolation from each other, and there’s the recent single-orgin hypothesis or the “Out of Africa” which holds that anatomically modern humans evolved in Africa

The Evolution Of Business Ethics

1224 words - 5 pages The Evolution of Business Ethics Introduction In any business, decisions must be made to ensure that a business entity or firm is conformity with its vision as well as mission. Most of decisions made by businesses are tailored toward wealth maximization of the firm which ensures that there is continuity production and operation of the entity. It is clear that most if not all businesses want to make profits, however, it is undeniable too

The Evolution of Musical Instruments

1101 words - 5 pages Evolution of Musical Instruments Music, the concept is something almost instinctually recognized. Rhythm, is it appropriated from our culture, or is it something innately recognized between living beings? From beating on walls to humming tunes, making music is something we are almost all capable of doing. But over time we have evolved our way of procuring these sounds, these vibrational patterns, and it has helped us evolve the actual concept

The Evolution of Us Healthcare

1655 words - 7 pages The Evolution of the U.S. Healthcare System Between the years the beginning of 19th century and today, healthcare in the United States evolved from a simple system of home remedies and itinerant doctors with little training to a complex, scientific, technological, and highly bureaucratic system. The system is built on medical science and technology and the authority of medical professionals. Its evolution includes the acceptance of the "germ

Related Essays

The Evolution Of Selling: A Study Of Historic And Contemporary Sales Methods And Attitudes’

2216 words - 9 pages ENTE 2534 ASSIGNMENT 1 Criteria ‘The evolution of selling: a study of historic and contemporary sales methods and attitudes’ Name: Arun Sehgal Student Number: P11271202 Tutor Marking: Edwina Goodwin CRITERIA | COMMENTS | MARK | Introduction/Conclusion..5% | | | Depth and Range of academic research, and evidence of understanding 25% | | | Quality of examples both historic and contemporary25% | | | Quality of individual

The Selling Of Pain (Critical Analysis)

534 words - 3 pages The Selling of Pain In the article on "pain" health and pain are related because of self-denial. Many people believe that if you don't exercise to a laborious extent or eat right you will gain nothing. This is the belief that I feel has driven people to sacrifice their own desires, also known as self-denial. Advertising in our society is now telling us that we should live a healthy life. I believe that advertising is using

Direct Selling At The Base Of The Pyramid

965 words - 4 pages Direct Selling at the Base of the Pyramid Direct Selling at the Base of the Pyramid The article “Emerging Markets: Direct Selling at the Base of the Pyramid” by Jessica Chelekis and Susan M. Mudambi argues that direct sales companies grow their markets and profits by getting possible buyers and sellers at the base of the pyramid. The article explains how around 400 women in the lower Amazon engage in direct sales networks by selling Avon and

The Evolution Of Apple Essay

1659 words - 7 pages Let’s take a trip back in time and review the evolution of a computer company. It’s not IBM or Microsoft. This company is Apple Computers, Incorporated. In the year 1976, before most people even thought about buying a computer for their homes. Back then the computer community added up to a few brainy hobbyist. So when Steve Wozniak and Steve Jobs sold a van and two programmable calculators for thirteen hundred dollars and