Assignment 1

ENTE 2535
THE CREATIVE ART OF SELLING AND NEGOTIATION

The evolution of selling: a study of historic and contemporary sales methods and attitudes ID number: P13203651
Tutor's name: Bev Dinsey
Words:

Executive summary

Contents:

* Executive summary ___________________________ * The content list _______________________________ * Introduction __________________________________ * Study of the evolution of selling __________________ * Conclusion ___________________________________ * Reflection ______________________________________ * Reference list ____________________________________

One of the most widely accepted and probably the oldest paradigms in the selling history is ‘Seven Steps Selling’ (Moncrief et al. 2005) It is a potent method which incorporates: 1 prospecting – sales person is searching for customers, 2 Preapproach – salespeople are collecting data about customers, their needs and any other relevant information, 3 approach – seller is attempting to create a serious impression, usually it takes first few minutes of a sale. 4 Presentation – presentation of a product, the vendor is showing the benefits and characteristics of a product, 5 Overcoming objections – removing the customers’ sense of hesitancy, 6 close – the procedure of closing the sales call, 7 Follow-up – saying thank you to customer and ascertaining that he is happy with the product or service. (Moncrief et al. 2004). All these 7 stages is a proof that the meaning of selling has shifted from selling a product to a contemporary consumer aiming at repetitive sales (Jolson and Wotruba, 1992; Hawes et al., 2004; Moncrief and Marshall, 2005).
The Industrial Revolution at 19th century had a major impact on selling as the key changes in attitudes, customer relationships and methods of selling were made during this period. Until 1960