The Evolution of Personal Selling

Thomas R. Wotruba

84 citations0/0 files storedJournal of Personal Selling and Sales Management

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Marketing and Advertising Strategies Employee Performance and Motivation Business and Management Studies

Abstract

While personal selling positions have been categorized into taxonomies, a longitudinal view of how selling jobs change or evolve has not yet been provided. This article presents such a view, based on an inductive analysis from available literature on sellingjobs, selling's history, and characteristics of competitive and market environments. Five stages in this evolution of selling are presented and discussed: provider, persuader, prospector, problem-solver, and procreator. Relationships to management practice and implications for future research efforts are also noted.

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References

1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems 1992Developments in Marketing Science 1989Evolutionary Processes in Competitive Markets: Beyond the Product Life Cycle 1986Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation 1988How Modern Is Modern Marketing? Marketing's Evolution and the Myth of the "Production Era"2014Sales & marketing management 1984Industrial Salesperson Development: A Career Stages Perspective

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