The Changing Character of Industrial Selling

Abstract

Highlights two major directions in the character of the personal selling function — the first is the increasing professional nature of industrial selling, the second is growing managerial orientation within selling. Notes the selling process is evolving and broadening in ways which can make the salesperson valued to the buyer beyond product or service value offered. Says that salespeople receive much broader scopes of authority. Examines cause and effect of changes in selling characteristics, reviewing evidence specific to these new directions. Propagates some of the feelings that are negatively hung on salespeople such as being selfish, deceitful, lazy and often downright dishonest. Goes on to explain why these are wrong and gives positive connotations to try and put things right. Key is understanding the process of buying‐selling because there must be a solid conceptual foundation to support the diagnostic process. Summarizes that hiring, training, compensation and other sales management practices must be adjusted — but the evidence base seems to promote a promising future.

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