Evolution Of Selling In The 1950's

Hard-selling advertising was popular during the 1930’s, however three creative philosophies also emerged. J. Stirling Getchell developed and refined a distinctive photojournalistic style in advertising (Sivulka, 2012). Raymond Rubicam would use research to determine the proper layout designs, and ways to improve advertising. Bernice Fitz-Gibbon would use simple folksy style advertising to relate to the consumer (Sivulka, 2012).

When Korean veterans returned from the fighting, everyone was overjoyed to be reunited with their loved ones after two huge, deadly wars.

As profits soared so did the sophistication of the market as well. It no longer is dependent on solely making sales off the streets and in underground locations. Thanks to the development of technology this market expanded vastly as its availability became easy to access to most and communications between sellers and buyers become safer and faster. This is thanks to the internet and great advances in computers.

Reporting on the findings of a seminar, Keegan (2009) conveyed no matter how thorough a company’s research and marketing efforts are, a company’s overall success often boils down to one very critical function: face-to-face sales. Product knowledge, honesty and trustworthiness are important virtues for every salesperson, but a successful salesperson must navigate through a customer’s business to find the ultimate decision maker. Researching a customer’s business, gaining knowledge of their operation, and listening to their needs is critical to the success of every salesperson. After every face-to-face meeting, a salesperson needs to review what

Victor Andrew Lopez Week 1 – Case Study MKTG 425 – DeVry University Professor Eckert Statement of the Problem Value-added selling is a way in which the salespersons use to ensure that they add value to their customers hence increasing the experience of the customers. The study brings the ways in which the salespersons use to ensure that their customers have enough experience on their products. The need for the understanding of the ways in which Marcus Smith can create value for his customers and hence get more of them with the experience on the market issues. The value selling is more than a sales course since it takes the initiative of the salespersons to ensure that there is value added selling. It is also not true that people always want to get as much as they give, in the study there is a the detailed discussion of the ways in which value can create although sometimes it may not work for all customers (Albrecht et al., 2005).

There is a phycology behind selling. In the article The Phycology of Selling, by Brian Tracy and Michael Tracey, they speak about the salespeople and what they do to become successful. They explain the 80/20 concept which states that twenty percent of the people make eighty percent of the money. They also expand on it by explaining how people become successful. They say that if one sets a goal and works to achieve it will eventually become true. Furthermore they say that self-confidence is a strongly necessary. To have confidence and believing in oneself is the way to succeed.

Several threats exist. Company G is a well-established and respected company. Although this is a factor, rival companies eager to capitalize exist. Companies will make product closely resembling Company G’s and may offer at a lower price or with more incentives. Market growth will not be slow and low fixed cost to produce item will decrease rivalry. Since customers somewhat easily and freely switch from one product to another, this will increase rivalry. There are quite a few rivals in the same market.

In contrast to both there is Sales Orientation, (Dunnett, 2014) which would be defined as focusing on the selling of the product. This prioritizes the selling of the product above the customers’ satisfaction. This orientation relies on the sales team in the pushing of the product or service using aggressive sales techniques to achieve high profits. Here the assumption that sale prices that are high in value equate to substantial profit. In comparison with customer orientated corporations where the customers’ needs and wants are met, the firm will focuses a lot less on the satisfaction of the customer as it is presumed that high value equals satisfaction. So the customer will get high value but that might not necessarily be what the customer is looking for. This is where the sales teams’ responsibility lies; they need to sell using aggressive sales techniques. Cold calling about PPI (PPICLAIMSADVICE, 2014) claims would be an example where a service is promoted for free to claim money for you, the value lies in the fact it’s free but it’s a service not many people need. If they fail to see what the customer wants it’ll in the long term ultimately lead to customer dissatisfaction, loss of customer, loss of profit, and Leading the firm ultimately to bankruptcy.

To Sell Is Human is a book that examines and evaluates the influence of sales in our lives. Daniel H. Pink, the book’s author, explores how nowadays, everyone is participating in sales: from lawyers trying to sell juries on a verdict, physicians selling remedies to their clients, to employers selling their bosses reasons why they should get a raise. We are all now on sales, and this does not mean we are only selling palpable products, but services, techniques and ideas. Moreover, in the book, Pink writes about how the sales world must be updated from its obsolete practices to more service-oriented ones, or in other words, it has to switch to techniques that will actually move others. Finally, Pink guarantees his book will change how the reader

Salesmanship is one of the most looked down professions that most people would prefer not to be associated with. But this hasn't kept away one in every nine Americans (almost 15 million) from actively engaging in sales as a career. Nonetheless, according to a sales and marketing best-selling author, Daniel Pink, everyone in life is a salesman and so is every profession. To further explain his point, Pink even summed up his survey on sales into a book entitled "To Sell Is Human."

     Race and racism have been around since mankind made its first steps on the planet and it has brought upon violence, submissiveness, cruelty, and sexism into the world. A great representation of these themes and issues was brought by LeRoi Jones, who wrote “The Dutchman”. The play itself is a great representation of the relationships of races in America during the 60’s and can even been connected to today’s society. The Dutchman mainly focuses on the black-white relationship but can also be drawn to other cultures and races. I, myself, can also relate to what LeRoi Jones wrote in one way or another. Being a different culture and not being accepted was the first façade of America that I got

The next stage in the personal selling process is approaching the prospect. This means actually having an initial first meeting with the prospect for the first time, face-to-face. (Personal Selling, pg.136) Like most things in life, “Practice Makes Perfect”, and in this particular case, this statement holds true in that the more a sales representative practices and rehearses their sales presentation, the better. Practicing and rehearsing one’s presentation assist sales representatives in

There was the concept of sales as a hunt, a survival-of-the-fittest contest, pitting tigers against sheep. There was the STP battle cry to raise the quota on how many customers you need to see in a day, “belly to belly,” and there was the emphasis on having as many closing tricks as possible up your sleeve. “Keep beating on your customers until they give in or die,” Robinson

The Purpose of Advertising The purpose of advertising is to familiarise the public with a certain brand or product. Companies spend millions of pounds a year on advertising so that when the public are searching for a product or service a certain brand is recognised and, as a result, their product or service is chosen. Companies need to ensure that their money is spent wisely. They do this by completing extensive market and physcological research.

Marketing has become more and more important, especially as the purposes of marketing expanded into performing marketing researches. Through marketing researches, it is asserted that marketing starts with a real customer need. Classic marketing, has, nonetheless, focused on making the need that will draw customers, and this stresses the advertising power of marketing (Woodall 2007, p.1284). This is also called the sales concept of marketing (Woodall 2007, p.1285). An example is how advertising lures people into buying a brand, because of the