ENGLISH

The evolution of the seven steps of selling [article]

By Greg W. Marshall , William C. Moncrief

Book information

Language
english
Format
PDF
Filesize
225 kB (230889 bytes)
Pages
10\10
Topic
Business Marketing
Time added
2018-04-01 23:57:30

Description

Abstract The traditional seven steps of selling is perhaps the oldest paradigm in the sales discipline. The seven steps model has served as a basic framework in sales training, personal selling textbooks, and teaching personal selling classes. Very little has changed in this framework since the turn of the 20th century. This article reviews the traditional seven steps of selling, examines transformative factors that have led to changes in each step, and presents an evolved seven steps process. While the traditional seven steps reflected a selling orientation on the part of a firm, the evolved selling process reflects more of a customer orientation in that the focus is on relationship selling—that is, securing, building, and maintaining long-term relationships with profitable customers. 2004 Elsevier Inc. All rights reserved.

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