Write a REPORT based on the evolution of selling over approximately the past 100 years

? Key changes back to late 19 century i.e. post Industrial Revolution, and also post 1st and 2nd

world wars. (Many authors consider most changes occurred after the 1950?s)
? TIP?.Map the key most impacting changes, which have affected the Seller/Buyer relationship&

conduct research regarding the evolution of selling over these years.
? Study historic and contemporary attitudes to sales and selling; current and past techniques,

methods and attitudes towards selling
? Discuss your findings and embellish your work with plenty of examples
? Look at the CRITERIA SHEET on the next page to explore the criteria against which you will be

marked to help you with your tasks and allocate time and effort accordingly!
? Fill in and download a criteria sheet which you will find on Bb under ?Assignments? and attach to

your essay
? TIPS: Students should look at a range of articles and books from your core text Selling & Sales

Mgt. Jobber & Lancaster, and ?Selling Today ?by Manningham, Reece & Ahearne, as well as articles

and books by authors such as Neil Rackham, (of SPIN SELLING fame); Rackham & De Vincentis,

Rethinking the Salesforce?; W C Moncrief (Evolution in the 7 stages of selling); etc. and any other

independent research