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Essay / Research Paper Abstract
This 12 page paper considers how the management of salespeople in the UK has change over the last fifty years. Once a downtrodden profession with an approach bases on administrative and economic man, the competitive environment has forced a change in the way the salespeople are managed and development in the human relations school of thought have indicates tools that can be used. However, it can be argued that the real changes are only occurring due to the way a change in culture can support the new strategies. The bibliography cites 10 sources.
Page Count:
12 pages (~225 words per page)
File: TS14_TEmnsale.rtf
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Unformatted sample text from the term paper:
different cultural conditions in the YUK had delegated the salesman to a lesser position. The development of the image that was the predominant paradigm over the years has been influenced
by the attitude regarding salesman. In the years following the second world war there were shortages of goods. Therefore, the role of the salesman was not so much to make
sales, but to take orders. Where selling skills were required the idea was that of an individual seeking to sell something that was not wanted. Often the need to sell
as item in an environment where there was rationing indicated it may be a black market item. This was a situation that heavily influenced the general perception of the salesman.
In many ways this is still an image that remains and is associated with double glazing salesmen and kitchen salesmen who come into an individuals home, where the concept
of being sold to is often rejected. However, this is a interesting image, as t contradicts the models seen in many other countries, in the US the salesman is
seen as a professional, knowledgeable about the products he sold and also the selling techniques. The cultural difference was that individual, either domestic of business would expect to be sold
to, making the purchase model very different. The model in the UK is changing, businesses expect salesmen to be professional and sell to them, and the image of salesmen has
been changing, not only due to the way in which society is changing but also as a result of the way in which they are perceived by the commercial environment,
as more useful members of the ale process and essential to any success. The salesmen was one managed in the UK in a manner that had much in common
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