The Evolution of Selling: A Study of Historic and Contemporary Sales Methods and Attitudes - Coursework Example

This phase represents an advanced phase in the evolution of selling, where the focus of selling is fully customer-centric, seeking to achieve full customer satisfaction, as opposed to merely meeting the customer needs (Singha, Manraib & Manraib, 2015). The value-based selling phase is an ethical phase of selling, where businesses and companies seek to gain profits from leaving the customer completely satisfied, and nothing short of that. The psychological manipulative selling techniques no longer have a position in this phase, since making a gain or profit but leaving the customer not fully satisfied is considered unethical.

Conclusion

The evolution of selling has gone through different phases. Starting with the traditional door-to-door peddling of goods, selling has evolved through the industrial revolution phase, followed by the post World War II phased, then the tactical phase, the solution phase and finally the value-based phase of selling. Under each of these phases, different strategies have been developed, geared to increase customer satisfaction, while at the same time making profit gains for the businesses.

Reflection

The historical batter trade phase represented a phase in the evolution of selling during which commodities were exchanged purely to satisfy needs by different parties, without the need for any party to make any gains or profits out of the commodity exchange. The increase in the amount of goods and services accessible to the customer during and after the industrial revolution meant that the customer’s preferences, tastes and needs evolved and became increasingly personalized. Before the industrial revolution, sales and marketing was not an issue of prime concern for many businesses, since selling was all about giving away what one party did not have in exchange of the commodity that party needed. However, during the industrial revolution, the strategic wealth resources became the capital resources that were held by different companies that applied such resources to make gains in terms of profits. The tactical and the value-based selling however shifted focus completely, to customer needs satisfaction.