دانلود کتاب The evolution of the seven steps of selling [article]

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.