Terrific Article on Selling Process and Technology

Moncreif and Marshall (2005) provide a good discussion of (a) traditional selling process, (b) how technology aides this process, and (c) an evolved view of the traditional selling process. MKTG4990 students should read pages 13 through 15 as it provides a concise summary of the seven steps involved in selling. Recall, your instructor discussed these steps and provided an example from another context. The article is available through EBSCO.

Reference Moncreif, William C., and Greg W. Marshall (2005), "The Evolution of the Seven Steps of Selling," Industrial Marketing Management 34, 13-22.