French, M. (2014) From commercial travellers to sales representatives: the evolution of the sales profession in Britain, 1930s to 1960s. Zeitschrift für Unternehmensgeschichte = Journal of Business History, 59(2), pp. 179-195.
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Abstract
In analysing the development of modern marketing, business historians have focused on the late nineteenth and early twentieth centuries in the United States and Europe. This paper reviews the debates about the sources and timing of key changes in relation to the role of commercial travellers or travelling salesmen in Britain. It explores the later evolution from the 1930s to the 1960s with the transition to sales representatives, highlighting the gradual process of change and the hesitant, often negative, attitudes of managers and salesmen towards new ways of working.
Item Type: | Articles |
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Status: | Published |
Refereed: | Yes |
Glasgow Author(s) Enlighten ID: | French, Professor Michael |
Authors: | French, M. |
College/School: | College of Social Sciences > School of Social and Political Sciences > Economic and Social History |
Journal Name: | Zeitschrift für Unternehmensgeschichte = Journal of Business History |
Publisher: | Verlag C.H. Beck |
ISSN: | 0342-2852 |
Copyright Holders: | Copyright © 2014 Verlag C.H. Beck |
First Published: | First published in Zeitschrift für Unternehmensgeschichte = Journal of Business History 59(2):179-195 |
Publisher Policy: | Reproduced with the permission of the publisher |
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