Sales Managenment

Contents

Introduction……………………………………………………………………….. 2

The Production Orientation……………………………………………………….. 3

The Sales Orientation……………………………………………………………… 5

The Marketing Orientation………………………………………………………… 7

Conclusion………………………………………………………………………… 10

Reference………………………………………………………………………….. 11

Introduction

The concept of marketing has evolved over time. Companies that have attained a complete marketing orientation, made ​​by a secondary evolution through the stages of development. This assignment discusses the marketing concepts over past decades. There are three basic types of business orientation developing in this assignment; the Production Orientation with the idea of companies focused on efficient production and low costs. For example, Henry Ford with introduction of the Model ‘T’ Ford and the production techniques used; the Sales Orientation where we discuss about the concepts of effective demand that has to be created, through the art of persuasion using sales techniques where sales volume is the success criterion; and finally the Marketing Orientation with the natural development that follows sales orientation, which produce goods and services focusing on customer’s needs, discussing the Peter Drucker and Ted Levitt’ idea.

Production Orientation

In the nineteenth and most of the twentieth centuries, the main objective of all business and industrial activity was being productive. The production manager was the key figure for the organisation and through the production was that managers came to the position of greatest importance within the organization. (Lancaster and Reynolds, 2002)

The production era refers to the period of pre-World War II, when the emphasis was simply to produce a satisfactory product and inform potential customers about this through catalogues, brochures and advertising. Below we can see some examples of advertisements displayed in the Production Era. (Reference for Business, 2014)

Figure 1: Advertisements - 1910...