Hiring for Success at the Term Paper

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Salesmanship is no longer based on creating trust between buyer and seller, but rather on long-term relationships driven through facilitative roles rather than pure salesmanship. Marshall's analysis has a profound impact on my understanding of sales, it is no longer a static and traditional medium of attempting to convince and out maneuver customers, but rather a process of creating strong rapport and developing deep relationships for future business. The skills that Marshall found sales managers most craving are much different from traditional qualities sought after in salesmanship. The role of sales in general has shifted dramatically from direct to indirect. While the information within this study was very good, it provided me with deep insight into what managers now look for within their salesman, there are some gaping holes in Marshall's analysis.

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He does not adequately explain the causes behind the shifting mentality of salesmanship, but only provides the statistical facts. As a result, the inevitable "why" question never gets answered within the article. He also does not provide an adequate definition of sales, nor highlights what is necessary to become a successful salesman within the modern era. This article would have been more effective if it had detailed how the transformation to current salesmanship occurred, and how salesman should function now that they must assume the role of buyer-seller facilitator. Although the majority of the information is useful in that they define the parameters of skills necessary for modern salesmanship, Marshall's findings are surface level and do not develop a narrative to….....

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