The professionalisation of selling and the transformation of a family business: Kenrick & Jefferson, 1878–1940

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Abstract

This article shows that innovation in sales management at a West Midlands SME in the early twentieth century matched contemporary best practices, and that it occurred in parallel with significant developments in sales education at both the University of Birmingham and the region’s colleges. In looking not only at a smaller company than those examined previously by historians of selling but also at what is referred to as the surrounding sales ecosystem, the article contributes to our understanding of a more dynamic sales environment, supported by a more purposeful educational provision, than has hitherto been understood to have existed
Original languageEnglish
Number of pages32
JournalBusiness History
Early online date07 Feb 2018
DOIs
Publication statusEarly online date - 07 Feb 2018

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