The Professionalisation of Selling and the Transformation of a Family Business: Kenrick & Jefferson, 1878-1940

David Paulson

Research output: Contribution to journalArticle

1 Citation (Scopus)


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
Pages (from-to)261-291
Number of pages31
JournalBusiness History
Issue number2
Early online date7 Feb 2018
Publication statusPublished - 17 Feb 2020
Externally publishedYes



  • SME
  • Sales management
  • University of Birmingham
  • West Midlands
  • commercial traveller
  • education
  • marketing
  • salesman
  • training

ASJC Scopus subject areas

  • Business and International Management
  • Business, Management and Accounting (miscellaneous)
  • History

Cite this