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)

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
JournalBusiness History
Early online date7 Feb 2018
DOIs
Publication statusE-pub ahead of print - 7 Feb 2018
Externally publishedYes

Fingerprint

Education
Professionalization
Family business
Family Business
Innovation
Sales management
Small companies
Small and medium-sized enterprises
Best practice
Ecosystem
20th century
Small and Medium-sized Enterprises
Birmingham
Best Practice
Historian

Cite this

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

In: Business History, 07.02.2018.

Research output: Contribution to journalArticle

@article{1c3d279423b24791b2a77cd81e4282ad,
title = "The Professionalisation of Selling and the Transformation of a Family Business: Kenrick & Jefferson, 1878-1940",
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.",
author = "David Paulson",
year = "2018",
month = "2",
day = "7",
doi = "10.1080/00076791.2018.1426749",
language = "English",
journal = "Businesss History",
issn = "0007-6791",
publisher = "Taylor & Francis",

}

TY - JOUR

T1 - The Professionalisation of Selling and the Transformation of a Family Business: Kenrick & Jefferson, 1878-1940

AU - Paulson, David

PY - 2018/2/7

Y1 - 2018/2/7

N2 - 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.

AB - 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.

U2 - 10.1080/00076791.2018.1426749

DO - 10.1080/00076791.2018.1426749

M3 - Article

JO - Businesss History

JF - Businesss History

SN - 0007-6791

ER -