A CENTURY OF MARKETING AND SALES TECHNIQUES

From Scientific Advertising to Generative AI

von Fazel Zohrabpour

488 Seiten, Taschenbuch

Kurzbeschreibung des Verlags

How did marketing evolve from coded coupons and direct-response advertising to generative AI, autonomous agents and machine-mediated commerce?A Century of Marketing and Sales Techniques traces the development of major marketing and sales methods from 1923 to 2026, beginning with Claude C. Hopkins and the rise of scientific advertising and progressing through tested advertising, the USP, brand building, the marketing concept, the 4Ps, segmentation and positioning, consumer behaviour, persuasion, copywriting, consultative selling, SPIN Selling, relationship marketing, CRM, digital marketing, social media, influencer marketing, performance marketing, artificial intelligence and modern sales management.Rather than treating famous techniques as timeless rules, the book examines what their originators actually claimed, what later academic evidence shows, where the techniques succeed or fail, and how they have evolved across digital, social and AI-driven environments.Legal and regulatory analysis is integrated throughout, with particular attention to the United Kingdom, European Union and United States. Advertising claims, consumer protection, privacy, direct marketing, endorsements, reviews, pricing, AI transparency and other compliance issues are considered alongside commercial effectiveness.Across 38 chapters, the book combines historical analysis, theory, empirical evidence and practical implementation. Each major technique is assessed through sector-specific Merit and Risk scoring, while dedicated appendices provide an Industry-to-Technique Master Matrix and a practical Marketing & Sales Technique Selector.The volume also includes 609 substantively used references, a 210-entry glossary and a curated 250-entry index.Designed for students, academics, marketers, entrepreneurs, sales professionals and managers, this book provides a structured framework for understanding not only what works in marketing and sales, but why it works, when it fails and how it should be applied in the age of artificial intelligence.

• Reihe: Independently published
• ISBN: 9798173467447
• Sprache: Englisch
• Erscheinungsdatum: 22.09.2026
• Größe: 235 x 191 mm
• Verlag: Independently published