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ERA OF EXPANSION
This era was a natural development from the era of consolidation.
The era was characterised by ‘careful excitement’. Whether in business or as an end user, opportunities to purchase new and exciting products and services were all around.
Individuals were able to buy their own home – albeit with a mortgage with tight qualifying restrictions.
Choice was everywhere - and with this choice and the opportunity to fund buying decisions, the sales professional started to come of age.
Supported by development of brands, marketing and consumer capability, there came a requirement for sophistication in selling to an increasingly engaged purchaser.