Exactly how the advertising and marketing funnel works The earliest version of a sales channel that I have the ability to find is this from 1904 by Frank Hutchinson Dukesmith, editor of the Salesmanship publication Here, Dukesmith presented the principle of four phases that result in a sale: Attention, Passion, Need as well as Conviction. Almost 50 years later on, a marketing and also sales exec in the pharmaceutical sector, Arthur F Peterson, published the adhering to image in his book, Drug Selling, Outlining, and Sales Educating: