Exactly how the advertising channel works The earliest variation of a sales channel that I'm able to find is this one from 1904 by Frank Hutchinson Dukesmith, editor of the Salesmanship magazine Here, Dukesmith presented the principle of four stages that lead to a sale: Focus, Passion, Wish and also Sentence. Virtually half a century later, an advertising and marketing as well as sales exec in the pharmaceutical market, Arthur F Peterson, published the adhering to picture in his publication, Pharmaceutical Marketing, Detailing, and also Sales Educating: