Just how the marketing channel works The earliest variation of a sales channel that I have the ability to find is this from 1904 by Frank Hutchinson Dukesmith, editor of the Salesmanship publication Below, Dukesmith introduced the principle of four stages that lead to a sale: Interest, Interest, Desire as well as Conviction. Virtually half a century later on, an advertising and marketing and sales executive in the pharmaceutical industry, Arthur F Peterson, released the complying with picture in his publication, Pharmaceutical Selling, Outlining, and also Sales Training: