In this entertaining and informative book, Walter Friedman
chronicles the remarkable metamorphosis of the American salesman
from itinerant amateur to trained expert. From the mid-nineteenth
century to the eve of World War II, the development of sales
management transformed an economy populated by peddlers and
canvassers to one driven by professional salesmen and executives.
From book agents flogging Ulysses S. Grant's memoirs to John H.
Patterson's famous pyramid strategy at National Cash Register to
the determined efforts by Ford and Chevrolet to craft surefire
sales pitches for their dealers, selling evolved from an art to a
science. "Salesmanship" as a term and a concept arose around the
turn of the century, paralleling the new science of mass
production. Managers assembled professional forces of neat
responsible salesmen who were presented as hardworking pillars of
society, no longer the butt of endless "traveling salesmen" jokes.
People became prospects; their homes became territories. As an NCR
representative said, the modern salesman "let the light of reason
into dark places." The study of selling itself became an industry,
producing academic disciplines devoted to marketing, consumer
behavior, and industrial psychology. At Carnegie Mellon's Bureau of
Salesmanship Research, Walter Dill Scott studied the
characteristics of successful salesmen and ways to motivate
consumers to buy.
Full of engaging portraits and illuminating insights, "Birth of
a Salesman" is a singular contribution that offers a clear
understanding of the transformation of salesmanship in modern
America.
General
Is the information for this product incomplete, wrong or inappropriate?
Let us know about it.
Does this product have an incorrect or missing image?
Send us a new image.
Is this product missing categories?
Add more categories.
Review This Product
No reviews yet - be the first to create one!
Welcome to Loot.co.za!
Sign in / Register |Wishlists & Gift Vouchers |Help | Advanced search
