Birth of a Salesman : : The Transformation of Selling in America / / Walter A. Friedman.
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 pe...
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Place / Publishing House: | Cambridge, MA : : Harvard University Press, , [2021] ©2005 |
Year of Publication: | 2021 |
Language: | English |
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Physical Description: | 1 online resource (368 p.) |
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Friedman, Walter A., author. aut http://id.loc.gov/vocabulary/relators/aut Birth of a Salesman : The Transformation of Selling in America / Walter A. Friedman. Cambridge, MA : Harvard University Press, [2021] ©2005 1 online resource (368 p.) text txt rdacontent computer c rdamedia online resource cr rdacarrier text file PDF rda Frontmatter -- Contents -- Prologue, 1916 -- Introduction -- 1 Hawkers and Walkers -- 2 Selling Ulysses S. Grant -- 3 Forging a National Marketplace -- 4 Fifty-Seven Varieties -- 5 The Pyramid Plan -- 6 Salesology -- 7 Instincts and Emotions -- 8 A Car for Her -- 9 Selling Salesmanship -- 10 Beyond Willy Loman -- Appendix -- Notes -- Acknowledgments -- Illustration Credits -- Index restricted access http://purl.org/coar/access_right/c_16ec online access with authorization star 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. Reviews of this book: The history Friedman weaves is engrossing and the book hits stride with entertaining chapters on Mark Twain's marketing of the memoirs of Ulysses S. Grant (apparently Twain was as talented a businessman as a writer) and on the shift from the drummer--the middleman between wholesalers and regional shopkeepers--to the department store.In Birth of a Salesman, Friedman has crafted a history of an 'inherently unlikable process' with depth, affection and intelligent analysis.--Carlo Wolff, Boston GlobeI very much enjoyed reading this book. It is well written, well argued, and thoroughly researched. Salesmen, Friedman argues, helped distribute the products of America's increasingly bountiful manufacturing industries, invented new forms of managerial hierarchies, investigated the psychology of desire, and were in the vanguard of America's transformation from a producer to a consumer society. He powerfully shows that the rise of modern business practices and the emergence of a particularly American culture of consumption can only be fully understood if we examine the history of selling.--Sven Beckert, author of The Monied MetropolisWalter Friedman's Birth of a Salesman: The Transformation of Selling in America is an important book. The modern industrial economy, created in the United States and Europe between the 1880s and the 1930s, required the integration of large-scale production and marketing. The evolution of mass production is a well-known story, but Friedman is the first to fill in the crucial marketing side of that industrial revolution.--Alfred D. Chandler, Jr., author of The Visible Hand and Scale and ScopeWith wit and verve, Walter Friedman gives us a cast of memorable characters who turned salesmanship from ballyhoo to behaviorism, from silliness to science. Informed by prodigious research, Birth of a Salesman also clarifies the birth of modern marketing--from an angle that humanizes its subject through wry, ironic, but serious analysis. This is a pioneering work on a subject crucial to American social, cultural, and business history.--Thomas K. McCraw, author of Creating Modern Capitalism Mode of access: Internet via World Wide Web. In English. Description based on online resource; title from PDF title page (publisher's Web site, viewed 27. Sep 2021) HISTORY / United States / 19th Century. bisacsh Title is part of eBook package: De Gruyter HUP eBook-Package Backlist 2000-2013 (Canada) 9783110756067 Title is part of eBook package: De Gruyter Harvard University Press eBook Package Backlist 2000-2013 9783110442205 https://doi.org/10.4159/9780674037342 https://www.degruyter.com/isbn/9780674037342 Cover https://www.degruyter.com/document/cover/isbn/9780674037342/original |
language |
English |
format |
eBook |
author |
Friedman, Walter A., Friedman, Walter A., |
spellingShingle |
Friedman, Walter A., Friedman, Walter A., Birth of a Salesman : The Transformation of Selling in America / Frontmatter -- Contents -- Prologue, 1916 -- Introduction -- 1 Hawkers and Walkers -- 2 Selling Ulysses S. Grant -- 3 Forging a National Marketplace -- 4 Fifty-Seven Varieties -- 5 The Pyramid Plan -- 6 Salesology -- 7 Instincts and Emotions -- 8 A Car for Her -- 9 Selling Salesmanship -- 10 Beyond Willy Loman -- Appendix -- Notes -- Acknowledgments -- Illustration Credits -- Index |
author_facet |
Friedman, Walter A., Friedman, Walter A., |
author_variant |
w a f wa waf w a f wa waf |
author_role |
VerfasserIn VerfasserIn |
author_sort |
Friedman, Walter A., |
title |
Birth of a Salesman : The Transformation of Selling in America / |
title_sub |
The Transformation of Selling in America / |
title_full |
Birth of a Salesman : The Transformation of Selling in America / Walter A. Friedman. |
title_fullStr |
Birth of a Salesman : The Transformation of Selling in America / Walter A. Friedman. |
title_full_unstemmed |
Birth of a Salesman : The Transformation of Selling in America / Walter A. Friedman. |
title_auth |
Birth of a Salesman : The Transformation of Selling in America / |
title_alt |
Frontmatter -- Contents -- Prologue, 1916 -- Introduction -- 1 Hawkers and Walkers -- 2 Selling Ulysses S. Grant -- 3 Forging a National Marketplace -- 4 Fifty-Seven Varieties -- 5 The Pyramid Plan -- 6 Salesology -- 7 Instincts and Emotions -- 8 A Car for Her -- 9 Selling Salesmanship -- 10 Beyond Willy Loman -- Appendix -- Notes -- Acknowledgments -- Illustration Credits -- Index |
title_new |
Birth of a Salesman : |
title_sort |
birth of a salesman : the transformation of selling in america / |
publisher |
Harvard University Press, |
publishDate |
2021 |
physical |
1 online resource (368 p.) |
contents |
Frontmatter -- Contents -- Prologue, 1916 -- Introduction -- 1 Hawkers and Walkers -- 2 Selling Ulysses S. Grant -- 3 Forging a National Marketplace -- 4 Fifty-Seven Varieties -- 5 The Pyramid Plan -- 6 Salesology -- 7 Instincts and Emotions -- 8 A Car for Her -- 9 Selling Salesmanship -- 10 Beyond Willy Loman -- Appendix -- Notes -- Acknowledgments -- Illustration Credits -- Index |
isbn |
9780674037342 9783110756067 9783110442205 |
callnumber-first |
H - Social Science |
callnumber-subject |
HF - Commerce |
callnumber-label |
HF5438 |
callnumber-sort |
HF 45438.4 F75 42004EB |
url |
https://doi.org/10.4159/9780674037342 https://www.degruyter.com/isbn/9780674037342 https://www.degruyter.com/document/cover/isbn/9780674037342/original |
illustrated |
Not Illustrated |
dewey-hundreds |
300 - Social sciences |
dewey-tens |
380 - Commerce, communications & transportation |
dewey-ones |
381 - Commerce |
dewey-full |
381/.1/0973 |
dewey-sort |
3381 11 3973 |
dewey-raw |
381/.1/0973 |
dewey-search |
381/.1/0973 |
doi_str_mv |
10.4159/9780674037342 |
oclc_num |
1248759180 |
work_keys_str_mv |
AT friedmanwaltera birthofasalesmanthetransformationofsellinginamerica |
status_str |
n |
ids_txt_mv |
(DE-B1597)574612 (OCoLC)1248759180 |
carrierType_str_mv |
cr |
hierarchy_parent_title |
Title is part of eBook package: De Gruyter HUP eBook-Package Backlist 2000-2013 (Canada) Title is part of eBook package: De Gruyter Harvard University Press eBook Package Backlist 2000-2013 |
is_hierarchy_title |
Birth of a Salesman : The Transformation of Selling in America / |
container_title |
Title is part of eBook package: De Gruyter HUP eBook-Package Backlist 2000-2013 (Canada) |
_version_ |
1770176190773985280 |
fullrecord |
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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. Reviews of this book: The history Friedman weaves is engrossing and the book hits stride with entertaining chapters on Mark Twain's marketing of the memoirs of Ulysses S. Grant (apparently Twain was as talented a businessman as a writer) and on the shift from the drummer--the middleman between wholesalers and regional shopkeepers--to the department store.In Birth of a Salesman, Friedman has crafted a history of an 'inherently unlikable process' with depth, affection and intelligent analysis.--Carlo Wolff, Boston GlobeI very much enjoyed reading this book. It is well written, well argued, and thoroughly researched. Salesmen, Friedman argues, helped distribute the products of America's increasingly bountiful manufacturing industries, invented new forms of managerial hierarchies, investigated the psychology of desire, and were in the vanguard of America's transformation from a producer to a consumer society. He powerfully shows that the rise of modern business practices and the emergence of a particularly American culture of consumption can only be fully understood if we examine the history of selling.--Sven Beckert, author of The Monied MetropolisWalter Friedman's Birth of a Salesman: The Transformation of Selling in America is an important book. The modern industrial economy, created in the United States and Europe between the 1880s and the 1930s, required the integration of large-scale production and marketing. The evolution of mass production is a well-known story, but Friedman is the first to fill in the crucial marketing side of that industrial revolution.--Alfred D. Chandler, Jr., author of The Visible Hand and Scale and ScopeWith wit and verve, Walter Friedman gives us a cast of memorable characters who turned salesmanship from ballyhoo to behaviorism, from silliness to science. Informed by prodigious research, Birth of a Salesman also clarifies the birth of modern marketing--from an angle that humanizes its subject through wry, ironic, but serious analysis. This is a pioneering work on a subject crucial to American social, cultural, and business history.--Thomas K. McCraw, author of Creating Modern Capitalism</subfield></datafield><datafield tag="538" ind1=" " ind2=" "><subfield code="a">Mode of access: Internet via World Wide Web.</subfield></datafield><datafield tag="546" ind1=" " ind2=" "><subfield code="a">In English.</subfield></datafield><datafield tag="588" ind1="0" ind2=" "><subfield code="a">Description based on online resource; title from PDF title page (publisher's Web site, viewed 27. 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