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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| Superior document: | Title is part of eBook package: De Gruyter HUP eBook-Package Backlist 2000-2013 (Canada) |
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| Place / Publishing House: | Cambridge, MA : : Harvard University Press, , [2021] ©2005 |
| Year of Publication: | 2021 |
| Language: | English |
| Online Access: | |
| Physical Description: | 1 online resource (368 p.) |
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Table of 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