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Record Nr. |
UNINA9910815523703321 |
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Autore |
Friedman Walter A. <1962-> |
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Titolo |
Birth of a salesman : the transformation of selling in America / / Walter A. Friedman |
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Pubbl/distr/stampa |
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Cambridge, MA, : Harvard University Press, 2004 |
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ISBN |
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Edizione |
[1st ed.] |
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Descrizione fisica |
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1 online resource (356 p. ) : ill., ports |
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Disciplina |
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Soggetti |
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Sales management - United States |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Originally published: 2004. |
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Nota di bibliografia |
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Includes bibliographical references and index. |
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Nota di contenuto |
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Prologue, 1916 The First World's Salesmanship Congress Introduction The Science of Selling 1. Hawkers and Walkers The Independent Peddler 2. Selling Ulysses S. Grant The Art of the Canvasser 3. Forging a National Marketplace The Traveling Salesman 4. Fifty-Seven Varieties Sales Managers and Branded Goods 5. The Pyramid Plan John H. Patterson and the Pursuit of Efficiency 6. Salesology Psychologists, Economists, and Other Sales Experts 7. Instincts and Emotions Walter Dill Scott and the Bureau of Salesmanship Research 8. A Car for Her Selling Consumer Goods in the 1920's 9. Selling Salesmanship Public Relations and the Great Depression 10. Beyond Willy Loman American Salesmanship Today Appendix Illustration Credits Notes Index Acknowledgments |
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Sommario/riassunto |
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In this entertaining and informative book, Walter Friedman chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. |
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