LEADER 04378nam 22006374a 450 001 9910815523703321 005 20240416152300.0 010 $a0-674-03734-0 024 7 $a10.4159/9780674037342 035 $a(CKB)1000000000429568 035 $a(StDuBDS)AH23050695 035 $a(SSID)ssj0000483021 035 $a(PQKBManifestationID)11344288 035 $a(PQKBTitleCode)TC0000483021 035 $a(PQKBWorkID)10527210 035 $a(PQKB)10611570 035 $a(SSID)ssj0000112604 035 $a(PQKBManifestationID)12026164 035 $a(PQKBTitleCode)TC0000112604 035 $a(PQKBWorkID)10086952 035 $a(PQKB)11019710 035 $a(MiAaPQ)EBC3300679 035 $a(Au-PeEL)EBL3300679 035 $a(CaPaEBR)ebr10328857 035 $a(OCoLC)923116953 035 $a(DE-B1597)574612 035 $a(DE-B1597)9780674037342 035 $a(OCoLC)1248759180 035 $a(EXLCZ)991000000000429568 100 $a20030923d2004 uy 0 101 0 $aeng 135 $aur||||||||||| 181 $ctxt 182 $cc 183 $acr 200 10$aBirth of a salesman $ethe transformation of selling in America /$fWalter A. Friedman 205 $a1st ed. 210 $aCambridge, MA $cHarvard University Press$d2004 215 $a1 online resource (356 p. )$cill., ports 300 $aOriginally published: 2004. 311 $a0-674-01833-8 311 $a0-674-01298-4 320 $aIncludes bibliographical references and index. 327 $aPrologue, 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 330 8 $aIn this entertaining and informative book, Walter Friedman chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert.$bIn 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. 606 $aSales management$zUnited States 615 0$aSales management 676 $a381/.1/0973 700 $aFriedman$b Walter A.$f1962-$01631949 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910815523703321 996 $aBirth of a salesman$93970812 997 $aUNINA