Birth of a salesman : the transformation of selling in America /
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| Format: | Book |
| Language: | English |
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Cambridge, MA :
Harvard University Press,
2004.
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Table of Contents:
- Prologue, 1916 : the first world's salesmanship congress
- Introduction : The science of selling
- Hawkers and walkers : the independent peddler
- Selling Ulysses S. Grant : the art of the canvasser
- Forging a national marketplace : the traveling salesman
- Fifty-seven varieties : sales managers and branded goods
- The pyramid plan : John H. Patterson and the pursuit of efficiency
- Salesology : psychologists, economists, and other sales experts
- Instincts and emotions : Walter Dill Scott and the Bureau of Salesmanship Research
- A car for her : selling consumer goods in the 1920s
- Selling salesmanship : public relations and the Great Depression
- Beyond Willy Loman : American salesmanship today.