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Birth of a Salesman
Technology and Operations Management. Book Birth of a Salesman: Print Find at Harvard. Contrary to the drummers and canvassers, these salesmen represented the manufacturer not themselves. This led to the creation of the sales manager position — someone who was responsible for the training and managing of the sales force through quotas, commission rates and territorial assignments. Friedman extensively covers the selling activities at companies such as Heinz and National Cash Register NCR , among others, as well as the dynamic and innovative personalities behind these extremely successful sales organizations.
Scott, to the sales profession are cited. Scott, who became head of the Bureau of Salesmanship Research at the Carnegie Institute of Technology in , worked on various projects that resulted in isolating the characteristics of the successful salesman and systematizing the sales personnel selection process.
Birth of a Salesman - Walter A. FRIEDMAN - Google Книги
Friedman highlights this era with examples from companies such as General Motors and the Fuller Brush Company and includes details about the leading sales personalities at these organizations and many of their sales tactics and strategies. He continues his narrative into the s discussing the impact of the great depression on the personal selling field.
During this decade, the prestige of salesmen faded significantly; however, later individuals such as Dale Carnegie, among others, helped to redeem the image of the salesman. That is, there is an almost too abundant plethora of examples throughout the text which are used to illustrate his various points, including copious endnotes for those interested in delving further into particular issues.
The Transformation of Selling in America
Nevertheless, he does provide the reader with an interesting and compelling history of the birth and development of selling in America, and he does an excellent job of recreating the growth and metamorphosis of modern salesmanship over the years. Marketing professors, among others, should find this to be a valuable supplemental read for their students in a marketing history or sales course. What could more eloquently indicate that mighty sweep of the imagination which has been celebrated in the annals of modern business under the name of "vision"? The words had the spacious scope and austere directness that have characterized the utterances of great leaders in every epoch of man's history.
It is Napoleon speaking to his troops in Egypt: It is to fund and capitalize our acquisitions, and live at ease upon the interest of the fund.
For this we must make automatic and habitual, as early as possible, as many useful actions as we can, and guard against the growing into ways that are likely to be disadvantageous to us, as we The commanding aim of every such man will soon be to make a good bargain ; and he will speedily consider every gainful bargain as a good one.
The tricks of fraud will assume in his mind the same place which commercial skill and an honourable system of dealing hold in the mind of a merchant. Often employed in disputes, he becomes noisy, pertinacious and impudent. He is looking for his selfhood, for his immortal soul, so to speak, and people who don't know the intensity of that quest think he is odd, but a lot of salesmen, in a line of work where ingenuity and individualism are acquired by the nature of the work, have a very intimate understanding of his problem; more so, I think, than literary critics who probably need strive less, after a certain Note the fiveness of termination to each limb of the human body, The five senses, the five books of Moses, the twice five precepts of the Decalogue.
Its height is feet and 5 inches.
Birth of a Salesman: The Transformation of Selling in America
The base is 55 feet square, and the windows are Yet not the less, in my case, did I think it worth my while to weave them, and instead of studying how to make it worth men's while to buy my baskets, I studied rather how to avoid the necessity of selling them. All the symptoms above described as well as those to be described hereafter, are results of that mental susceptibility which we all to some degree possess, of yielding assent to outward suggestion, of affirming what we strongly conceive, and of acting in accordance with what we are made to expect.
Birth of a Salesman Walter A. Hawkers and Walkers The Independent Peddler.