Birth of a salesman :: the transformation of selling in America /
Publisher's description: 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 transfor...
Gespeichert in:
| 1. Verfasser: | |
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| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Cambridge, Mass. :
Harvard University Press,
2004.
|
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | Publisher's description: 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 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 |
| Beschreibung: | 1 online resource (356 pages) : illustrations |
| Bibliographie: | Includes bibliographical references and index. |
| ISBN: | 9780674037342 0674037340 |
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| 100 | 1 | |a Friedman, Walter A., |d 1962- |1 https://id.oclc.org/worldcat/entity/E39PBJv4qR9DkBDVyhdVyGxxDq |0 http://id.loc.gov/authorities/names/n2003115902 | |
| 245 | 1 | 0 | |a Birth of a salesman : |b the transformation of selling in America / |c Walter A. Friedman. |
| 260 | |a Cambridge, Mass. : |b Harvard University Press, |c 2004. | ||
| 300 | |a 1 online resource (356 pages) : |b illustrations | ||
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| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | 0 | |t Prologue, 1916 : the first world's salesmanship congress -- |g Introduction : |t The science of selling -- |t Hawkers and walkers : the independent peddler -- |t Selling Ulysses S. Grant : the art of the canvasser -- |t Forging a national marketplace : the traveling salesman -- |t Fifty-seven varieties : sales managers and branded goods -- |t The pyramid plan : John H. Patterson and the pursuit of efficiency -- |t Salesology : psychologists, economists, and other sales experts -- |t Instincts and emotions : Walter Dill Scott and the Bureau of Salesmanship Research -- |t A car for her : selling consumer goods in the 1920s -- |t Selling salesmanship : public relations and the Great Depression -- |t Beyond Willy Loman : American salesmanship today. |
| 520 | |a Publisher's description: 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 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 | ||
| 588 | 0 | |a Print version record. | |
| 546 | |a English. | ||
| 650 | 0 | |a Sales management |z United States. | |
| 650 | 6 | |a Ventes |x Gestion |z États-Unis. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Industries |x Retailing. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Marketing |x Direct. |2 bisacsh | |
| 650 | 7 | |a TRAVEL |x Shopping. |2 bisacsh | |
| 650 | 7 | |a HISTORY |z United States |y 19th Century. |2 bisacsh | |
| 650 | 7 | |a Sales management |2 fast | |
| 651 | 7 | |a United States |2 fast |1 https://id.oclc.org/worldcat/entity/E39PBJtxgQXMWqmjMjjwXRHgrq | |
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| 758 | |i has work: |a Birth of a salesman (Text) |1 https://id.oclc.org/worldcat/entity/E39PCFwrqpBDb8WW8YkFjYGwVK |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |a Friedman, Walter A., 1962- |t Birth of a salesman. |d Cambridge, Mass. : Harvard University Press, 2004 |z 0674012984 |z 9780674012981 |w (DLC) 2003065235 |w (OCoLC)53099103 |
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Datensatz im Suchindex
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| author | Friedman, Walter A., 1962- |
| author_GND | http://id.loc.gov/authorities/names/n2003115902 |
| author_facet | Friedman, Walter A., 1962- |
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| callnumber-first | H - Social Science |
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| collection | ZDB-4-EBA |
| contents | Prologue, 1916 : the first world's salesmanship congress -- 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. |
| ctrlnum | (OCoLC)456271051 |
| dewey-full | 381/.1/0973 |
| dewey-hundreds | 300 - Social sciences |
| dewey-ones | 381 - Commerce (Trade) |
| dewey-raw | 381/.1/0973 |
| dewey-search | 381/.1/0973 |
| dewey-sort | 3381 11 3973 |
| dewey-tens | 380 - Commerce, communications, transportation |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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Grant : the art of the canvasser --</subfield><subfield code="t">Forging a national marketplace : the traveling salesman --</subfield><subfield code="t">Fifty-seven varieties : sales managers and branded goods --</subfield><subfield code="t">The pyramid plan : John H. 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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. 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| id | ZDB-4-EBA-ocn456271051 |
| illustrated | Illustrated |
| indexdate | 2024-11-27T13:16:53Z |
| institution | BVB |
| isbn | 9780674037342 0674037340 |
| language | English |
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| spelling | Friedman, Walter A., 1962- https://id.oclc.org/worldcat/entity/E39PBJv4qR9DkBDVyhdVyGxxDq http://id.loc.gov/authorities/names/n2003115902 Birth of a salesman : the transformation of selling in America / Walter A. Friedman. Cambridge, Mass. : Harvard University Press, 2004. 1 online resource (356 pages) : illustrations text txt rdacontent computer c rdamedia online resource cr rdacarrier polychrome. rdacc http://rdaregistry.info/termList/RDAColourContent/1003 data file Includes bibliographical references and index. 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. Publisher's description: 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 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 Print version record. English. Sales management United States. Ventes Gestion États-Unis. BUSINESS & ECONOMICS Industries Retailing. bisacsh BUSINESS & ECONOMICS Marketing Direct. bisacsh TRAVEL Shopping. bisacsh HISTORY United States 19th Century. bisacsh Sales management fast United States fast https://id.oclc.org/worldcat/entity/E39PBJtxgQXMWqmjMjjwXRHgrq Verkooptechnieken. gtt Verkopers. gtt has work: Birth of a salesman (Text) https://id.oclc.org/worldcat/entity/E39PCFwrqpBDb8WW8YkFjYGwVK https://id.oclc.org/worldcat/ontology/hasWork Print version: Friedman, Walter A., 1962- Birth of a salesman. Cambridge, Mass. : Harvard University Press, 2004 0674012984 9780674012981 (DLC) 2003065235 (OCoLC)53099103 FWS01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=282239 Volltext |
| spellingShingle | Friedman, Walter A., 1962- Birth of a salesman : the transformation of selling in America / Prologue, 1916 : the first world's salesmanship congress -- 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. Sales management United States. Ventes Gestion États-Unis. BUSINESS & ECONOMICS Industries Retailing. bisacsh BUSINESS & ECONOMICS Marketing Direct. bisacsh TRAVEL Shopping. bisacsh HISTORY United States 19th Century. bisacsh Sales management fast Verkooptechnieken. gtt Verkopers. gtt |
| title | Birth of a salesman : the transformation of selling in America / |
| title_alt | Prologue, 1916 : the first world's salesmanship congress -- 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. |
| title_auth | Birth of a salesman : the transformation of selling in America / |
| title_exact_search | Birth of a salesman : the transformation of selling in America / |
| title_full | Birth of a salesman : the transformation of selling in America / Walter A. Friedman. |
| title_fullStr | Birth of a salesman : the transformation of selling in America / Walter A. Friedman. |
| title_full_unstemmed | Birth of a salesman : the transformation of selling in America / Walter A. Friedman. |
| title_short | Birth of a salesman : |
| title_sort | birth of a salesman the transformation of selling in america |
| title_sub | the transformation of selling in America / |
| topic | Sales management United States. Ventes Gestion États-Unis. BUSINESS & ECONOMICS Industries Retailing. bisacsh BUSINESS & ECONOMICS Marketing Direct. bisacsh TRAVEL Shopping. bisacsh HISTORY United States 19th Century. bisacsh Sales management fast Verkooptechnieken. gtt Verkopers. gtt |
| topic_facet | Sales management United States. Ventes Gestion États-Unis. BUSINESS & ECONOMICS Industries Retailing. BUSINESS & ECONOMICS Marketing Direct. TRAVEL Shopping. HISTORY United States 19th Century. Sales management United States Verkooptechnieken. Verkopers. |
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