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Author: Walter A. Friedman Publisher: Harvard University Press ISBN: 9780674018334 Category : Business & Economics Languages : en Pages : 372
Book 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.
Author: Walter A. Friedman Publisher: Harvard University Press ISBN: 9780674018334 Category : Business & Economics Languages : en Pages : 372
Book 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.
Author: Nancy Jo Sales Publisher: Legacy Lit ISBN: 0316492795 Category : Biography & Autobiography Languages : en Pages : 384
Book Description
A raw and funny memoir about sex, dating, and relationships in the digital age, intertwined with a brilliant investigation into the challenges to love and intimacy wrought by dating apps, by firebrand New York Times–bestselling author Nancy Jo Sales At forty-nine, famed Vanity Fair writer Nancy Jo Sales was nursing a broken heart and wondering, “How did I wind up alone?” On the advice of a young friend, she downloaded Tinder, then a brand-new dating app. What followed was a raucous ride through the world of online dating. Sales, an award-winning journalist and single mom, became a leading critic of the online dating industry, reporting and writing articles and making her directorial debut with the HBO documentary Swiped: Hooking Up in the Digital Age. Meanwhile, she was dating a series of younger men, eventually falling in love with a man less than half her age. Nothing Personal is Sales’s memoir of coming-of-middle-age in the midst of a new dating revolution. She is unsparingly honest about her own experience of addiction to dating apps and hilarious in her musings about dick pics, sexting, dating FOMO, and more. Does Big Dating really want us to find love, she asks, or just keep on using its apps? Fiercely feminist, Nothing Personal investigates how Big Dating has overwhelmed the landscape of dating, cynically profiting off its users’ deepest needs and desires. Looking back through the history of modern courtship and her own relationships, Sales examines how sexism has always been a factor for women in dating, and asks what the future of courtship will bring, if left to the designs of Silicon Valley’s tech giants—especially in a time of social distancing and a global pandemic, when the rules of romance are once again changing.
Author: Scott A. Sandage Publisher: Harvard University Press ISBN: 0674043057 Category : History Languages : en Pages : 375
Book Description
What makes somebody a Loser, a person doomed to unfulfilled dreams and humiliation? Nobody is born to lose, and yet failure embodies our worst fears. The Loser is our national bogeyman, and his history over the past two hundred years reveals the dark side of success, how economic striving reshaped the self and soul of America. From colonial days to the Columbine tragedy, Scott Sandage explores how failure evolved from a business loss into a personality deficit, from a career setback to a gauge of our self-worth. From hundreds of private diaries, family letters, business records, and even early credit reports, Sandage reconstructs the dramas of real-life Willy Lomans. He unearths their confessions and denials, foolish hopes and lost faith, sticking places and changing times. Dreamers, suckers, and nobodies come to life in the major scenes of American history, like the Civil War and the approach of big business, showing how the national quest for success remade the individual ordeal of failure. Born Losers is a pioneering work of American cultural history, which connects everyday attitudes and anxieties about failure to lofty ideals of individualism and salesmanship of self. Sandage's storytelling will resonate with all of us as it brings to life forgotten men and women who wrestled with The Loser--the label and the experience--in the days when American capitalism was building a nation of winners.
Author: Walter A. Friedman
Author: Walter A. Friedman
Author: Nancy Jo Sales
Author: 
Author: Francis Bazley Lee
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Author: James Edward Homans
Author: Scott A. Sandage
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