Birth of a salesman : the transformation of selling in America /

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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...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Friedman, Walter A., 1962-
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Cambridge, Mass. : Harvard University Press, 2004.
Temas:
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.
Verkooptechnieken.
Verkopers.
United States.
Acceso en línea:Texto completo
Tabla de Contenidos:
  • 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.

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