Birth Of A Salesman
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Birth Of A Salesman
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Author : Carson V. Heady
language : en
Publisher: Createspace Independent Publishing Platform
Release Date : 2014-02-20
Birth Of A Salesman written by Carson V. Heady and has been published by Createspace Independent Publishing Platform this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-02-20 with Business & Economics categories.
Birth of a Salesman is the quintessential how-to-sell and sales leadership book, encased within the business conspiracy novel detailing the exploits of fictional author, Vincent Scott. The chapters of his book The Selling Game are strategically placed throughout the narrative as they illustrate lessons on interviewing for the job, sales preparation, gripping introduction, quality fact-finding, effective pitching, solid closing, superior overcoming objections, earning the promotion, battling burnout and leading sales teams that he learned along the road to success. As Vincent sculpts his book and professionally heads into a pivotal time in his career, he draws upon memories of the clashes, controversy, friends and foes that shaped his rise to power over the last ten years of his life for reference. Along the way, he has had his heart broken, suffered losses, stood up repeatedly to corrupt superiors and been to hell and back, but he is still standing as he leads his team through a dark period.
Birth Of A Salesman
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Author : Walter A. FRIEDMAN
language : en
Publisher: Harvard University Press
Release Date : 2009-06-30
Birth Of A Salesman written by Walter A. FRIEDMAN and has been published by Harvard University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-06-30 with History categories.
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. Reviews of this book: The history Friedman weaves is engrossing and the book hits stride with entertaining chapters on Mark Twain's marketing of the memoirs of Ulysses S. Grant (apparently Twain was as talented a businessman as a writer) and on the shift from the drummer--the middleman between wholesalers and regional shopkeepers--to the department store...In Birth of a Salesman, Friedman has crafted a history of an 'inherently unlikable process' with depth, affection and intelligent analysis. --Carlo Wolff, Boston Globe I very much enjoyed reading this book. It is well written, well argued, and thoroughly researched. Salesmen, Friedman argues, helped distribute the products of America's increasingly bountiful manufacturing industries, invented new forms of managerial hierarchies, investigated the psychology of desire, and were in the vanguard of America's transformation from a producer to a consumer society. He powerfully shows that the rise of modern business practices and the emergence of a particularly American culture of consumption can only be fully understood if we examine the history of selling. --Sven Beckert, author of The Monied Metropolis Walter Friedman's Birth of a Salesman: The Transformation of Selling in America is an important book. The modern industrial economy, created in the United States and Europe between the 1880s and the 1930s, required the integration of large-scale production and marketing. The evolution of mass production is a well-known story, but Friedman is the first to fill in the crucial marketing side of that industrial revolution. --Alfred D. Chandler, Jr., author of The Visible Hand and Scale and Scope With wit and verve, Walter Friedman gives us a cast of memorable characters who turned salesmanship from ballyhoo to behaviorism, from silliness to science. Informed by prodigious research, Birth of a Salesman also clarifies the birth of modern marketing--from an angle that humanizes its subject through wry, ironic, but serious analysis. This is a pioneering work on a subject crucial to American social, cultural, and business history. --Thomas K. McCraw, author of Creating Modern Capitalism
The Birth Of A Salesman
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Author : Daniel Horowitz
language : en
Publisher:
Release Date : 1986
The Birth Of A Salesman written by Daniel Horowitz and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1986 with Consumption (Economics) categories.
Birth Of A Salesman
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Author : James Quillian Maxwell
language : en
Publisher:
Release Date : 1950
Birth Of A Salesman written by James Quillian Maxwell and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1950 with Sales personnel categories.
Birth Of A Salesman
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Author : LR Penn
language : en
Publisher: Lulu.com
Release Date :
Birth Of A Salesman written by LR Penn and has been published by Lulu.com this book supported file pdf, txt, epub, kindle and other format this book has been release on with categories.
In Search Of The Wholey Sale
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Author : Cory Steiner
language : en
Publisher:
Release Date : 2016-12-09
In Search Of The Wholey Sale written by Cory Steiner and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-12-09 with categories.
"In Search of the Wholey Sale" picks up where my first book "Sell Like a Marine" left off. The previous offering demonstrates how true professional sales is entirely founded on integrity, character and the leadership traits and principles that put the needs of others before your own. Internalizing this concept is the only way to achieve real greatness - by helping others to achieve theirs. "In Search of the Wholey Sale" takes these essential qualities to a much deeper level revealing the distinguishing attributes of the exceptional professional. You will be directed to the highest levels of success, but not without presenting the blood, sweat and tears that went into it (that must be embraced). You will see how what looks easy actually isn't as you navigate the path to wherever you set your sights and beyond. Thank you for joining me as I pull no punches in guiding you through all of the obstacles and challenges to make every one of your dreams come true; and then some.
Death Of A Salesman
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Author : Arthur Miller
language : en
Publisher: Penguin
Release Date : 1998-05-01
Death Of A Salesman written by Arthur Miller and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 1998-05-01 with Drama categories.
The Pulitzer Prize-winning tragedy of a salesman’s deferred American dream Ever since it was first performed in 1949, Death of a Salesman has been recognized as a milestone of the American theater. In the person of Willy Loman, the aging, failing salesman who makes his living riding on a smile and a shoeshine, Arthur Miller redefined the tragic hero as a man whose dreams are at once insupportably vast and dangerously insubstantial. He has given us a figure whose name has become a symbol for a kind of majestic grandiosity—and a play that compresses epic extremes of humor and anguish, promise and loss, between the four walls of an American living room. "By common consent, this is one of the finest dramas in the whole range of the American theater." —Brooks Atkinson, The New York Times "So simple, central, and terrible that the run of playwrights would neither care nor dare to attempt it." —Time
Birth Of A Salesman
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Author : Graham Watkins
language : en
Publisher: Lulu.com
Release Date : 2012-07-12
Birth Of A Salesman written by Graham Watkins and has been published by Lulu.com this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-07-12 with Business & Economics categories.
This is the story of a salesman who worked for Averys, the biggest scale company in the world and how he learned secrets that only the most professional salesmen share. In these pages the techniques and tips that make selling easy, are revealed. 'Birth of a Salesman' explores the unique world of the specialty salesman who finds and closes his own deals.
The Greatest Salesman In The World
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Author : Og Mandino
language : en
Publisher: Bantam
Release Date : 2011-01-05
The Greatest Salesman In The World written by Og Mandino and has been published by Bantam this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-01-05 with Business & Economics categories.
The runaway bestseller with more than four million copies in print! You too can change your life with the priceless wisdom of ten ancient scrolls handed down for thousands of years. “Every sales manager should read The Greatest Salesman in the World. It is a book to keep at the bedside, or on the living room table—a book to dip into as needed, to browse in now and then, to enjoy in small stimulating portions. It is a book for the hours and for the years, a book to turn to over and over again, as to a friend, a book of moral, spiritual and ethical guidance, an unfailing source of comfort and inspiration.”—Lester J. Bradshaw, Jr., Former Dean, Dale Carnegie Institute of Effective Speaking & Human Relations “I have read almost every book that has ever been written on salesmanship, but I think Og Mandino has captured all of them in The Greatest Salesman in the World. No one who follows these principles will ever fail as a salesman, and no one will ever be truly great without them; but, the author has done more than present the principles—he has woven them into the fabric of one of the most fascinating stories I have ever read.”—Paul J. Meyer, President of Success Motivation Institute, Inc. “I was overwhelmed by The Greatest Salesman in the World. It is, without doubt, the greatest and the most touching story I have ever read. It is so good that there are two musts that I would attach to it: First, you must not lay it down until you have finished it; and secondly, every individual who sells anything, and that includes us all, must read it.”—Robert B. Hensley, President, Life Insurance Co. of Kentucky
Sales Genesis
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Author : Sajan Patel
language : en
Publisher:
Release Date : 2016-03-14
Sales Genesis written by Sajan Patel and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-03-14 with categories.
Often underestimated, sales as a field, is something significant for any economy. At the micro-level, it is what drives revenues to an organization. At the macro-level, it is what keeps the wheels of the economy well oiled. From the purview of an organization, there are many things to keep in mind while honing a sales department. Since it boils down to human involvement, developing skills and values to encourage a smooth sales system is imperative. Sales Genesis offers what no course, no book and no university can offer - education in sales with a very practical and hands-on perspective. A guide for marketers, freshers and long-standing industry players alike, Sales Genesis is a simple read with a lot of lessons for life.