Salesman
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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 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 five 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
Birth Of A Salesman
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Author : Walter A. Friedman
language : en
Publisher: Harvard University Press
Release Date : 2005-11-30
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 2005-11-30 with Business & Economics 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.
I M A Salesman Not A Ph D
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Author : Brad Huisken
language : en
Publisher: Ias Training
Release Date : 1996-11-01
I M A Salesman Not A Ph D written by Brad Huisken and has been published by Ias Training this book supported file pdf, txt, epub, kindle and other format this book has been release on 1996-11-01 with Business & Economics categories.
I'M A SALESMAN! NOT A Ph.D.: REALISTIC STRATEGIES TO INCREASE YOUR SALES is packed full of realistic strategies & techniques to increase sales productivity. Author Brad Huisken has over twenty years experience in all facets of the sales profession. I'M A SALESMAN! NOT A Ph.D. focuses on sales techniques, communication skills, & customer service standards that will build a selling relationship with clients for both now & well into the future. W. Luke Bemis (Sales Manager - Xerox Corp.) says "I'M A SALESMAN! NOT A Ph.D. is one book that all sales professionals should read, re-read & keep for reference. Mr. Huisken's PMSA Relationship selling program is a complete & detailed program that is easy-to-apply in real selling situations, & will undoubtedly increase customer service satisfaction & your income!" Claudia Dillman (Director of Advertising Sales - Jones Intercable, Inc.) writes "Brad has written a wonderful, warm, human 'how-to' for any salesperson - rookie or veteran - tangibles or intangibles. The add-on, telephone tips, needs assessment questions, reference book & after-the-sale topics are all 'use it right now' for any would-be professional. I'll recommend reading this one." Brad Huisken's book is also being supported by a seminar tour of North America throughout 1996 & 1997. I'M A SALESMAN! NOT A Ph.D. Author, Brad Huisken - $19.95 U.S. IAS Training, 2020 Youngfield St. #141, Lakewood, CO 80215. Telephone: 303-936-9353 or 800-248-7703, FAX: 303-936-9581.
The Street Smart Salesman
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Author : Anthony Belli
language : en
Publisher: John Wiley & Sons
Release Date : 2012-06-13
The Street Smart Salesman written by Anthony Belli and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-06-13 with Business & Economics categories.
GROWING UP IN POVERTY, every day is a battle with fear, stress, and anxiety. Mistakes, misreads, misplays, miscalculations: all can end in missed opportunities that may never come again. The struggles of the poor demand courage, stamina, constant re-ordering of priorities, and the need for winning strategies. Salespeople—from entry-level cold callers to wily veterans—suffer much the same anxieties but lack the street-smart skills that a deeply deprived childhood demands: adapt or die,while still having fun! Author Anthony Belli is a millionaire high-performance salesman and sales force manager who grew up dirt poor in East Harlem, New York. Often hungry and without a cent in his pocket, as a child, Belli became expert in the highly creative art of person-to-person negotiation using a variety of risk- managed, cash-producing techniques to underwrite his next slice of pizza, tactics he describes as "eating without stealing." The Street-Smart Salesman imparts Belli's hard-earned wisdom and advice to the lasting benefit of a salesperson's bottom line and ability to sleep at night. Populated with real-life characters from Belli's old neighborhood—deadbeat landlord, hooker with a heart, mobbed-up candy store owner, countless junkies, winos, and wiseguys—this unflinching memoir teaches how the survival skills of the honest poor can be used to maximize success in sales. Belli's wholly unconventional, ghetto-tested strategies include: Minimize cold-calling: Using customers' networks to supply your pipeline Recognition that sales are driven by emotions—not logic, and not price Playing dumb: When to talk and when to shut up Why hope is your enemy—and reality your friend Ways to play a last-minute balky customer Prioritizing for profit And more! Belli's hard-earned insights defy conventional sales training wisdom by valuing humility, creativity, attention, and improvisation over the vaunted one-two punch of ceaseless script recitation accompanied by free samples. Take his advice to heart, and watch your anxiety recede as your fortunes grow.
The Salesman S Magician
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Author : K. Leavitt
language : en
Publisher: iUniverse
Release Date : 2005
The Salesman S Magician written by K. Leavitt and has been published by iUniverse this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005 with Selling categories.
"You'll learn a great deal from this fantastic little book. I've been in sales nearly my entire business career, and I know I did. This story stresses efficient selling and creating customers when it seems there are none in sight. I found the writing charming and the mood contagious."-Steven K. Wilson, president, VERTEX, Inc. "After more than 20 years in business, I realized what was missing was a book on approach, a high-level strategy. This is what I want to share with you: a proven, winning philosophy."-K. Karl Leavitt, author, A Salesman's Magician. Young salesman Sydney Arthur's business had expanded fantastically at first, but his strategy remained the same. Times changed. Competition stiffened. Struggling, Sydney worked long hours, but it seemed he could not catch up. As adversity grew, Sydney's energy and optimism waned further, leaving him feeling helpless. In this clever parable of the business world, join Sydney Arthur, the first salesperson on the enchanting planet of Inc, as he learns from the great wizard and prophet, Margin, that selling success is more science than magic. Then, put these simple and effective truths to work for you, and see the selling difference.
A Salesman S Guide To Hunting
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Author : Alan M. Oberdeck
language : en
Publisher: Tate Publishing
Release Date : 2010-02
A Salesman S Guide To Hunting written by Alan M. Oberdeck and has been published by Tate Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-02 with Fiction categories.
Veteran salesman Peter Waldmann is on a routine sales call when he is surprised to find that the new purchasing agent he is calling on is none other than John Stemple, his very best friend from high school, forty years earlier. When John invites him to come on a deer hunt with him in Edgerton, Wisconsin, a place Peter hasn't returned to in forty years, he embarks on a journey To The past that will forever have a lasting effect on his future. In the Deer/Dear Hunt, author Alan M. Oberdeck explores the threads of life that affect everyone. See life through the eyes of a man who committed a stupid, youthful act that left him maimed and cost him the love of his life, Linda Leigh Swensen. When Peter and Linda accidentally meet, he is forced to ask the question, can you ever go back again?
Successful Salesman S 25 Basic Rules
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Author : OSMAN CEYLAN
language : en
Publisher: Osman CEYLAN
Release Date : 2020-04-27
Successful Salesman S 25 Basic Rules written by OSMAN CEYLAN and has been published by Osman CEYLAN this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-27 with Business & Economics categories.
Do you want to become a successful salesperson? Then 25 rules of the 25 year experienced salesperson is what you are looking!
A Salesman S Journey To Mission
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Author : James E. Balraj
language : en
Publisher: ISPCK
Release Date : 2003
A Salesman S Journey To Mission written by James E. Balraj and has been published by ISPCK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with categories.
Memoirs of the author, former Director, Council for Technical and Vocational Training of the Church of South India.
The Soul Of The Salesman
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Author : Guy Oakes
language : en
Publisher:
Release Date : 1990
The Soul Of The Salesman written by Guy Oakes and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1990 with Sales personnel categories.