Cover: Birth of a Salesman: The Transformation of Selling in America, from Harvard University PressCover: Birth of a Salesman in PAPERBACK

Birth of a Salesman

The Transformation of Selling in America

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Product Details


$27.50 • £22.95 • €25.00

ISBN 9780674018334

Publication Date: 11/30/2005

Academic Trade

368 pages

5-1/2 x 8-1/4 inches

25 halftones


  • Prologue, 1916: The First World’s Salesmanship Congress
  • Introduction: The Science of Selling
  • 1. Hawkers and Walkers: The Independent Peddler
  • 2. Selling Ulysses S. Grant: The Art of the Canvasser
  • 3. Forging a National Marketplace: The Traveling Salesman
  • 4. Fifty-Seven Varieties: Sales Managers and Branded Goods
  • 5. The Pyramid Plan: John H. Patterson and the Pursuit of Efficiency
  • 6. Salesology: Psychologists, Economists, and Other Sales Experts
  • 7. Instincts and Emotions: Walter Dill Scott and the Bureau of Salesmanship Research
  • 8. A Car for Her: Selling Consumer Goods in the 1920s
  • 9. Selling Salesmanship: Public Relations and the Great Depression
  • 10. Beyond Willy Loman: American Salesmanship Today
  • Appendix
  • Illustration Credits
  • Notes
  • Index
  • Acknowledgments

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