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

Walter A. Friedman is a historian at Harvard Business School and coeditor of Business History Review.