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

Add to Cart

Product Details

PAPERBACK

$30.00 • £24.95 • €27.00

ISBN 9780674018334

Publication Date: 11/30/2005

Academic Trade

368 pages

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

25 halftones

World

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.

From Our Blog

Jacket: The Chinese Must Go: Violence, Exclusion, and the Making of the Alien in America, by Beth Lew-Williams, from Harvard University Press

Celebrating Asian American and Pacific Islander Heritage Month, Part II

In celebration of Asian American and Pacific Islander Heritage Month, we’re showcasing titles that document the Asian American experience. Our second excerpt comes from Beth Lew-Williams’s prizewinning book The Chinese Must Go: Violence, Exclusion, and the Making of the Alien in America, which historian Richard White describes as “a powerful argument about racial violence that could not be more timely.” Monday night, Gong was asleep in his tent when the vigilantes returned