- 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
Birth of a Salesman
The Transformation of Selling in America
Product Details
PAPERBACK
$31.00 • £26.95 • €28.95
ISBN 9780674018334
Publication Date: 11/30/2005
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