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

Product Details


Print on Demand

$31.00 • £26.95 • €28.95

ISBN 9780674018334

Publication Date: 11/30/2005

Academic Trade

368 pages

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

25 halftones


Add to Cart

Media Requests:

Related Subjects

  • 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

Recent News

Black lives matter. Black voices matter. A statement from HUP »

From Our Blog

Jacket: Iron and Blood: A Military History of the German-Speaking Peoples since 1500, by Peter Wilson, from Harvard University Press

A Lesson in German Military History with Peter Wilson

In his landmark book Iron and Blood: A Military History of the German-Speaking Peoples since 1500, acclaimed historian Peter H. Wilson offers a masterful reappraisal of German militarism and warfighting over the last five centuries, leading to the rise of Prussia and the world wars. Below, Wilson answers our questions about this complex history,