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

  • 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

logo of the MacArthur Foundation

Nicole Fleetwood and Monica Muñoz Martinez Awarded MacArthur Fellowships

Harvard University Press congratulates its authors Nicole Fleetwood and Monica Muñoz Martinez for being named to the 2021 class of 25 MacArthur Fellows. The prestigious no-strings-attached $625,000 awards are given to individuals “who have shown extraordinary originality and dedication in their creative pursuits and a marked capacity for self-direction.”