001478408 000__ 07179nam\a22007935i\4500 001478408 001__ 1478408 001478408 003__ DE-B1597 001478408 005__ 20231026034901.0 001478408 006__ m\\\\\o\\d\\\\\\\\ 001478408 007__ cr\un\nnnunnun 001478408 008__ 210927t20212005mau\\\\\o\\d\z\\\\\\eng\d 001478408 020__ $$a9780674037342 001478408 0247_ $$a10.4159/9780674037342$$2doi 001478408 035__ $$a(DE-B1597)574612 001478408 035__ $$a(OCoLC)1248759180 001478408 040__ $$aDE-B1597$$beng$$cDE-B1597$$erda 001478408 0410_ $$aeng 001478408 044__ $$amau$$cUS-MA 001478408 050_4 $$aHF5438.4 -- F75 2004eb 001478408 072_7 $$aHIS036040$$2bisacsh 001478408 08204 $$a381/.1/0973 001478408 1001_ $$aFriedman, Walter A., $$eauthor.$$4aut$$4http://id.loc.gov/vocabulary/relators/aut 001478408 24510 $$aBirth of a Salesman :$$bThe Transformation of Selling in America /$$cWalter A. Friedman. 001478408 264_1 $$aCambridge, MA : $$bHarvard University Press, $$c[2021] 001478408 264_4 $$c©2005 001478408 300__ $$a1 online resource (368 p.) 001478408 336__ $$atext$$btxt$$2rdacontent 001478408 337__ $$acomputer$$bc$$2rdamedia 001478408 338__ $$aonline resource$$bcr$$2rdacarrier 001478408 347__ $$atext file$$bPDF$$2rda 001478408 50500 $$tFrontmatter -- $$tContents -- $$tPrologue, 1916 -- $$tIntroduction -- $$t1 Hawkers and Walkers -- $$t2 Selling Ulysses S. Grant -- $$t3 Forging a National Marketplace -- $$t4 Fifty-Seven Varieties -- $$t5 The Pyramid Plan -- $$t6 Salesology -- $$t7 Instincts and Emotions -- $$t8 A Car for Her -- $$t9 Selling Salesmanship -- $$t10 Beyond Willy Loman -- $$tAppendix -- $$tNotes -- $$tAcknowledgments -- $$tIllustration Credits -- $$tIndex 001478408 506__ $$aAccess limited to authorized users. 001478408 520__ $$aIn 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. Reviews of this book: The history Friedman weaves is engrossing and the book hits stride with entertaining chapters on Mark Twain's marketing of the memoirs of Ulysses S. Grant (apparently Twain was as talented a businessman as a writer) and on the shift from the drummer--the middleman between wholesalers and regional shopkeepers--to the department store.In Birth of a Salesman, Friedman has crafted a history of an 'inherently unlikable process' with depth, affection and intelligent analysis.--Carlo Wolff, Boston GlobeI very much enjoyed reading this book. It is well written, well argued, and thoroughly researched. Salesmen, Friedman argues, helped distribute the products of America's increasingly bountiful manufacturing industries, invented new forms of managerial hierarchies, investigated the psychology of desire, and were in the vanguard of America's transformation from a producer to a consumer society. He powerfully shows that the rise of modern business practices and the emergence of a particularly American culture of consumption can only be fully understood if we examine the history of selling.--Sven Beckert, author of The Monied MetropolisWalter Friedman's Birth of a Salesman: The Transformation of Selling in America is an important book. The modern industrial economy, created in the United States and Europe between the 1880s and the 1930s, required the integration of large-scale production and marketing. The evolution of mass production is a well-known story, but Friedman is the first to fill in the crucial marketing side of that industrial revolution.--Alfred D. Chandler, Jr., author of The Visible Hand and Scale and ScopeWith wit and verve, Walter Friedman gives us a cast of memorable characters who turned salesmanship from ballyhoo to behaviorism, from silliness to science. Informed by prodigious research, Birth of a Salesman also clarifies the birth of modern marketing--from an angle that humanizes its subject through wry, ironic, but serious analysis. This is a pioneering work on a subject crucial to American social, cultural, and business history.--Thomas K. McCraw, author of Creating Modern Capitalism 001478408 538__ $$aMode of access: Internet via World Wide Web. 001478408 546__ $$aIn English. 001478408 5880_ $$aDescription based on online resource; title from PDF title page (publisher's Web site, viewed 27. Sep 2021) 001478408 650_7 $$aHISTORY / United States / 19th Century.$$2bisacsh 001478408 655_0 $$aElectronic books 001478408 77308 $$iTitle is part of eBook package:$$dDe Gruyter$$tHUP eBook-Package Backlist 2000-2013 (Canada)$$z9783110756067 001478408 77308 $$iTitle is part of eBook package:$$dDe Gruyter$$tHarvard University Press eBook Package Backlist 2000-2013$$z9783110442205 001478408 852__ $$bebk 001478408 85640 $$3De Gruyter$$uhttps://univsouthin.idm.oclc.org/login?url=https://www.degruyter.com/isbn/9780674037342$$zOnline Access 001478408 909CO $$ooai:library.usi.edu:1478408$$pGLOBAL_SET 001478408 912__ $$a978-3-11-044220-5 Harvard University Press eBook Package Backlist 2000-2013$$c2000$$d2013 001478408 912__ $$a978-3-11-075606-7 HUP eBook-Package Backlist 2000-2013 (Canada)$$b2013 001478408 912__ $$aEBA_BACKALL 001478408 912__ $$aEBA_CL_HICS 001478408 912__ $$aEBA_EBACKALL 001478408 912__ $$aEBA_EBKALL 001478408 912__ $$aEBA_ECL_HICS 001478408 912__ $$aEBA_EEBKALL 001478408 912__ $$aEBA_ESSHALL 001478408 912__ $$aEBA_PPALL 001478408 912__ $$aEBA_SSHALL 001478408 912__ $$aGBV-deGruyter-alles 001478408 912__ $$aPDA11SSHE 001478408 912__ $$aPDA13ENGE 001478408 912__ $$aPDA17SSHEE 001478408 912__ $$aPDA5EBK 001478408 980__ $$aBIB 001478408 980__ $$aEBOOK 001478408 982__ $$aEbook 001478408 983__ $$aOnline