Download or read book Birth of a Salesman written by Walter A. FRIEDMAN and published by Harvard University Press. This book was released on 2009-06-30 with total page 367 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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. 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 Globe I 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 Metropolis Walter 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 Scope With 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

Download or read book Salesmanship written by Thomas Herbert Russell and published by . This book was released on 1910 with total page 430 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Salesmanship And Sales Management written by Promod K Sahu and published by Vikas Publishing House. This book was released on 2003-11-01 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: Salesmanship today comprises a wide range of activities and constitutes an integral part of management. This book presents the basic elements of the subject in a simplified and graded approach. Maintaining the features of the earlier edition, all the chapters of this edition are qualitatively updated. The examples and illustrations in the book are drawn from realistic situations which help the reader develop winning confidence.

Download or read book Salesmanship written by Elmer Ellsworth Ferris and published by . This book was released on 1924 with total page 430 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Principles of Salesmanship written by Harold Whitehead and published by . This book was released on 1917 with total page 372 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Science of Selling written by David Hoffeld and published by Penguin. This book was released on 2022-02-08 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot

Download or read book The Successful Salesman written by Frank Farrington and published by . This book was released on 1918 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Salesmanship Practices and Problems written by Bertrand R. Canfield and published by Mac Donnell Press. This book was released on 2007-03 with total page 560 pages. Available in PDF, EPUB and Kindle. Book excerpt: SALESMANSHIP PRACTICES AND PROBLEMS The quality of the materials used in the manufacture of this book is governed by continued post-war shortages. PREFACE So much has already been written about salesmanship that the only justification for another book is that it presents a new approach to the subject. This volume is a departure from the usual text on salesmanship in that it is neither inspirational, anecdotal, psychological, nor economic. The unique aim of this book is to present successful salesman ship as a simple process of overcoming twenty fundamental problems commonly encountered in selling goods and services. The authors conception of selling is that it is essentially a method of dealing with difficulties which are created by a sales man himself, his product, and his prospects. A successful salesman experiences little trouble in surmounting these prob lems an unsuccessful salesman fails because he cannot overcome these basic difficulties met in selling. These fundamental problems are experienced in selling every variety of product and service and with all types of prospects. They often are present before a salesman comes face to face with a prospective customer and they often exist long after an order has been secured. Many of the problems confronting an indi vidual salesman are of his own making, arising from his personality, habits, health, education, and attitude. Other problems are created for him by prospective purchasers and are a result of their experience, personality, education, needs, ability to buy, and authority. After critical observation of the work of many salesmen of numerous products and services, consultation with many types of buyers, conferences with salesmen and sales executives, and consideration of the authors personal experience as a salesman, sales executive, and trainer of salesmen, twenty of the most common problems encountered in this occupation were selected as representative of the difficulties met by salesmen in selling all kinds of products and services. Each of these problems is repre sented by a chapter in this book. vi PREFACE After these twenty basic problems of salesmen were selected, genuine sales situations, depicting the methods employed by salesmen in dealing with these fundamental problems, next were sought. Several unique methods were employed in procuring actual interviews between salesmen and prospects. Micro phones were installed in the offices of buyers of various types of products and services and the actual conversations between salesmen and these buyers were recorded on wax cylinders in adjoining offices. These records were obtained without knowl edge of the salesmen. Transcriptions from these records pro duced several hundred pages of verbatim sales conversations. In addition, investigators, equipped with dictographs and ear phones, listened in on hundreds of sales interviews and rated the difficulties of salesmen on eighty separate points, including open ing remarks, personality factors, objections encountered, strategy in dealing with price, competition, closing the sale, etc. Investigators were assigned also to accompany salesmen on the job to record their remarks, methods, time employment, and difficulties encountered. Posing as purchasers, investigators also shopped retail stores and made verbatim records of the presenta tions of retail salesmen and the problems encountered by them in a wide variety of retail establishments. Critical observations were made of the methods used by these salesmen in meeting these problems. As a result of these investigations carried on over a period of two years, many genuine records of sales interviews illustrating the twenty common problems encountered by salesmen were secured, and two or more are included with each chapter. These interviews are the first actual records of what salesmen say to buyers that huvo been published in book form...

Download or read book Constructive Salesmanship Principles and Practices written by John Alford Stevenson and published by . This book was released on 1923 with total page 384 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Salesmanship The salesman and his goods written by William Jessup Sholar and published by . This book was released on 1920 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Selling to VITO the Very Important Top Officer written by Anthony Parinello and published by Simon and Schuster. This book was released on 2010-07-15 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: There has never been a sales book that gives you one-on-one, personal help to catapult your sales career and your personal income to a level that will surprise you and shock your sales manager! You'll stop: wasting your precious selling time with 'non-decision' makers getting any rejection whatsoever from gatekeepers working your keester off for itsy, bitsy sales losing sales that you thought you were going to win not making your sales quota You'll start: making sales that are up to 65 percent bigger cutting your sales cycle in half getting as much as 120 percent more add-on business from your existing customers getting VITO to VITO referrals worth pure gold making the income that you really deserve

Download or read book The Selling Process written by Norval Abiel Hawkins and published by Blackwell & Associates Inc. This book was released on 1920 with total page 402 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Greatest Salesman in the World written by Og Mandino and published by Bantam. This book was released on 2011-01-05 with total page 130 pages. Available in PDF, EPUB and Kindle. Book excerpt: The runaway bestseller with more than five million copies in print! You too can change your life with the priceless wisdom of ten ancient scrolls handed down for thousands of years. “Every sales manager should read The Greatest Salesman in the World. It is a book to keep at the bedside, or on the living room table—a book to dip into as needed, to browse in now and then, to enjoy in small stimulating portions. It is a book for the hours and for the years, a book to turn to over and over again, as to a friend, a book of moral, spiritual and ethical guidance, an unfailing source of comfort and inspiration.”—Lester J. Bradshaw, Jr., Former Dean, Dale Carnegie Institute of Effective Speaking & Human Relations “I have read almost every book that has ever been written on salesmanship, but I think Og Mandino has captured all of them in The Greatest Salesman in the World. No one who follows these principles will ever fail as a salesman, and no one will ever be truly great without them; but, the author has done more than present the principles—he has woven them into the fabric of one of the most fascinating stories I have ever read.”—Paul J. Meyer, President of Success Motivation Institute, Inc. “I was overwhelmed by The Greatest Salesman in the World. It is, without doubt, the greatest and the most touching story I have ever read. It is so good that there are two musts that I would attach to it: First, you must not lay it down until you have finished it; and secondly, every individual who sells anything, and that includes us all, must read it.”—Robert B. Hensley, President, Life Insurance Co. of Kentucky

Download or read book Bond Salesmanship written by William W. Townsend and published by . This book was released on 1924 with total page 496 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Download or read book Salesmanship written by World's Salesmanship Congress and published by . This book was released on 1917 with total page 758 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Science and Art of Salesmanship written by Simon Robert Hoover and published by . This book was released on 1916 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: