Download or read book Salesmanship and sales management by John G Jones written by Alexander Hamilton Institute (U.S.) and published by . This book was released on 1918 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Salesmanship and Sales Management written by John George Jones and published by . This book was released on 1917 with total page 388 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Modern Business Salesmanship and sales management written by and published by . This book was released on 1919 with total page 386 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Sales Management written by and published by . This book was released on 1927 with total page 1346 pages. Available in PDF, EPUB and Kindle. Book excerpt:
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 and Sales Management written by John G. Jones and published by . This book was released on 193? with total page 508 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Retail Shoe Salesmanship written by George F. Hamilton and published by . This book was released on 1922 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Marketing Methods and Salesmanship written by Herbert Francis De Bower and published by . This book was released on 1916 with total page 588 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Customer Centred Selling written by Rob Jolles and published by Simon and Schuster. This book was released on 2012-12-11 with total page 366 pages. Available in PDF, EPUB and Kindle. Book excerpt: For almost two decades, tens of thousands of sales people have learned the lessons presented here by Xerox trainer Robert L. Jolles. The secret, Jolles reveals, is reversing the conventional selling practice. You must focus first on your customer's needs and decision-making process, instead of on the selling practice. Jolles provides a systematic approach that teaches you to anticipate, and influence, customer behaviour as the customer moves through an eight-stage 'decision cycle'. Only after you understand the steps of this decision cycle, Jolles cautions, are you prepared to match it to your 'selling cycle'. At the heart of these lessons is the simple but brilliant role-reversing concept of taking an idea and planting it in the mind of your customer, making the customer believe he or she thought of it first. Jolles teaches a repeatable, predictable selling process that can be adapted or modified to fit any experience that requires the skills of persuasion. The book includes a series of case studies, activities, and exercises that enable you to better understand the principles being taught, so you can immediately apply them to your own unique scenarios.
Download or read book Modern Business Business and the government written by and published by . This book was released on 1919 with total page 358 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Modern Business Organization and control written by and published by . This book was released on 1919 with total page 702 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Modern Business written by and published by . This book was released on 1919 with total page 364 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Modern Business Corporation finance written by and published by . This book was released on 1919 with total page 376 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Modern Business Advertising principles written by and published by . This book was released on 1919 with total page 356 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Credit and the Credit Man written by Dwight Eastman Beebe and published by . This book was released on 1919 with total page 362 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Problems in Sales Management written by Harry Rudolph Tosdal and published by . This book was released on 1921 with total page 680 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Accounting Principles written by Thomas Warner Mitchell and published by . This book was released on 1917 with total page 428 pages. Available in PDF, EPUB and Kindle. Book excerpt:
