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Birth of a Salesman
Walter A. Friedman
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Description for Birth of a Salesman
Paperback. In this entertaining and informative book, Walter Friedman chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. Num Pages: 368 pages, 25 halftones. BIC Classification: 1KBB; HBT; KJS. Category: (P) Professional & Vocational. Dimension: 207 x 140 x 25. Weight in Grams: 446.
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.
Product Details
Publisher
Harvard University Press United States
Number of pages
368
Format
Paperback
Publication date
2005
Condition
New
Weight
445g
Number of Pages
368
Place of Publication
Cambridge, Mass, United States
ISBN
9780674018334
SKU
V9780674018334
Shipping Time
Usually ships in 7 to 11 working days
Ref
99-27
About Walter A. Friedman
Walter A. Friedman is a Lecturer of Business Administration and Director of the Business History Initiative at Harvard Business School.
Reviews for Birth of a Salesman
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 20040516 Walter A. Friedman's Birth of a Salesman...should be required reading for anyone who watched The Apprentice for more than Omarosa's spat of the week. It's a much needed history of salesmanship in America, and a portrait of capitalism in transition.
Jori Finkel Village Voice 20040608 Here is an account of how the hawker, the street peddler, the lowly bagman, then the exhausted and ridiculed Willie Loman figure evolved into the mighty selling and marketing gurus of today, surrounded and supported by a battery of psychologists, economists, colour consultants, social scientists, statisticians, advertising experts and
yes!
philosophers. Financial Times 20040522 In Birth of a Salesman, Walter A. Friedman traces the evolution of the modern salesman from peddlers, hawkers and canvassers of pre-industrial America.
Harold Perkin Times Literary Supplement 20040709 [Friedman] perceptively chronicles significant inventions, products, events, and people that have shaped the philosophy of selling. A historian at the Harvard Business School, Friedman focuses on the period from the mid-nineteenth century to the eve of World War II, a time when the concept of salesmanship came to the fore in business. Modern principles for selling were developed during those decades, he argues, and, except for some tweakings to meet the times, little has changed since.
Peter Krass Across the Board 20040701 In Birth of a Salesman, business historian Walter A. Friedman traces the history of salesmanship from its roots in peddling and the door-to-door marketing of Ulysses S. Grant's memoirs and Fuller brushes through the development of scientific selling and marketing by National Cash Register, Ford, Coca-Cola, and IBM. Friedman is a breezy writer with a good eye for cultural and social artifact, like the list of 10 things wives could do to help their NCR-salesmen husbands succeed. But he also has an important point to make: that it wasn't just the genius for making products that propelled the U.S. economy but the knack for creating a demand for things people never knew they wanted. Washington Post 20040815 As Birth of a Salesman makes clear, salesmen
and women
have long been a vital force in driving the economic engine of the United States. Friedman conveys his thesis in a winning book that begins with descriptions of itinerant peddlers and canvassers in the early part of the 19th century...With Birth of a Salesman, he has certainly gone a long way toward fostering a greater awareness and appreciation of this often-maligned profession.
Thomas J. Brady Philadelphia Inquirer 20041219 This is a carefully researched and closely contextualized study of a relatively neglected, though central, character in American capitalist society during a period when the economy underwent a transformation. An archive-based study of the role of salesmen in business and the evolution of the system of selling which determined their activities contributes much to an understanding of the history of business...A lively narrative describes the development of the selling function in America, beginning with the activities of peregrinating hawkers and walkers to the burdensome role imposed by the aggressive marketing regimes introduced by the large, bureaucratically managed companies.
Roy Church Business History [A] systematic, yet lively and energetic history...Friedman has written a fine book and it deserves a wide reading.
Burton Folsom Indiana Magazine of History 20070601
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 20040516 Walter A. Friedman's Birth of a Salesman...should be required reading for anyone who watched The Apprentice for more than Omarosa's spat of the week. It's a much needed history of salesmanship in America, and a portrait of capitalism in transition.
Jori Finkel Village Voice 20040608 Here is an account of how the hawker, the street peddler, the lowly bagman, then the exhausted and ridiculed Willie Loman figure evolved into the mighty selling and marketing gurus of today, surrounded and supported by a battery of psychologists, economists, colour consultants, social scientists, statisticians, advertising experts and
yes!
philosophers. Financial Times 20040522 In Birth of a Salesman, Walter A. Friedman traces the evolution of the modern salesman from peddlers, hawkers and canvassers of pre-industrial America.
Harold Perkin Times Literary Supplement 20040709 [Friedman] perceptively chronicles significant inventions, products, events, and people that have shaped the philosophy of selling. A historian at the Harvard Business School, Friedman focuses on the period from the mid-nineteenth century to the eve of World War II, a time when the concept of salesmanship came to the fore in business. Modern principles for selling were developed during those decades, he argues, and, except for some tweakings to meet the times, little has changed since.
Peter Krass Across the Board 20040701 In Birth of a Salesman, business historian Walter A. Friedman traces the history of salesmanship from its roots in peddling and the door-to-door marketing of Ulysses S. Grant's memoirs and Fuller brushes through the development of scientific selling and marketing by National Cash Register, Ford, Coca-Cola, and IBM. Friedman is a breezy writer with a good eye for cultural and social artifact, like the list of 10 things wives could do to help their NCR-salesmen husbands succeed. But he also has an important point to make: that it wasn't just the genius for making products that propelled the U.S. economy but the knack for creating a demand for things people never knew they wanted. Washington Post 20040815 As Birth of a Salesman makes clear, salesmen
and women
have long been a vital force in driving the economic engine of the United States. Friedman conveys his thesis in a winning book that begins with descriptions of itinerant peddlers and canvassers in the early part of the 19th century...With Birth of a Salesman, he has certainly gone a long way toward fostering a greater awareness and appreciation of this often-maligned profession.
Thomas J. Brady Philadelphia Inquirer 20041219 This is a carefully researched and closely contextualized study of a relatively neglected, though central, character in American capitalist society during a period when the economy underwent a transformation. An archive-based study of the role of salesmen in business and the evolution of the system of selling which determined their activities contributes much to an understanding of the history of business...A lively narrative describes the development of the selling function in America, beginning with the activities of peregrinating hawkers and walkers to the burdensome role imposed by the aggressive marketing regimes introduced by the large, bureaucratically managed companies.
Roy Church Business History [A] systematic, yet lively and energetic history...Friedman has written a fine book and it deserves a wide reading.
Burton Folsom Indiana Magazine of History 20070601