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.

A raw and funny memoir about sex, dating, and relationships in the digital age, intertwined with a brilliant investigation into the challenges to love and intimacy wrought by dating apps, by firebrand New York Times–bestselling author Nancy Jo Sales At forty-nine, famed Vanity Fair writer Nancy Jo Sales was nursing a broken heart and wondering, “How did I wind up alone?” On the advice of a young friend, she downloaded Tinder, then a brand-new dating app. What followed was a raucous ride through the world of online dating. Sales, an award-winning journalist and single mom, became a leading critic of the online dating industry, reporting and writing articles and making her directorial debut with the HBO documentary Swiped: Hooking Up in the Digital Age. Meanwhile, she was dating a series of younger men, eventually falling in love with a man less than half her age. Nothing Personal is Sales’s memoir of coming-of-middle-age in the midst of a new dating revolution. She is unsparingly honest about her own experience of addiction to dating apps and hilarious in her musings about dick pics, sexting, dating FOMO, and more. Does Big Dating really want us to find love, she asks, or just keep on using its apps? ​Fiercely feminist, Nothing Personal investigates how Big Dating has overwhelmed the landscape of dating, cynically profiting off its users’ deepest needs and desires. Looking back through the history of modern courtship and her own relationships, Sales examines how sexism has always been a factor for women in dating, and asks what the future of courtship will bring, if left to the designs of Silicon Valley’s tech giants—especially in a time of social distancing and a global pandemic, when the rules of romance are once again changing.

Exploring the quintessential symbol of American enterprise and energy, this compelling, single-volume history takes on the New York of myth and offers an original analysis of how it actually developed into a global city. 60 photos & maps.

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

A cloth bag containing eight copies of the title, that may also include a folder.

Features: --Written by thirteen contributors, experts in their fields of history, publishing, and printing --Includes almost 200 illustrations --Contains maps showing the growth and extent of Press activity in Oxford at different points in the period covered by the volume --Draws extensively on material from the Oxford University Archives. The story of Oxford University Press spans five centuries of printing and publishing. Beginning with the first presses set up in Oxford in the fifteenth century and the later establishment of a university printing house, it leads through the publication of bibles, scholarly works, and the Oxford English Dictionary, to a twentieth-century expansion that created the largest university press in the world, playing a part in research, education, and language learning in more than 50 countries. With access to extensive archives, The History of OUP traces the impact of long-term changes in printing technology and the business of publishing. It also considers the effects of wider trends in education, reading, and scholarship, in international trade and the spreading influence of the English language, and in cultural and social history - both in Oxford and through its presence around the world. This FIRST volume begins with the successive attempts to establish printing at Oxford from 1478 onwards. Ian Gadd and sixteen expert contributors chart the activities of individual university printers, the eventual establishment of a university printing house, its relationship with the University, and influential developments in printing under Archbishop Laud, John Fell, and William Blackstone. They explore the range of scholarly and religious works produced, together with the growing influence of the University Press on the city of Oxford, and its place in the book trade in general. By the late eighteenth century, the University Press was both printer and publisher. This SECOND volume charts its rich and complicated history between 1780 and 1896, when transformations in the way books were printed led, in turn, to greater expertise in distributing and selling Oxford books. Simon Eliot and twelve expert contributors look at the relationship of the Press with the wider book trade, and with the University and city of Oxford. They also explore the growing range of books produced - including, above all, the creation and initial publication of the Oxford English Dictionary. Readership: In the THIRD volume, the twentieth century brought new horizons to Oxford University Press as offices were opened in the USA (in 1896), Canada, Australia, India, Pakistan, East Asia, and Africa. Wm Roger Louis and 22 expert contributors explore the growth of OUP's publishing, not only in works of scholarship and religion, but also in dictionaries, reference works, and literature for general readers, and in publishing for education and English language teaching. They trace OUP's relationship with the University and city of Oxford, and its place in London and the international book trade. The volume also considers the technological revolution that led to the decline of the printing business in Oxford, and the new challenges of managing a much larger organization that were identified by the influential Waldock Report of 1970. -- Those interested in publishing history, company histories, book history, cultural and industrial history, and the history of Oxford particularly. It will appeal to academics working and teaching in these subjects, and also to authors, academics, and readers connected with Oxford or OUP. Publishers note.

Lyndon B. Johnson and the Politics of Arms Sales to Israel seeks to reconstruct and elucidate the processes behind the decisions made by the Johnson Administration during the years 1965-68 to sell Israel M-48 tanks, A-4 Skyhawk planes and F-4 Phantom planes. This examination is based on a distinction between three factions which competed for influence within Washington's high-policy elite: the traditionalists (whose major representative was Secretary of State Dean Rusk); the pragmatists (whose most outspoken representative was Robert Komer of the National Security Council); and the domestically oriented policymakers (the central decision-maker who quintessentially exemplifies this category being President Johnson). This book is a sequel to: John F. Kennedy and the Politics of Arms Sales to Israel, which examined the first arms deal between the US and Israel.