5 The Pyramid Plan: John H. Patterson and the Pursuit of Efficiency

Walter A. FRIEDMAN

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5 The Pyramid Plan

John H. Patterson and the Pursuit of Efficiency

Walter A. FRIEDMAN

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FRIEDMAN, Walter A.. "5 The Pyramid Plan: John H. Patterson and the Pursuit of Efficiency". Birth of a Salesman, Cambridge, MA and London, England: Harvard University Press, 2005, pp. 117-150. https://doi.org/10.4159/9780674037342-007

FRIEDMAN, W. (2005). 5 The Pyramid Plan: John H. Patterson and the Pursuit of Efficiency. In Birth of a Salesman (pp. 117-150). Cambridge, MA and London, England: Harvard University Press. https://doi.org/10.4159/9780674037342-007

FRIEDMAN, W. 2005. 5 The Pyramid Plan: John H. Patterson and the Pursuit of Efficiency. Birth of a Salesman. Cambridge, MA and London, England: Harvard University Press, pp. 117-150. https://doi.org/10.4159/9780674037342-007

FRIEDMAN, Walter A.. "5 The Pyramid Plan: John H. Patterson and the Pursuit of Efficiency" In Birth of a Salesman, 117-150. Cambridge, MA and London, England: Harvard University Press, 2005. https://doi.org/10.4159/9780674037342-007

FRIEDMAN W. 5 The Pyramid Plan: John H. Patterson and the Pursuit of Efficiency. In: Birth of a Salesman. Cambridge, MA and London, England: Harvard University Press; 2005. p.117-150. https://doi.org/10.4159/9780674037342-007

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Frontmatter i
Contents vii
Prologue, 1916 1
Introduction 4
1 Hawkers and Walkers 14
2 Selling Ulysses S. Grant 34
3 Forging a National Marketplace 56
4 Fifty-Seven Varieties 88
5 The Pyramid Plan 117
6 Salesology 151
7 Instincts and Emotions 172
8 A Car for Her 190
9 Selling Salesmanship 225
10 Beyond Willy Loman 255
Appendix 271
Notes 273
Acknowledgments 331
Illustration Credits 333
Index 335

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https://doi.org/10.4159/9780674037342-007

Kapitel in diesem Buch

Frontmatter i
Contents vii
Prologue, 1916 1
Introduction 4
1 Hawkers and Walkers 14
2 Selling Ulysses S. Grant 34
3 Forging a National Marketplace 56
4 Fifty-Seven Varieties 88
5 The Pyramid Plan 117
6 Salesology 151
7 Instincts and Emotions 172
8 A Car for Her 190
9 Selling Salesmanship 225
10 Beyond Willy Loman 255
Appendix 271
Notes 273
Acknowledgments 331
Illustration Credits 333
Index 335

5 The Pyramid Plan

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