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7 Instincts and Emotions

Walter Dill Scott and the Bureau of Salesmanship Research
  • Walter A. FRIEDMAN
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Birth of a Salesman
This chapter is in the book Birth of a Salesman
© 2021 by the President and Fellows of Harvard College

© 2021 by the President and Fellows of Harvard College

Chapters in this book

  1. Frontmatter i
  2. Contents vii
  3. Prologue, 1916 1
  4. Introduction 4
  5. 1 Hawkers and Walkers 14
  6. 2 Selling Ulysses S. Grant 34
  7. 3 Forging a National Marketplace 56
  8. 4 Fifty-Seven Varieties 88
  9. 5 The Pyramid Plan 117
  10. 6 Salesology 151
  11. 7 Instincts and Emotions 172
  12. 8 A Car for Her 190
  13. 9 Selling Salesmanship 225
  14. 10 Beyond Willy Loman 255
  15. Appendix 271
  16. Notes 273
  17. Acknowledgments 331
  18. Illustration Credits 333
  19. Index 335
https://doi.org/10.4159/9780674037342-009

Chapters in this book

  1. Frontmatter i
  2. Contents vii
  3. Prologue, 1916 1
  4. Introduction 4
  5. 1 Hawkers and Walkers 14
  6. 2 Selling Ulysses S. Grant 34
  7. 3 Forging a National Marketplace 56
  8. 4 Fifty-Seven Varieties 88
  9. 5 The Pyramid Plan 117
  10. 6 Salesology 151
  11. 7 Instincts and Emotions 172
  12. 8 A Car for Her 190
  13. 9 Selling Salesmanship 225
  14. 10 Beyond Willy Loman 255
  15. Appendix 271
  16. Notes 273
  17. Acknowledgments 331
  18. Illustration Credits 333
  19. Index 335
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