Walter A. Friedman
There are 3 articles for this faculty member.
The Return of the Salesman
| Q&A with: | Walter A. Friedman |
|---|---|
| Published: | June 8, 2009 |
| Feature: | History Teaches |
Salesmen have received a bad rap over the years, but increasingly the profession is drawing scholarly interest. Business History Review coeditor Walter A. Friedman discusses the publication's recent themed issue on salesmanship.
Published in 2004
Birth of the American Salesman
| Q&A with: | Walter A. Friedman |
|---|---|
| Published: | April 19, 2004 |
| Feature: | Research & Ideas |
Modern sales management is a uniquely American story, says Harvard Business School's Walter A. Friedman, author of Birth of a Salesman. PLUS: Book excerpt.
Published in 1999
John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922
| Published: | November 2, 1999 |
|---|---|
| Feature: | Research & Ideas |
John H. Patterson's sales management techniques built National Cash Register into the dominant force in its industry and had a major impact on the development of modern selling. This excerpt from Business History Review looks at one aspect of the Patterson method.
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