Walter A. Friedman

4 Results

 

Reintroducing Intellectual Ambition to the Study of Business History

The editors of Harvard Business School's Business History Review, Walter A. Friedman and Geoffrey Jones, are challenging historians to tackle big subjects with major importance to the future of business. Read More

The Return of the Salesman

Walter A. Friedman

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. Read More

Birth of the American Salesman

Walter A. Friedman

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. Read More

John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922

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. Read More