TitleLecturer of Business Administration; Director; Business History Initiative

Walter A. Friedman is Director of the Business History Initiative and Lecturer.  He edits Business History Review with Geoff Jones. He specializes in business, labor, and economic history. He is author of Fortune Tellers: The Story of America's First Economic Forecasters (2013) and Birth of a Salesman: The Transformation of Selling in America (2004). He is currently writing a history of large American companies from 1920 to 1980.  He was formerly a Newcomen Post-Doctoral Fellow in Business History and a Trustee of the Business History Conference.  Full Biography...

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Birth of a Salesman: The Transformation of Selling in America

by Walter Friedman

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.