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Both of these posts are terrific. I'm not sure what Patterson's influence on Elias St. Elmo Lewis who authored the famous AIDA sales funnel model while at NCR. Also, Patterson was instrumental in creating the first real modern HR department.
I just wrote a post about Lewis here: http://www.dragonsearchmarketing.com/blog/promiscuous-limbs-stop-watches-and-the-old-customer-sausage-grinder/
Commented Mar 20, 2011 on John Henry Patterson: The Father of Professional Selling Part II at Selling Power Blog
John Henry Patterson: The Father of Professional Selling Part II
THE FIRST PROFESSIONAL SALES FORCE Early on, Patterson was concerned about the quality of sales, and so –in true Patterson style – he decided to learn firsthand what was happening in the field. In a period of 51 days, he visited sales offices in 50 towns and cities. What he found appalled him....
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Mar 20, 2011
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