Word: boullioun
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Dates: during 1980-1989
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...most successful commercial airplane salesman in the world is E.H. ("Tex") Boullioun, 61, president of the Boeing subsidiary responsible for commercial sales and programs. Since he joined the company during World War II, he has signed up so many billions of dollars in deals with airlines that he no longer bothers to keep track. His latest coup: a $550 million contract three weeks ago for 727s, 737s and five 767s for Australia's Ansett Airlines...
...road an average of 200 days a year, Boullioun has become as much an expert in the techniques of air travel as in the qualities of the planes he sells. His best advice: Drink a lot of water and don't eat food. To give himself more leg room and use his time more profitably to get work done, he sits whenever possible in an aisle seat and never volunteers to exchange business cards. He is wary of the judgment-distorting dangers of jet-lag fatigue and rarely signs a contract on the same day that he travels through...
...Boullioun is, in an almost literal sense, a one-man sales force, not merely drumming up deals on his own initiative but also parachuting in to stroke a wavering or reluctant customer if an assistant should call for help. Example: last December he learned that TWA was leaning toward the European Airbus over the 767. Boullioun arranged for his management team to produce in-house analyses of the operational performance data TWA was working from and concluded that the airline's research was "inaccurate." After a quick and thorough updating of Boeing's presentation, he added a pledge...