Word: salesman
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Raymond A. Hay, 45. A persuasive salesman, the head of U.S. operations for Xerox Corp. talks with everyone from switchboard operators to branch executives while making his cross-country rounds. Among the divisions Hay oversees from headquarters in Stamford, Conn., are Xerox's Information Systems Group, Information Technology Group and Business Development Group. Born...
...Ross Perot, 44. "Making money per se never really interested me," insists the clean-cut mule trader's son from Texarkana, Texas, who quit a salesman's job at IBM in 1962, worked briefly as a data processing manager for Blue Cross/Blue Shield, then set up the Dallas computer software firm of Electronic Data Systems with $1,000. By 1970 his assets had soared to as much as $1.5 billion. He promptly took an oceanic bath as the computer market went stale (in a single day the value of his stocks dropped $376 million), next scuttled tens...
...week). His pin-stripe suits, moderate Republicanism and background as a Beta Theta Pi at U.C.L.A. tend to reassure businessmen. In the final crunch of negotiation, they discover that he is a tough bargainer. To use his own favorite word, Davidson is a brilliant "closer"-a combination of salesman and lawyer who knows how to wrap up a deal and make it stick...
...following Monday was my first official day on the job. I was to "observe" a seasoned salesman in a typical evenings work. Instead of an experienced salesman, however, I was paired with a 19-year old college dropout from Cambridge in the same boat as me, living at home and wanting to get out. He didn't impress me as being too on the ball, but I went along with what he said, and we drove out to Arlington to look for likely "territory" to work that night...
After finding a suitable area--mostly two-family jobs where people might be conned by a smooth talking hustler into buying a $500 set of encyclopedias sight unseen--Bill turned out not to be much of a hustler. In fact, he was a pathetic salesman. He wasn't exactly of the confidence-instilling variety and most assuredly was not the type I would want to let into my house on a dark, freezing cold night to shoot some bull about "education changing since we were kids, what with the new math, computers, and the like." He frightened one lady...