Word: salesmanship
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Dates: during 1990-1999
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Compiling a list of the most influential people in America, besides being a provocative parlor game, provides a chance to mull over the ideas and visions, tastes and beliefs that affect our lives. Being influential is the reward of successful salesmanship, the validation of personal passion, the visible sign of individual merit. It is power without coercion, celebrity with substance...
...lead to accusations that he was conflating business and diplomacy, two areas whose interests don't always coincide. In 1994, when he encouraged Clinton to separate human rights from trade issues in China, critics charged that Brown was woefully, and perhaps willfully, ignorant of the difference between statesmanship and salesmanship. There were also accusations that his trips were being used to reward Democratic contributors...
Actually, Aetna is already well entrenched in managed care, serving 7.5 million of its 11.3 million clients through such operations. But U.S. Healthcare has proved far more aggressive and agile in establishing footholds and driving down managed-care costs, through a combination of shrewd salesmanship, sophisticated computer tracking and tough bargaining. Last year, while Aetna earned $474 million on $13 billion in revenues, a net profit of 3.64%, U.S. Healthcare's profitability was far greater. With just 2.8 million clients, it racked up $380 million in earnings on $3.6 billion in revenues, or a 10.55% net profit...
Some of the faithful will have to be content with the catalog, which was published last week. It is a thick paragon of low-intensity salesmanship: plain cream cover, small gray type, no objet d'art staring from it--which is only proper, since what Sotheby's is selling is spiritual contact. Some 100,000 copies are available, at $90 (hardback) and $45 (soft). This print run will probably take care of the cost of the color plates, which are many and which reproduce such treasures as Lot 924, "A Set of Six French Stoneware Butter Pots, Modern," estimate...
...vanguard of a revolution that is turning the once arduous task of buying or leasing a vehicle into a relative breeze. Browsing the Internet is just one of the new ways of kicking the tires that are giving consumers more bargaining power in a business famous for high-pressure salesmanship. Reason? Online shoppers can get information that dealers once kept to themselves--for instance, what the dealer paid for that beauty he wants to sell to you. Consumers are also riding the buying clout of warehouse clubs like Sam's and PriceCostco, which now arrange sales and leases. In response...