Word: salesmanship
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Morris Dees, 36, sold everything from cakes to pine cones as a student at the University of Alabama, and in four years earned $150,000. Capitalizing on his salesmanship after law school, he and a partner started a publishing company that specialized in cookbooks. Dees sold the firm for some $6 million in 1969, opened the Southern Poverty Law Center in Montgomery the next year, and established himself as one of the region's leading civil rights attorneys. He filed suits that forced the hiring of black state troopers in Alabama, integrated the Montgomery Y.M.C.A., and generally discomfited...
...three-and 2,000 other investors from show business, sports, politics, the law, business and banking-succumbed to the inspired salesmanship of an Oklahoma lawyer named Robert S. Trippet. By last summer, when he resigned one step ahead of a barrage of civil suits and a criminal investigation, Trippet sold $130 million worth of subscriptions in oil-drilling funds. Trippet denies charges that he handled the money illegally, but when asked how much oil he has found, he replies cryptically: "That's relative." In any case, his Tulsa-based Home-Stake Production Co. (no relation to Homestake Mining...
...owned a basketball team came to him in 1966 with the idea of starting a new league, he quickly dropped his tax cases to barnstorm the country looking for prospective owners. In the hunt, Davidson coupled his penchant for cold calculation with a latent but awesome talent for salesmanship. Davidson, 39, makes an impressive appearance with his year-round tan and robust physique (he plays tennis and basketball at least three times a 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...
...biggest tribute to Prentke's salesmanship abilities is that, in a year when the freshman heavies can barely fill two boats, Prentke has four enthusiastic boat loads of people...
...automakers and parts suppliers are also promoting a whole range of new products supposed to save gasoline, a more acceptable form of gas-mileage salesmanship. Ford, for example, offers for $20.95 an instrument-panel "fuel sentry" that warns a driver when he should decelerate because he is burning too much gas. Chrysler will soon offer for $10 to $12 a "fuel pacer system"-a light mounted on the fender that glows when a driver is wasting fuel by accelerating too fast. Such devices may be useful, but most drivers are likely to find that the ultimate fuel-saving gadget...