Word: salesmanship
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...queries the bureau handles often go beyond a single direct question. Researchers for this week's Essay on patience, for example, asked for and got the following: examples of patience and impatience in the American character; the part patience plays in war, salesmanship, education and moneymaking; examples of how patience is conducive to harmonious marriage; data on scientific feats that required great patience; what the Stoics had to say on patience; facts on well-known products that required years to develop; figures on the average length of time an executive stays with his company...
...team of expert and highly individualistic executives. At the Pentagon, Robert McNamara's computer-minded whiz kids and crusty admirals alike describe Lockheed's management as brilliant. Lockheed also wins more than its share of the big contracts because of its chairman's gift for soft salesmanship. That gift was developed during the 29 years that Gross played second fiddle at Lockheed to his older brother, the late Robert E. Gross, a fast-driving, fast-spending, fast-thinking airplane maker who could have been played by Clark Gable. Bob Gross was a giant of his times...
...produced or co-produced ten hit musicals- including Damn Yankees, West Side Story, Fiorello! and Fiddler On The Roof -that have earned $5,300,000 and brought him a personal worth of just over $1,000,000. Hal Prince has precisely the right balance of creativity, charm and salesmanship that makes a successful producer. "It's a terrible shame if you're born the brightest guy in your class," he says. "If you're not, then you learn to hustle-and that's good...
...Kicking Tires. Unlike the auto industry, in which buyers crowd into showrooms to kick tires and slam doors, the truckmakers rely on aggressive bell-ringing salesmanship. The fleet owners, the largest of which are A.T. & T., Hertz and REA Express, account for 30% of all sales. They care less about chrome than about axle ratios and operating costs, unlike auto buyers insist on vehicles that will easily run 400,000 miles without major overhaul. All the salesmen's calls and painstaking demonstrations for show-me truckers are worth the effort, however. Depending on optional equipment, truck sales...
Still, he was convinced that a Central merger was his only solution, and he has effectively turned his salesmanship on labor. With the 23 unions that will represent 98% of Penn-Central's employees, he has worked out a plan to cut the merged lines' labor force by 8,000 over an eight-year period, agreed to a $78 million severance payment and relocation expenses. This would erase most of the initial savings from consolidating services and facilities, but after that, Penn-Central would save $81 million every year...