Word: salesmanship
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Versatile Soybean. Yankee salesmanship is changing many eating and cooking habits around the world. U.S. promoters have introduced the doughnut to Africa and Asia, spread the benefits of milk to the Middle East and Latin America, made wheat a popular substitute for rice in the Japanese diet. They have increased grain sales to Italy by showing Italians how to mix American wheat into their pastas, amazed European housewives (many of whom now work and have less time to cook) with packaged mixes that produce effortless cakes, pies, mashed potatoes, cheese dips and even pizzas. One of the fastest-growing exports...
...dashboards. Texas' Lone Star Steel converts local ore into pipes for oilmen, boasts overnight delivery to almost any driller in the Southwest. Says Lone Star Chairman George A. Wilson: "We've just got to give better service than the bigger companies, and do a good job of salesmanship...
...close approximation of Dostoevsky's view of 19th century Russia, a "sublime, universal, ordered chaos." In fact, the Soviet economy is only moderately chaotic. Its high-priority sectors can be impressively efficient, though not so efficient perhaps as the Russians, with their infinite capacity for self-deception (or salesmanship?), portray them. This, and pride in their real achievements, explains the litany that ranges from housing ("A new five-story building goes up every five minutes") to industrial production...
...family-owned companies are larger than Sperry & Hutchinson, the biggest U.S. trading-stamp firm. And few company families combine salesmanship and scholarship quite like the Beineckes, who control S. & H. through marriage with the Sperrys (who bought out the co-founding Hutchinsons at the turn of the century). S. & H. President William S. (for Sperry) Beinecke, 49, who was trained in economics at Yale ('36) and in law at Columbia ('40), believes that businessmen must help finance the schools to keep new executives coming. His program for S. & H. includes employee classes in economics and the sponsorship...
...Lockheed's hard sell has boomeranged in West Germany, where oh-so-korrekt businessmen and politicians are apt to bridle at such high-powered and flashy salesmanship from outsiders. In recent weeks, Lockheed has not only lost a multimillion dollar contract it hoped to get, but has so infuriated German Defense Minister Kai-Uwe von Hassel that he shelved an order that Lockheed had already won. Said Von Hassel: "Those Lockheed guys will not get into my office any more...