Word: supersalesmanship
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Ocelots at Home. Bernie Cornfeld broke into the world's financial establishment by dint of supersalesmanship. He formed I.O.S. 13 years ago in a Paris flat after deciding that there were millions to be made in marketing mutual funds abroad. I.O.S. has since grown into the world's largest financial sales organization, with 13,000 salesmen and 750,000 clients in 110 countries...
Like a Factory. But eight years after the partnership began, Bill Pereira abruptly broke it up. Given the differences between the two, it is surprising that the association lasted as long as it did. Though trained as an architect, Luckman was a slick businessman with a flair for supersalesmanship; to Pereira, on the other hand, architecture was simply a profession. "The businessman who hires us," he once said, "doesn't need another businessman to do the work?he needs an architect...
Watson's success was due in large part to the supersalesmanship with which he sold his products, the intensely personal way he ran the expanding business that produced them. To some, Watson's concern with everything that had to do with his employees appeared paternalistic, even overbearing. Yet Watson was convinced that the fuller he made his employees' lives, the faster IBM would forge ahead. He set up country clubs for his workers, bands and choirs ("I think nice music has a good effect on everybody"), classes in everything from art appreciation to home repairs...
...entitled "Land of Heart's Desire," barnstorming trains full of oversized California vegetables, claims that "mad dogs and sunstroke are never known here." Under Wiggins, the Chamber spearheaded the development of the city's $220,000,000 aqueduct and its $59,000,000 artificial harbor. His uninhibited supersalesmanship put the Los Angeles Chamber...
Florida to Bangalore. It was Florida real estate that led him-with Pawley luck and Pawley supersalesmanship-into aviation. After selling some airfields to the old Curtis-Wright Flying Service, he bootstrapped himself into the vice president's chair of a Cuban flying service. He finally sold out at a sweet profit to Pan American Airways which just then was getting a start in Latin America...