| Book Review | The American Historical Review, 110.1

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| Book Review | The American Historical Review, 110.1 | The History Cooperative

Book Review

Canada and the United States

Walter A. Friedman. Birth of a Salesman: The Transformation of Selling in America. Cambridge: Harvard University Press. 2004. Pp. 356. $27.95.

In his new book, Walter A. Friedman describes how modern strategies of sales management developed. Friedman demonstrates that in the late nineteenth and early twentieth centuries, older traditions of selling were systematized in much the same way and at much the same time that production was reorganized. Following Robert H. Wiebe, he argues that wholesale houses, entrepreneurs, and producers began to engage in an aggressive "search for order." Rather than examining the lives of salesmen, as other monographs have done, this book studies the experiences and innovations of entrepreneurs and managers who gave shape to the system of distribution from the mid-nineteenth century to the Great Depression.

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