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  CONTENTS >> THE CUSTOMER   May/Jun 2004
 
EXECUTIVE SUMMARY

Lessons from a Master

The Century-old Sales Wisdom Of John Henry Patterson.

By Dawn Siebold



John Henry Patterson, the founder of National Cash Register, has been called the "Father of Professional Selling." From prepared, duplicable sales presentations to training sessions, Siebold illustrates the master's innovations in the field and how we can apply their lessons in our own businesses.
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