Chapter 5. Patterson’s Legacy
Patterson spent a large portion of his time and energy and money in “the effort to develop and teach the Primer technique, and he succeeded in teaching it, not merely to the NCR organization but pretty much to American business as a whole.” In fact, some 50 years after he first bought NCR, it could be said that “there are very few selling organizations in the country today that do not derive their operating technique, in part at least, from Patterson’s Primer. . . . It was, in fact, the first practical and complete demonstration of what we know as modern . . . salesmanship.”[1]
One contemporary sales guru has stated that Patterson was “arguably the best salesman of all time . . . due to his ability to blend the emotion ...
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