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Ring It Up: J.H. Patterson’s Revolutionary Sales Techniques

When the Father of American Salesmanship founded his cash register company, it helped launch sales practices still in force today.
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Ring It Up: J.H. Patterson’s Revolutionary Sales Techniques
J.H. Patterson sold the cash register invented by James Ritty and founded a company built on a well-trained sales force. (R) A reproduction of the first practical cash register. Wmpearly/CC0
Jeff Minick
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Employees, especially management and sales personnel, were always on thin ice when dealing with John H. Patterson (1844–1922).
He once asked a plant manager if he was satisfied with operations in the plant. “Yes,” the man replied. “We have great workers and make great products; I am totally satisfied.” Believing that only dissatisfaction brought success, Patterson fired him on the spot. On another occasion, an employee began a talk saying, “I’m not very good at public speaking,” to which Patterson countered, “Then why are you speaking? Sit down!” The man was soon fired.
Jeff Minick
Jeff Minick
Author
Jeff Minick has four children and a growing platoon of grandchildren. For 20 years, he taught history, literature, and Latin to seminars of homeschooling students in Asheville, N.C. He is the author of two novels, “Amanda Bell” and “Dust on Their Wings,” and two works of nonfiction, “Learning as I Go” and “Movies Make the Man.” Today, he lives and writes in Front Royal, Va.