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          • Employee Paternalism
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The Preface

The World's Greatest Salesman: Preface

Published June 4, 2021
​Updated December 2, 2021
Picture of woman reading the preface to
A preface, which is included in the front matter of a book, is the chance for the author to speak directly to his or her reader about why the book was written, what it's about, and why it's important.

This is the Preface from The World's Greatest Salesman.
The Preface from "The World's Greatest Salesman"
Preface from The World's Greatest Salesman
  • Changes Over the Ages Were Driven by Pioneers
  • Changes in Publishing Technology
  • Take Charge, Write and Publish​
Changes Over the Ages Were Driven by Pioneers
Image of from
Excerpt from Tom Watson speech.
Whether it was the Stone Age, the Agricultural Age, the Industrial Age or the Information Age, there has always been a single constant flowing through the communities that benefited from these major cultural and societal changes. Men and women—the pioneers of each age—embraced the shift and pulled their communities, their organizations and their countries with them.

We are once again entering a “New Age.” Advancing technologies are empowering individuals to achieve ever greater heights of creativity and self-fulfillment. Activities that, just a few years ago, would have taken significant monetary investment and dozens or hundreds of people can be realized by one person with determina­tion, drive and hard work.

​New creations, at one time only within the realm of corporations, are now within the grasp of individuals. Can we make it a new "Mankind Age?"
Changes in Publishing Technology
Consider the new technologies that made this first book possible:
  • Understanding copyright law, once the domain of attorneys, is now available online and easily understood through Columbia University.
  • Researching, documenting and certifying a copyright, once locked away in buildings in Washington, D.C., is now easily accessible online.
  • Older works, such as the 1930 and 1934 versions of Men-Minutes-Money (the basis for this book), are competitively priced, purchased and shipped to arrive the next day.
  • Transferring a book into a word processor for research purposes, once a manual, tedious, expensive and error-prone process, can be accom­plished with a $100 all-in-one home office printer/copier/scanner and its included software.
  • Searching across all these documents is done in seconds with Microsoft Windows' indexing service.
  • Establishing a corporation and associated bank accounts is all online.
  • A marketing website, once the playthings of technologists, can be built with drag-and-drop software with online commercial trans­ac­tions.
  • Printing a book, once requiring initial startup funding, inventory tracking and warehouse space is streamlined with On-Demand Printing. E-books are reducing shipping costs to an electronic download.​
Take Charge, Write and Publish
Black and white panel with
Such technologies await pioneers to combine and exploit them. Such technologies free us from the confines of thinking as those in the hierarchy above us think; doing what those above us do; acting and behaving as they act.
​If we disagree; if we are not listened to; if our ideas are not valued; if we get frustrated with the lack of corporate vision and commensurate rewards; we can and should launch our own undertakings.
​We can become, as Tom Watson wanted every person to be, a thinking man or woman. We can realize the benefits of our own thinking. This doesn’t mean the end of organizations. A road traveled alone is still a lonely path. Self-education in a home office is good; but a supportive environment with cooperation is better and far more powerful.
Black and white panel with
​​But those individuals who embrace this new potential, those corporations that position themselves as a whole greater than the sum of its parts, those countries that enact laws encouraging an environment of personal self-growth and risk taking—these will be the individuals remembered, the companies celebrated and the countries growing as we push toward the twenty-second century.
Black and white panel with
Organizations, to exploit this New Age, must adapt and design their policies to empower and encourage men and women to channel their energies towards a common good; capture the individual’s desires and dreams into a common set of goals—whether that is in the field of education, business or government. 
Such organizations will lead the way into this “New Age”—just as Thomas J. Watson Sr. led the way with IBM into his “Man Age”—setting the foundation for a century of growth from 1914 to 1956.

Pete
Return to The World's Greatest Salesman Information Home Page

Image of the spine of the book
© 2022 Peter E. Greulich. All Rights Reserved
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Information posted on this site recognizes the legal right of copyrighted material. The following material is considered in the public domain effective January 1, 2022: (1) works published in the United States prior to 1927, (2) works published in the United States after 1926 but before 1964 with a proper © copyright notice that were not renewed in their 28th year, and (3) works published in the United States before 1978 that have no © copyright notice, and (4) all unpublished works created over 120 years ago. Other documents used here that do not fit these criteria are used in good faith and a belief that such usage would withstand a test of fair use. Any concerns with the public domain or fair usage of material on this site will be removed until a discussion can resolve the matter with its permanent removal or republication. Just use the "Contact" menu item above or the "Contact Us" hyperlink provided here: [Contact Us]
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        • The Wild Goose
        • Royal Dissenters
        • Corporate Constitution
        • Respect for the Individual
        • Service to the Customer
        • Pursuit of Excellence
    • Corporate Products >
      • 1890: U.S. Census
      • 1920: Dayton Scales
      • 1940: The Electromatic
    • Thomas J. Watson Sr. >
      • Articles by Watson >
        • On World Peace
        • On the Cost of War
        • On Public Education
        • On Thomas Jefferson
        • On Thoughtful Mistakes
        • On Stakeholder Relations
      • Articles about Watson >
        • The $1,000-A-Day Chief Executive Officer
        • Employees are Valued
        • Democracy's Man o' War
        • Human Relations in 1956
        • A CEO Who Earned His Pay
        • The Lengthening Shadow
      • Slice of Life Stories >
        • Dali, Salvador
        • Drucker, Peter F. >
          • Authority and Power
          • Short-Term Thinking
          • A Corporate Culture
          • Raising Business Issues
          • Focus on Principles
          • Character and Manners
          • Knowledge Workers
          • Recognizing Ability
          • Individual Respect
          • Employee Paternalism
        • Eastman, George
        • Penney, J. C. (James Cash) >
          • Watson Homestead
          • Golden Rule Businesses
        • Fighting Discrimination
      • Pre-World War II >
        • A Lost Dream of Peace
        • USO Camp Show Founder
      • World War II Effort >
        • Selling War Bonds
        • Production Awards
        • Controlling Profits
        • Machine Records Units
        • Wartime Contributions
        • Widows & Orphans Fund
        • Declaring Human Rights
        • Supporting Home Morale
        • Employee Military Service
        • War's End & Reconversion
      • Post-World War II >
        • Endicott Memorial
        • Poughkeepsie Memorial
        • Rehiring WWII Veterans
      • A Pajama Party
      • A 1943 Tax Problem
      • The Story of "THINK"
      • A Gift of Retirement
      • Learning from Crises
      • IBM Employee Housing >
        • Construction Timeline
      • Two Journalists "THINK"
      • A Buddy Davis Interview
      • Quotes of Watson
      • Quotes about Watson
      • Women in the Workplace
      • A Successful Rebranding
      • Tom Watson's Wild Ducks
  • Articles
    • Corporate Articles >
      • High-Performance Corporations
      • The Art of the Restart
      • Crises, Recoveries & Lessons Learned
      • Strategy Should Create Human Relationships
      • A Time-Tested Corporate Constitution
      • IBM, JC Penney and The Golden Rule
      • How IBM Created its 20th Century Brand
      • The Greatest Business Risk of the 20th Century
      • How to Grow a Business
      • The Importance of Sales Productivity
      • How Much Is a Great CEO Worth
      • Let Your Guard Down
    • Business Articles >
      • Business Witticism
      • The Golden Rule in Business
      • Who and What Built Early American Capitalism
      • Capitalism Needs Industrialist Minded CEOs
      • Producing Corporate True Steel
      • CEO Perspectives >
        • Rules of Success
        • Top Employee Qualities
        • Industrialist vs. Capitalist
      • An Open Letter to the World's CEOs
      • Henry Ford Takes Control
      • The Razor Blade Business Model
      • Two Successful 20th Century Businesswomen
      • Sears: A Dead Franchise Walking
      • A LinkedIn Incognito Mode
      • Value a College Education
    • Political Articles >
      • Political Witticisms
      • Memorial Day
      • Pursuing The "American Way"
      • America: Home of the Brave
      • Securing the Borders of the Americas
      • General Grant's Stand for Justice
      • America's Heartland Stands Strong
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