The Force - Softcover

Dorsey, David

Softcover

ISBN 10: 0345376250 ISBN 13: 9780345376251

Publisher: Random House Publishing Group, 1995

Synopsis

"If you want to know how America's business wars are waged in the trenches, The Force is for you. A gripping book."
--Newsday
"SKILLFULLY REPORTED, INSIGHTFUL...Dorsey lights up our vision of the American salesman with his own sharply reported eyewitness account."
--People
In this fascinating book, reporter David Dorsey turns a year on the Xerox sales force into an emotionally charged human drama. The Force tracks Fred Thomas and his sales team from the shiny glass office building where work starts at dawn to the rolling green country clubs where they woo customers, from the smoke-filled bars where they unwind to the plush suburban bedrooms where they try to forget the pressures of the day. And as the year unfolds, we get swept up in the burning question at the center of all of their lives: will they make their quota?
"Meet Fred Thomas. He's a real person, working in a real job in a real company. And he's the hero of The Force, David Dorsey's brilliant chronicle of life in the real world of contemporary business. Dorsey's book draws a picture that is as intimate as a great novel. It is a book that captures in the most essential details and the most sweeping prose the cross-wired paradoxes that lie at the heart of the New Economy. Fred is Us. He's the next-generation Willie Loman working in a world put into hyperdrive...Fred is the salesman as Everyman."
--Harvard Business Review

About this title

From the Publisher

Every sales person that has ever lived needs to read this book. You'll feel a lot better about yourself, your product and your management -- unless you work for Xerox. Dorsey chronicles the lives of several Xerox sales reps, their trials, tribulations and unrelenting sales goals. The title could easily have been "The Job That Ate My Life." It made me feel a lot better about my sales job!

-- Sue Miller, National Accounts Manager

From the Back Cover

In this fascinating book, reporter David Dorsey turns a year on the Xerox sales force into an emotionally charged human drama.

About this edition

• Publisher: Random House Publishing Group
• Publication date: 1995
• ISBN 10: 0345376250
• ISBN 13: 9780345376251
• Binding: Paperback
• Language: English
• Number of pages: 336