Word: salesman
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Dates: during 1960-1969
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...Federal investigators wanted to know whether Addonizio knew Mafia Capo Ruggiero ("Richie the Boot") Boiardo or his son Anthony ("Tony Boy"). They also wondered whether he had discussed with members of the city council a contract awarded to the Valentine Electric Co., for which the younger Boiardo is a salesman. Claiming the protection of the Fifth, Sixth and 14th Amendments, Addonizio refused to answer every question put to him-including whether he was mayor and when he was elected...
...born loser? Not if he becomes a salesman for Pennsylvania Life Insurance Co., whose president cites this as the résumé of an ideal prospective employee. Penn Life offers such men an income that fairly often exceeds $20,000 and a smothering of somewhat unusual fringe benefits. According to President Stanley Beyer, 36: "We become the teacher who loved him, the mother-in-law who thinks he is great, the coach who gave him nine letters, the boss who wants to make him president...
...Scout Pack. Once in, the salesman-typically an ex-farm boy, gas-station attendant or school dropout-receives Beyer's brand of inspirational leadership. "You think of what a psychiatrist does or how a good father brings up a child," he says. "If a salesman does something terrible, we convince him that under normal circumstances he would never have done that, that he's a much finer person than that...
...whom Penn Life selects to be the local managers are crucial to the system. Each is expected to be a father image to a five-man group of salesmen. The manager is trained more in lay psychology than in selling, and acts as a moral-rearmer when the salesman's spirit flags. "The manager's whole life, his home, his wife, his family, become the center of social activity for that sales force," says Beyer. "An army is disciplined out of fear; our men are disciplined out of loyalty to a leader, like a Cub Scout pack would...
...This summer I was acting with the Harvard Summer School Repertory Theatre, and the director of Death of a Salesman (William Kinsolving) brought in a copy of jerzy Grotowski's book, Towards a Poor Theatre. I read it and a whole new world opened...