John h patterson ncr biography of christopher

One of the greatest salespeople of all time was born nearly a century and a half ago on a farm in Ohio. His name was John Henry Patterson, and if he were alive today he’d fire most of the salespeople reading this post.

Brilliant, innovative, dictatorial, and mercurial, Patterson is best remembered today as the founder of the National Cash Register Company (NCR).

John Henry Patterson’s favorite quote: “You must make your mark on this earth, and, if you have never done so, it is simply because you neglected to use the powers you have, or you have neglected to develop them.”

More significant but virtually forgotten is the fact that this mustachioed, bespectacled whirlwind of a man invented modern selling.

The sales-training manual, canned presentation, protected territory, and quota system are all products of Patterson’s fertile mind. So are sales meetings, direct mail, testimonials, industrial advertising, and publicity.

So numerous were his contributions during his tenure