accountants
acquisitions
action plan
advertising
buyer/seller battle and
on truck tops
Advertising Age (magazine)
advice
from experts
parental
air-traffic controllers’ strike
Alcoholics Anonymous
All the King’s Men (Warren)
American Business Conference
American League Pennant
America’s Cup
Anderson, Arthur
Anderson, C. Elmer
Anderson, I. C.
annual reports
appearance, importance of
assistant, as information source
Associated Press
AT&T
ATM machine
audiencey
winning of
See also speechmaking
automation
automobiles. See cars
bad memory
bad news, flow of
Bailey, Greg
Bailey, Jerry
Baltimore Colts (football)
bank
as information source
inside/outside roles
negotiation with
time management and
Bank One
Bannister, Roger
Barker-Karpis gang
bars
baseball
basketball
Bassett, John
Baxter, Ted (TV sitcom character)
beating the odds
Beethoven, Ludwig van
belief in self
Berra, Yogi
Berry, Halle
beverage business
BG. See Billy Graham organization
bill-paying
Billy Graham organization
birthday celebration
Blackberry
Blanchard, Ken
bonuses
boredom
bowling
Bradlee’s
Bremer, Edward
British Open
Brown, John Y.
Bubar, Ron
Bureau of Labor Statistics, U.S.
burning bridges
Bush, George W.
business background
business clubs
business library
business success
business world changes and
communication and
competitors and
Mr. Inside/Mr. Outside rule and
parental advice about
personality and
See also entrepreneurs; Mackay 66; management; salesmanship
Business Week (magazine)
buyer
battle of seller with
creating condition for
hiring employee as
See also customer
buying way out
Byrnes, James F.
Caldor
Caldwell, Philip
“Calling Mr. Otis” (sales scam)
Campbell’s
Canadian Football League
Carlson, Curt
Carlson Companies
Carlson Hospitality Worldwide
cars
middle-priced vs. ostentatious
selling scam and
time management in
Carson, Johnny
Carter, Billy
Carter, Jimmy
cash, advantage of
accounting of
Castro, Fidel
Caterpillar-UAW strike
CD player, car
CD-ROM
celebrities, talking with
cell phone
CEO
conducting job interview by
databases and
details and
as own hatchet man
chair discipline technique
change
belief in
keeping pace with
Chicago Cubs (baseball)
children, business advice for
China
Christmas bonus
Chuckles the Clown (TV sitcom character)
Churchill, Winston
civic involvement
Clancy, Gil
Clausewitz, Carl von
clipping services
clone negotiations
club membership
Coca-Cola
cold calls
colleague, as information source
commercial mailings
communication
of bad news
business success and
with celebrities
international
listening and
via telephone
Compaq
competitive edge
competitors
acid test for hiring and
action plan against
focusing on weakness of
knowing about
new approach to
overestimation of
profile of
compliments
computers
necessity of literacy in
product development and
See also Internet
concentration, success and
confidentiality
Connor, Dennis
consumerism
contract
honesty and
written terms of
conventions
country clubs
courtesy
creativity
efficiency vs.
freedom for productivity and
simultaneous new ideas and
criticism, ability to shed
customer
buyer/seller battle and
buying way out with
communication from
creating demand from
creating network of
day-to-day details and
easiest-selling
entertaining of
family facts of
feedback from
information on prospective
as information source
knowledge of
learning from
learning names of
needs of
note-writing to
personality of
phoning ahead to
66-question profile of
special interests of
time management and
as tough prospect
treatment of
unhappy
databases
on competitor
confidentiality of
customer profile collection and
importance of
as internal
security of
storage of
updating of
Dayton, Don
Dayton Hudson
deal-making
ability to walk away and
See also negotiation
Dean, Howard
decisions
emotions and
expert forecasts and
hatchet man for unpopular
defensive weapons, buyer’s
delaying technique, negotiation
Dell
demand, creating illusion of
detail, attention to
determination
elements of
examples of
Detroit News (newspaper)
Dillinger, John
Dimon, Jamie
direct-mail marketing
Dirksen, Everett
Douglas, Kirk
Douglas, Michael
Duell, Charles
Duluth News Tribune (newspaper)
Dun & Bradstreet
eagerness, negotiating signs of
earnings
bonuses and
share in company and
eBay
Economist (magazine)
Edsel (car)
educational background
efficiency
creativity vs.
ego
egocentricity bias
Einstein, Albert
Eisenhower, Dwight D.
Eleven Ways to Win Your Audience
commercial mailings and
time management and
emotion, decision-making and
employees
backup by
CEO as hatchet man and
changes in
chewing out of
communication from
creativity fostering in
experience and
feedback from
firing of
hiring of
learning and changing by
lifetime job changes of
morale-boosting of
note-writing to
over- and underpayment of
reputation of delivering by
tradition-setting for
treatment of
unionization and
See also job; salesperson
enemies, forgiving/forgetting of
entertaining
entrepreneurs
boredom and
control and
day-to-day operations and
detail and
employee creative freedom and
employee treatment and
hatchet men and
listening by
peak performance and
professional skills needed by
self-confidence of
shares in company and
See also CEO; management
envelope industry
future of
See also Mackay Envelope Company
e-reading
exclusivity
experts
fair-mindedness
Fallon, Pat
Fallon Worldwide
family
business advice and
interview of employee in setting of
knowing facts about customer’s
parental success and
fantasizing
feedback, customer and employee
financial success
firing
anticipation of
first-class air travel
first job, overpayment for
Fitch, Bill
flexibility, job market and
follow-up interviews
Fong, Hiram
football
coaching details and
Forbes (magazine)
Ford, Henry
Ford Motor Company
forecasts
foreign language
Fortune (magazine)
four-minute mile
four P’s of marketing (old approach)
Frankl, Victor
front-runners
frozen foods
future, predictions of
Gaedel, Eddie
Gates, Bill
Geneen, Harold
General Mills
General Motors
domination by
hiring by
generational success
genius, messiness and
Gerstner, Lou
Ghermezian brothers
Glassman, James K.
Glucksman, Lew
goal-setting
belief in self and
fantasizing and
peak performers and
role models and
success and
Godfather, The (Puzo)
gold
golf
good ideas
Gophers (college football)
Graham, Billy
Grant, Bud
Grant, John
gratitude
Greenwald, Anthony
Griffith, Calvin
Griffith, Clark
grudges
Gustafson, Thane
Halberstam, David
Hamm, William
handwritten notes
Hankins, Leonard
hard work
hatchet man
CEO as own
hiring
acid test in
screening and
ten-step process in
Hitler, Adolf
Holiday Inns
Holtz, Lou
home life, employee prospect and
Honda
honesty
Hoover, J. Edgar
Hoover’s
Hormel meatpackers’ strike
hotel price negotiation
house
selling of
spending on
Howard Johnson’s
Hubert H. Humphrey Metrodome
human survival
humility
Humphrey, Hubert
Iacocca, Lee
IBL. See International Basketball League
IBM
ideas
plurality of good
speech to sell
“I’ll Take Care of It,” importance of saying
industrial psychologist
information sources
customer/employee feedback and
instincts vs.
on prospective customer
See also databases; Internet
inside person, outside person vs.
inspection clause, negotiation and
instincts
expert forecasts vs.
information vs.
intelligence, unpopular decisions and
intelligence gathering
Intelligent Quisine (IQ) (Campbell’s concept)
internal database. See databases
International Basketball League
international relations
Internet
data search tips for
envelope industry and
as information source
price negotiation on
interview, job
applicant’s appreciative letter following
in home setting
over telephone
intrapreneurship
investment banking
investment lures, cautions about
Jackson, Andrew
Japan
competition and
goal-setting and
labor relations in
Jeno’s Pizza Rolls
job
advice to young people about
business climate changes and
first
hiring process and
learning/changing from
losing of
negotiation for
over- and underpayment for
peak performers and
quickie success tips for
time management and
See also employees; salesperson
Johnson, Lyndon
Johnson, Sam
Joshi, Sangita
Karpis, Alvin (“Creepy”)
Kerry, John
kids, business advice for
Kleindienst, Richard
Kmart
Knight, Bob
Knight, Ted
knowledge
about competitor
about customer
Komatsu Corporation
labor relations
competitor’s problems with
Japanese approach to
management and
negotiations and
language use
last-minute ultimatums
lateness, as negotiation ploy
Latham & Watkins
Law of Large Numbers
lawsuit settlement
lawyers
Leacock, Stephen
leadership
attention to details and
creative freedom and
hatchet men and
succession and
winners and
learning, on-job
Lehman Brothers
Leno, Jay
letters
of recommendation
of thanks
See also note-writing
life, meaning of
lifestyle
of customers
ostentation and
Limited Brands
listening
Lives of the Great Composers, The (Schonberg)
Lodge, John
Lombardi, Vince
Long, Huey
long-range plans
Los Angeles Rams (football)
Luigino’s
Mackay, Jack
Mackay Envelope Company
cash use by
employee shares in
employee traditions of
hiring practices of
labor relations and
salesperson’s earnings and
12 P’s Competitive Profile
Mackay (customer profile)
example of
memorizing personal information and
purpose of
security of
sources of
success stories and
as weapon in buyer/seller battle
winning of audience and
mailings
Maister, David
Mall of America (Minn.)
management
bad news flow and
boredom and
chair discipline technique and
Christmas bonus and
competitor knowledge and
creative freedom and
customer treatment and
day-to-day details and
efficiency vs. creativity and
employee firings and
employee recognition and
employee treatment and
envelope industry and
experts and
forgiving enemies and
genius vs. messiness and
hatchet men and
hiring approaches by
inside and outside roles in
job loss and
keeping pace by
labor relations and
leadership and
learning encouragement by
listening to others by marketing and
Mr. Inside/Mr. Outside roles and
problem-solving by
prompt payment by
shares in company and
single greatest mistake by
spontaneous fun and
stubbornness and
successor choice and
teaching and
12 P’s Competitive Profile and
unpopular decisions and
winner-spotting by
working hard by
marketing
demand creation and
first order vs. reorders and
lessons in
old vs. new approach to
planning of
market research
Martin, Billy
Mary Tyler Moore Show, The (television program)
master, professional
Masters golf title
Matsushita Electric
May, Karl
McGovern, George
McGraw-Hill
McKinsey & Company
McLuhan, Marshall
meaning of life
media, as information source
memory
mentors
mergers
messiness
Metrodome
Microsoft
core values of
Millikan, Robert
Minneapolis. See Twin Cities
Minneapolis–St. Paul Airport
Minnesota
See also Twin Cities
Minnesota Color Envelope Company
Minnesota Gophers (college football)
Minnesota Twins (baseball)
Minnesota Vikings (football)
Mitchell, Scott
Molotov, Vyacheslav
Mondale, Walter
Montgomery Ward
morale
Mr. Inside/Mr. Outside rule
Murphy, Gabe
musical performance
names, remembering
National Football League
negotiation
with banks
buyer/seller battle in
“Calling Mr. Otis” scam and
deal-making advantages in
delaying technique and
emotion and
honesty and
for hotel reservations
inspection clause and
investment lures and
masked signs of eagerness and
ringer use in
saying “no” and
slow-pay practices and
union strike examples of
walking away from table in
written agreements and
Nelson, Marilyn Carlson
networking
of customers
first-class air travel as means of
knowledge of foreign language as means of
new business
new ideas
newly rich
newspapers
New York Times (newspaper)
New York Times Magazine,
New York Yankees (baseball)
niches
Nixon, Donald
Nixon, Richard
no, ability to say
note-writing
objectives
obsolescence, planned
offensive weapons, seller’s
old-timers
listening to
Olson, Floyd
Olympic Games
$100 bills
One Minute Manager, The (Blanchard)
optimism
ostentation
outcomes, prediction of
outside person, inside person vs.
outsourcing
overestimation
“Pall Mall Big Story Award,”
parental advice
parents, successful
parking space, company
partnerships
Patent Office, U.S.
Patton, George
Paulucci, Jeno
payment, promptness of
PDA/recorder
peak performers
Pepsi-Cola
performance
peak vs. routine
perfect practice and
personal standards of
persistence
personal assistant, as information source
personal information. See Mackay
personality
on telephone
understanding customer’s
personal networking. See networking
personal recognition
pessimism
Peterson, Pete
Phillips, Jay
phone use
Pincay, Laffit
planned obsolescence
Player, Gary
pocket dictating unit
Pohlad, Carl
position papers
practice predictions
prejudice
presidents, U.S.
pressure
pricing
by competitor
labor relations and
negotiations and
seller’s hidden
pride
privacy, internal data base and
private clubs
problem
admitting of
buying way out of
product cycles
product development
risk-taking and
withdrawals and
productivity, creativity and
projecting, goals and
prompt payment
property
public relations
Puzo, Mario
questionnaires, competitive profile
quickie tips
Radisson Hotels
Rand Corporation
Rapid American Corporation
reading plan
Reagan, Ronald
real-estate deals
receptionist
as information source
screening and hiring of
Reckoning, The (Halberstam)
recognition
references, job
reliability
reorders
Republican Party
reputation
knowledge of competitor’s
overestimation of
research
reservations, hotel
respect
restaurant, business entertaining in
restlessness
résumés
retail chains
retail networking
revenge
Riklis, Meshulam
ringer
risk-taking
Rogers, Will
role models
Roosevelt, Franklin D.
Rosenbloom, Carroll
Rubinstein, Artur
rules
Rumsfeld, Donald
Ruth, Babe
St. Louis Browns (baseball)
St. Paul. See Twin Cities
St. Paul Open
St. Paul Saints (baseball)
salesmanship
belief in self and
buyer/seller battle and
fantasizing and
first-class air travel and
goal-setting and
personality and
private clubs and
reorders and
ringer use and
role models and
scams and
speechmaking as
supply and demand and
thank-you notes and
time and
tough prospects and
truck-top advertising and
See also customer; negotiation
salesperson
belief in self of
buyer/seller battle and
car business scam by
cash advantages for
confidant persona of
customer awareness of
customer’s personal information and
low-profile of
marketing and
mark of great
morale-booster practices for
personality and
quickie tips for
real price of
screening and hiring of
thank-you notes from
time use by
Saturn automobile plant
saying “I’ll take care of it,”
saying “no,”
scams, selling
Schonberg, Harold C.
screening and
secretaries
self-belief
self-confidence
self-discipline
self-esteem
self-importance
self-made man
seller/buyer battle.
See also salesmanship; salesperson
selling price
service
shares, company
Shoemaker, Willie
66-question customer profile. See Mackay
Sloan, Alfred
slow-pay practices soft data
Soviet Union
speech. See language use
speechmaking
Eleven Ways to Win Your Audience and
speech try-outs and
spontaneity
sports
practice and
See also specific sports
Stassen, Harold
Steckel, Les
Steinbrenner, George
strategic plan. See action plan
strikes
stubbornness
substitute, negotiating
success
concentration and
determination and
goal-setting and
gratitude and
of parent
speechmaking tips for
successor, choice of
superachievers
supplier
as information source
treatment of
supply and demand
beating law of
establishing worth and
Symonds, Gardner
“Take a Multimillionaire to Lunch Club,”
Target
teaching
technology
telephone
customer calls and
personality conveyed by
Tenneco Automotive
T.G.I. Friday’s
thank-you notes
THINK motto
time
goal-setting and
management of
negotiation and
salesperson’s use of
wasting of
timing
Toronto Argonauts (football)
tough prospects
Toyota
traditions, employer/employee
travel
hotel price negotiation
rationale for first-class
travel agents
Tremont, Baron de
truck-top advertising
Truman, Harry S
Trump, Donald
TRW (automotive company)
tuition paying
12 P’s Competitive Profile
Twin Cities, Minn.
sports stadium and
UAW-Caterpillar strike
Ueberroth, Peter
Ulrich, Bob
ultimatums
unhappy customer
unionization
strike settlements and
University of Minnesota
basketball program
bowling championship
football team
University of Notre Dame
unpopular decisions
USA Today (newspaper)
U.S. Navy Officer’s Manual,
Van Buren, Martin
Vander Zanden, Inc.
Veeck, Bill
Veeck as in Wreck (Veeck)
Victoria’s Secret
Vietnam War
Wagner, Robert (RJ)
walking away (negotiating table)
Wall Street Journal (newspaper)
Wal-Mart
war, buyer/seller
wariness
Warner, Harry
Warner Brothers
Warren, Robert Penn
Washington Senators (baseball)
Watson, Thomas J.
weak competitor
wealth
beauty of cash and
ego and
ostentation and
satisfaction with
Web. See Internet
Wells Fargo
West Edmonton Mall (Alberta)
Westmoreland, William
Wexner, Leslie H.
Whitman, Meg
Whitman, Walt
Whitney, Wheelock
wholesale networking
Wilkinson, Bud
Wilson, George
Wilson, Kemmons
Windows 98 (operating system)
winners
Woolworth
“word dinks,”
work. See also job
workaholics
WorldCom
World Series
World Wide Web. See Internet
worth, establishment of
writing
of facts about customers
of items to remember
of negotiation agreements
of notes to customers
of predictions
W.T. Grant
Young Presidents’ Organization (YPO)
Zadora, Pia
Zayre