Table of Contents

Michael P. Ford
Jul 7, 2020 · 3 min read

Preface: the K-Function

PART I BEFORE

Chapter 1 The Soul of Business

Chapter 2 Getting to be International

PART II DURING

Chapter 3 Accounting: The Controller

Chapter 4 Parts: The Self-Controlled

Chapter 5 Service: The Controllable

Chapter 6 Wholegoods: The Uncontrollable

PART III AFTER

Chapter 7 The Global Economy of the Firm

Chapter 8 Red, White & the Blues

ANALYTIC TABLE OF CONTENTS

Preface: The K-function

Epigraph

0.1 The Pitch; or, A Throw of the Dice

0.11 The People are Missing

0.12 The Biggest Problem

0.13 Colossal Statuary

0.14 The “New” Deal

0.2 Learning the Family Business

0.21 Quantifying Lives (Jean Lave)

0.22 The Shaman’s Apprentice (William F. Hanks)

0.23 A Totality of Fragments (Allan Pred)

0.3 Salesmanism

0.31 Becoming-Deleuzian

0.32 A Theater of Humor and Faith

0.33 Music to Our Ears

PART I BEFORE

Chapter 1: The Soul of Business

Epigraph

1.1 Introduction

1.11 The Secret to a Full Life

1.12 Love Somebody

1.2 Prospecting

1.21 The Brochure

1.22 The Walk Around

1.23 The Organization Chart

1.24 The Value Chain

1.3 The Field of Participation

1.31 Ascent toward the Absolute

1.311 Cognitive Ethnography

1.312 Ethology

1.313 Topology

1.32 Mapping the Field

1.321 Working Relations

1.322 The Learning Curriculum

1.323 Region of Copresence

1.33 The Path of Destruction; or, K’s Great Escape

1.331 Apparatus of Capture

1.332 Line of Flight

1.333 Becoming-Equal

1.4 Conclusion

Chapter 2: Getting to be International

2.1 Introduction

2.2 The Rise, Fall and Overhaul of International

2.21 Cyrus’s Reaper and Trusted Relations

2.22 Throwing the Dice

2.23 The Big Egg and the Incubator

2.3 The International Dealer Candidate

2.31 Financial Capability

2.32 Industry Knowledge and Organizational Skills

2.33 Customer Focus and Asset Management

2.34 Growth Commitment

2.4 I-10 International Trucks, Inc.

2.41 The Mucros Family

2.42 Mother’s Still a Stockholder

2.43 A Joint Mission

2.44 The Family Business

2.5 Conclusion

PART II DURING

Chapter 3: Accounting: the Controller

3.1 Introduction

3.2 Ambushed

3.3 Results, Not Perfection

3.31 Company Funds

3.32 Records

3.33 Assets

3.34 Profit

3.4 Form of the Apprentice

3.5 Conclusion

Chapter 4: Parts: the Self-Controlled

4.1 Introduction

4.2 K.I.S.S.

4.3 Attitude is Everything

4.31 The Parts Manager’s Office

4.32 Front and Back Counters

4.33 Uptime and Downtime

4.34 Inside and Outside

4.4 Form of the Master-Apprentice

4.5 Conclusion

Chapter 5: Service: the Controllable

5.1 Introduction

5.2 Three-Step Man

5.3 Lead, Follow or Get Out of the Way

5.31 Writers and Clerks

5.32 Maintenance Techs and Foreman

5.33 Mechanics and Managers

5.34 Journeymen and Directors

5.4 Form of the Master

5.5 Conclusion

Chapter 6: Wholegoods: the Uncontrollable

6.1 Introduction

6.2 K’s Dealership

6.3 The Value Circle

6.31 Cold Calling; or, Family

6.32 Lead Qualifying; or A.O.R.

6.33 Demonstrating; or O.E.M.

6.44 Closing; or, Franchise Rights

6.4 Form of the Whole Person

6.5 Conclusion

PART III AFTER

Chapter 7: The Global Economy of the Firm

7.1 Introduction

7.2 Thank you

7.3 Where’s R&D?

7.4 Global Economics

7.41 The Fragments of Athena

7.42 Pigs and Sausages

7.43 Patience-Work

7.5 An Ethical Vision of the World

7.51 The Firm

7.52 The Infirm

7.53 The Flexibly Rigid

7.6 Conclusion

Chapter 8: Red, White and the Blues

8.1 Introduction

8.2 Two-Step Man

8.3 Amerika and the Kosmos

8.31 Historical Fascism and Post-Fascist America

8.32 A Theatre of Humor and Faith

8.33 Introduction to the Non-Fascist Life

8.4 From the Social to the Vital

8.41 Work

8.42 Study

8.43 Play

8.5 The Empty Square

8.6 Conclusion

SALESMANISM

INTRODUCTION TO THE NON-FASCIST LIFE

Michael P. Ford

Written by

Public Servant, Independent Scholar & Social Entrepreneur

SALESMANISM

Using the representational strategy most congruent with its subject matter ― Plato’s “likely story” ― Salesmanism is the first of a two-volume publishing program that answers Albert Lautman’s call by attempting to “remake the Timaeus”.

Michael P. Ford

Written by

Public Servant, Independent Scholar & Social Entrepreneur

SALESMANISM

Using the representational strategy most congruent with its subject matter ― Plato’s “likely story” ― Salesmanism is the first of a two-volume publishing program that answers Albert Lautman’s call by attempting to “remake the Timaeus”.

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