HIGH FINANCE: A Selling Fool

Nobody in Denver ever saw a salesman who could match bluff Fred Ward, 43, a 200-lb. slicker who "could talk a mole out of his hole." He blew into town in 1939, soon landed a job selling Dodges. In two years, he was selling more Dodges than anybody else in the region, set up his own business, Fred Ward Inc., and started selling Hudsons. Soon he was distributor for Colorado, Wyoming, New Mexico and Nebraska.

Hudson, which gets about 2% of all U.S. auto sales, found itself getting 14% of all sales in...

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