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How customers like to buy

By: Material type: TextTextPublication details: Chennai Westland Publications 2007Description: 164 pISBN:
  • 9788189975227
Subject(s): DDC classification:
  • 658.8342 D3H6
Summary: This important new book takes a careful and detailed look at the personality types of buyers and the way the professional sales person needs to be aware of these when trying to make a sale. if an sale does not occur, the problem lies either with the seller or the buyer. Knowing about the buyer is vital. This book examines the gap between those who could buy and those who actually do buy, especially from the point of view of the personality type of the buyers. Steve Deery identifies for main type, the analytical, driver amiable and expressive personalities and show how the astute salesperson can capitalize on this knowledge and operate accordingly, thereby greatly increasing the possibilities of a sale. The same characteristics can apply to the sellers and the book looks at the possible interactions, successes and failures of mis-matching types and personalities.
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Item type Current library Item location Shelving location Call number Status Date due Barcode
Books Vikram Sarabhai Library Rack 40-A / Slot 2280 (2nd Floor, East Wing) General Stacks 658.8342 D3H6 (Browse shelf(Opens below)) Available 166675

This important new book takes a careful and detailed look at the personality types of buyers and the way the professional sales person needs to be aware of these when trying to make a sale. if an sale does not occur, the problem lies either with the seller or the buyer. Knowing about the buyer is vital. This book examines the gap between those who could buy and those who actually do buy, especially from the point of view of the personality type of the buyers. Steve Deery identifies for main type, the analytical, driver amiable and expressive personalities and show how the astute salesperson can capitalize on this knowledge and operate accordingly, thereby greatly increasing the possibilities of a sale. The same characteristics can apply to the sellers and the book looks at the possible interactions, successes and failures of mis-matching types and personalities.

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