TY  - BOOK
AU  - Deery, Steve
TI  - How customers like to buy
SN  - 9788189975227
U1  - 658.8342 
PY  - 2007///
CY  - Chennai
PB  - Westland Publications
KW  - Consumer behavior
KW  - Selling
KW  - Customer relations
KW  - Customer loyalty
N2  - 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
ER  -