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Author : Edward Kellogg Strong
Publisher : Unknown
Page : 488 pages
File Size : 40,6 Mb
Release : 1925
Category : Advertising
ISBN : UOM:39015021085074
Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 51,9 Mb
Release : 2006-06-20
Category : Selling
ISBN : 9780785288060
Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
Author : Henry C. Link
Publisher : Unknown
Page : 293 pages
File Size : 55,8 Mb
Release : 1938
Category : Electronic
ISBN : OCLC:611073329
Author : Henry Charles Link
Publisher : Unknown
Page : 330 pages
File Size : 41,5 Mb
Release : 1932
Category : Advertising
ISBN : IND:32000003487404
Above all, the methods given are such as will stand analysis not only by experienced sales managers and advertisers, but by the competent psychologist of the modern school. Instead of following the traditional titles or classifications in the field of selling and marketing, represented by methods of selling that differ mechanically, the logic of this book is based entirely on the theme, discovering and measuring consumer demand. Its material is presented, therefore, in terms of the five major channels through which contacts with consumers are established, namely: Salesmen, Retailers and Dealers, Sales Compilations, Market Surveys, and Advertising. All of the chapters fall under one of these headings and the methods described deal with the use of these contacts as a means of increasing sales, planning sales, and predicting the sales of new products.
Author : Brian Tracy
Publisher : Netlingo, Incorporated
Page : 128 pages
File Size : 40,6 Mb
Release : 1988-08-01
Category : Electronic
ISBN : 1555252427
The author explains what makes products and services sell and what techniques the listener can use to actually increase his or her volume of sales with more than 50 practical tips.
Author : Henry C. Link
Publisher : Unknown
Page : 128 pages
File Size : 51,7 Mb
Release : 1934
Category : Electronic
ISBN : OCLC:184884420
Author : Bob M. Fennis,Wolfgang Stroebe
Publisher : Psychology Press
Page : 451 pages
File Size : 55,9 Mb
Release : 2015-12-22
Category : Psychology
ISBN : 9781317398950
Advertising is a ubiquitous and powerful force, seducing us into buying wanted and sometimes unwanted products and services, donating to charitable causes, voting for political candidates, and changing our health-related lifestyles for better or worse. The impact of advertising is often subtle and implicit, but sometimes blatant and impossible to overlook. This revised and fully updated new edition of The Psychology of Advertising offers a comprehensive and state-of-the-art overview of the psychological findings on the impact of advertising, and discusses the research in the context of recent developments in the fields of social and consumer psychology. Key questions covered in the volume include: What impact does advertising have on consumer behavior? What causes this impact? What are the psychological processes responsible for the effectiveness of advertising? How do consumers make sense of advertising messages? Which messages "get across" successfully and when, and why? How do new online and digital technologies affect consumer judgement and choice? Engagingly written, and including a comprehensive glossary of frequently used concepts, The Psychology of Advertising is a unique and invaluable resource for advanced undergraduate and graduate students, and for researchers and lecturers in social psychology, marketing, and communications. It is also a valuable guide for professionals working in advertising, public health, public services and political communication.
Author : Harry Dexter Kitson
Publisher : Unknown
Page : 232 pages
File Size : 40,5 Mb
Release : 1921
Category : Psychology, Applied
ISBN : STANFORD:36105004936691
Author : David Hoffeld
Publisher : Penguin
Page : 288 pages
File Size : 50,9 Mb
Release : 2016-11-15
Category : Business & Economics
ISBN : 9781101993187
The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
Author : Gerhard Raab,G. Jason Goddard,Alexander Unger
Publisher : CRC Press
Page : 412 pages
File Size : 49,9 Mb
Release : 2016-02-24
Category : Business & Economics
ISBN : 9781317018704
This comprehensive guide to both the theory and application of psychology to marketing comes from the author team that produced the acclaimed Customer Relationship Management. It will be of immeasurable help to marketing executives and higher level students of marketing needing an advanced understanding of the applied science of psychology and how it bears on consumers; on influencing; and on the effective marketing of organizations themselves, as well as of products and services. Drawing on consumer, management, industrial, organizational, and market psychology, The Psychology of Marketing's in-depth treatment of theory embraces: ¢ Cognition theories. ¢ Personality, perception and memory. ¢ Motivation and emotion. ¢ Power, control, and exchange. Complemented by case studies from across the globe, The Psychology of Marketing provides a trans-national perspective on how the theory revealed here is applied in practice. Marketers and those aspiring to be marketers will find this book an invaluable help in their role as 'lay psychologists'.
Author : Joe Vitale
Publisher : John Wiley & Sons
Page : 208 pages
File Size : 48,9 Mb
Release : 2011-01-06
Category : Business & Economics
ISBN : 9781118039076
Praise for Buying Trances "The genius of Joe Vitale has never shone brighter. This thoroughly documented and easy-to-read book is the first of its kind. Vitale gives you the keys to their minds. All you have to do is turn the keys. They said 'yes' to you long before you said a word and they were begging to buy from you shortly after you uttered your first sentence. Buying Trances is an exciting ride to the edge of the mind. His finest work to date." -Kevin Hogan, author, The Psychology of Persuasion and Covert Hypnosis "This book maps marketing's final frontier-the customer's mind-and exposes the buying trance. Frankly, this may be the smartest marketing book ever written." -Dave Lakhani, coauthor, Persuasion: The Art of Getting What You Want "As with all of Vitale's books, there are magical secrets chucked out like a mad Vegas poker dealer on every page. Not only will you learn to put people into buying trances with this book, the act of reading it will put you in a trance and force you to master it." -Mark Joyner, #1 bestselling author, The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less "Vitale's expertise in hypnotic marketing combined with his extensive research challenges the reader on many different levels. He forces you to delve deeper into the benefits of creating a buying atmosphere and a trance-like desire on the part of your prospect. I found this an absolutelyfascinating book." -Joseph Sugarman, President, BluBlocker Corporation "Buying Trances is not your run-of-the-mill marketing book. It's an exceptionally well-written, well thought out, high-level work that gives the reader unique insights into how to capture a prospect's attention. Cutting-edge stuff that is a must for every serious marketer to absorb and implement." -Robert Ringer, author, To Be or Not to Be Intimidated?: That Is the Question "Vitale's understanding of how and why people think and act like they do is remarkable. Byunscrambling complex ideas and explaining them in simple language, he reveals how to fashion messages that will turn people into compulsive buyers of our products and services. Now we can take control and create the buying trance. It's a totally refreshing and very effective approach to hugely profitable sales and marketing!" -Winston Marsh, veteran Australian marketer
Author : Harry Dexter Kitson
Publisher : Unknown
Page : 126 pages
File Size : 51,6 Mb
Release : 1920
Category : Advertising
ISBN : WISC:89097408041
Author : David Priemer
Publisher : Page Two
Page : 0 pages
File Size : 52,8 Mb
Release : 2020-04-07
Category : Business & Economics
ISBN : 9781989603208
While a Vice President at Salesforce, David Priemer had an epiphany during one of the company's high-pressure selling periods: the very sales tactics they were using were not working on him. Yes, the numbers still showed results, but through brute force rather than elegance and efficiency. Priemer also discovered that his sales colleagues were spending far more time on leads that did not convert to sales than on those that did. His company--and his entire profession--was acting with more than enough gusto, but without enough awareness and empathy. They were not selling the way they buy. Sell the Way You Buy is about much more than putting yourself in the customer's shoes. Customers don't always know what they want or need, or they may be seeking a solution for something that isn't their core problem. They suffer from status quo bias, from recency bias, from confirmation bias. And meanwhile, the state of overwhelming choice has most products and solution providers adrift in the "Sea of Sameness." In today's world, almost everyone is in sales, but as Priemer realized, we don't teach it. Sell the Way You Buy will show you how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers (how to talk to people). Priemer reveals scientifically supported methods to understand the customer, identify their needs, and move them toward the right solution--all the while teaching you to avoid all the reasons why the average person doesn't like salespeople. In short, to sell the way you buy.
Author : Nancy Martini
Publisher : John Wiley & Sons
Page : 199 pages
File Size : 43,6 Mb
Release : 2012-03-22
Category : Business & Economics
ISBN : 9781118239605
Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it. Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment. Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to: Predictably improve sales results. Attract and retain top sales performers. Sharply decrease employee turnover. Spend sales training dollars more wisely. Better target sales coaching efforts. Move into consultative selling more quickly. And much more. Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries.
Author : Sabri Suby
Publisher : Unknown
Page : 128 pages
File Size : 47,9 Mb
Release : 2019-01-30
Category : Electronic
ISBN : 064845990X
In this groundbreaking book, Sabri Suby, the founder of Australia's #1 fastest growing digital marketing agency, reveals his exclusive step-by-step formula for growing the sales of any business, in any market or niche! The 8 phase 'secret selling system' detailed in this book has been deployed in over 167 industries and is responsible for generating over $400 million dollars in sales. This isn't like any business or marketing book you've ever read. There's no fluff or filler - just battle-hardened tactics that are working right now to rapidly grow sales. Use these timeless principles to rapidly and dramatically grow the sales for your business and crush your competition into a fine powder.