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Original Essays | September 17, 2014

Merritt Tierce: IMG Has My Husband Read It?



My first novel, Love Me Back, was published on September 16. Writing the book took seven years, and along the way three chapters were published in... Continue »
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    Love Me Back

    Merritt Tierce 9780385538077

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Why People Don't Buy Things

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Why People Don't Buy Things Cover

 

Synopses & Reviews

Publisher Comments:

Selling can be a science as well as an art, and offering the right product at the right price is only the starting point. The authors explore the thought processes potential buyers go through every time they consider making a purchase. This guide offers a systematic approach to understanding customers' motivations and tailoring the entire sales strategy to fit the customers' buying path. By teaching salespeople how to recognize different buying profiles, this book offers strategies and tactics to break out of non-productive patterns, forge new relationships, and turn promising prospects into repeat customers.

Synopsis:

Based on twenty-five years of research and practice, and featuring dozens of case examples, Why People Don't Buy Things offers a systematic approach to understanding customers' motivations and tailoring the entire sales strategy to fit the customer's buying profile.

Product Details

ISBN:
9780738201573
Author:
Washburn, Harry
Author:
Wallace, Kim
Publisher:
Basic Books (AZ)
Subject:
Marketing - General
Subject:
Sales & Selling - Techniques
Subject:
Selling
Subject:
Advertising & Promotion
Subject:
Customer services
Subject:
Business;Marketing
Subject:
General Business & Economics
Copyright:
Edition Description:
Trade Paper
Publication Date:
20000131
Binding:
TRADE PAPER
Language:
English
Illustrations:
Y
Pages:
208
Dimensions:
9 x 6 in 10.5 oz

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Related Subjects

Business » Advertising
Business » Customer Service
Business » General
Business » Management
Business » Marketing
Business » Sales

Why People Don't Buy Things New Trade Paper
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$15.95 In Stock
Product details 208 pages Perseus Books Group - English 9780738201573 Reviews:
"Synopsis" by , Based on twenty-five years of research and practice, and featuring dozens of case examples, Why People Don't Buy Things offers a systematic approach to understanding customers' motivations and tailoring the entire sales strategy to fit the customer's buying profile.
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