Effective Selling Through Psychology: Dimensional Sales and Sales Management Strategies

By V.R. Buzzotta and V.R. Ph.D. / R.E. LEFTON Ph.D. / MANUEL SHERBERG BUZZOTTA

Guide to effective selling through understanding the psychology of selling This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 047112902X
• ISBN13: 9780471129028
• Release Date: January 1972
• Publisher: John Wiley & Sons
• Length: 387 Pages
• Weight: 1.60 lbs.

Customer Reviews

Best Sales Book of them all since 1982

Ever wonder why the guy sitting in front of you does something? Are you a sales manager and wonder how you should move your people to a more effective approach and higher earnings? Why does that #1 aggressive salesman leave after a couple of years or less-how can you help him stay and get all the sales instead of just the low hanging fruit and find repeat business? This book explains the buyers and the sellers in an easy to understand matrix and suggests how the complete professional salesman (person) acts with each type of customer. This will make a better organization or company and a better sales force. Once you read this you will never look back and all of the "methods de-jour" will go stupid on you. Have fun.

A must-read for any sales person or sales manager

Based on the most effective method for inter-personal communication, the Dimensional Model, this text is a must-read for anyone in sales.

Excellent Resource for Sales Professionals

The authors of this book present a common sense appraoch to better understanding the importance of interpersonal skills. I highly reccomend this book for any sales professional who desires to improve or enhance his or her relationships with prospective or current clients.