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He trained life insurance salespeople and wrote the book The Psychology of Selling Life Insurance. [10] In 1923, he became a full-time faculty member at Stanford University, where he remained for the rest of his career. [1] During his academic career, he chaired approximately 58 dissertation, contributed 46 journal articles, and wrote 6 books. [1]
Tracy is the chairman and chief executive officer (CEO) of Brian Tracy International, a company Tracy founded in 1984 in Vancouver, British Columbia. [6] The company provides counseling on leadership, selling, self-esteem, goals, strategy, creativity, and success psychology.
Since 1925 when The Psychology of Selling and Advertising by Edward K. Strong, Jr. was published, it became commonplace to attribute the authorship of the AIDA model to Lewis. According to Strong, Lewis formulated the slogan attract attention, maintain interest, create desire in 1898, adding later the fourth term get action. [31]
The book was published on November 10, 2011 by Portfolio/Penguin. [1] In the text, the book argues that relationship-building is no longer the best sales method. To sell complex, large-scale business-to-business solutions, customers are changing how they buy so sales people must change how they sell.
SPIN Selling has since gone on to be recognised as one of New York Times business bestsellers. In its list of the “Top 10 ‘How To Sell’ Books of All Time,” in 2013 Inc. magazine ranked SPIN®Selling No. 1, writing: ″Finally, this is the book that turned selling from an art into a science.
Bhattacharya, Holden, and Jacobsen (2011) examined the left-digit effect in stock market transactions. They found that there was excess buying at just-below prices ($1.99) versus round numbers ($2.00) right above them. This discrepancy in buy-sell can lead to significant changes in 24-hour returns that can meaningfully impact markets. [15]
Denis E. Waitley (born 1933), is an American motivational speaker, writer and consultant. [1] He has been recognized as the best-selling author of the audio series, The Psychology of Winning and books such as Seeds of Greatness and The Winner's Edge. [2]
The Art of the Sale - Learning From The Masters About The Business Of Life is a non-fiction book by the author and journalist Philip Delves Broughton. He also authored the bestseller Ahead of the Curve. The book was published by Penguin Press in 2012. It analyses the role of persuasion in everyday life and the qualities of effective salespeople.
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