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The average man or woman, even if engaged in selling goods, has but the faintest idea of the real nature of the mental processes involved in a sales t .... Read More
The average man or woman, even if engaged in selling goods, has but the faintest idea of the real nature of the mental processes involved in a sales transaction. The average salesman proceeds upon a very narrow and superficial understanding of the real causes leading up to the closing of a sale. He is content if he can repeat a few stereotyped arguments, and quote a few convincing facts regarding his goods. He relies almost entirely upon the strength and merits of his goods, or upon the weakness of the prospect’s resistance.
| Sr | Chapter Name | No Of Page |
|---|---|---|
| 1 | 1. Psychology In Business | 5 |
| 2 | 2. The Mind Of The Salesman | 5 |
| 3 | 3. The Mind Of The Salesman (Continued) | 6 |
| 4 | 4. The Mind Of The Buyer | 6 |
| 5 | 5. The Mind Of The Buyer (Continued) | 6 |
| 6 | 6. The Pre-Approach | 7 |
| 7 | 7. The Psychology Of Purchase | 8 |
| 8 | 8. The Approach | 7 |
| 9 | 9. The Demonstration | 8 |
| 10 | 10. The Closing | 8 |
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