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基本説明
Publication delayed. Originally scheduled: Summer 1999.
Full Description
The author applies the fundamental principles of psychology to the modern organization. She presents a whole range of issues such as identity, image, strategy and work design in terms of a cohesive framework. It shows how to "read" an organization, revealing the perceptions of customers and staff. The learning package aims to destroy the myth that salespeople are born and not made and shows of knowledge of the "pain/pleasure principle" of motivation will enable anyone to understand what prompts people to buy. The centre of the text is the Sales Genius Diary - a 100-day programme of activities based on the 12-traits approach.
Contents
Part 1 What makes a sales genius?traits of a sales genius; your brain; sales intelligences. Part 2 What makes a successful sale?: away from pain and towards pleasure; complete picture selling; the pull. Part 3 The sales genius diary: sales intelligences activities; observation diary - the 12 sales genius traits; index of activities; summary of sales genius learning points.
