Full Description
Companies do not live on what they manufacture, but on what they sell. Thus, sales is the central department in any company. Are there any basic methods that salespeople should consider and can these be learnt? How do manipulation and rhetoric play a role? Can our knowledge from modern psychology be integrated in the sales process and do they have a positive effect on the salesperson's behaviour? Here, Wolf Ehrhardt and Hubert Buschmann combine the success factors in selling with knowledge gained from psychoanalysis and apply these step-by-step to the phases of the sales talk. The book is aimed at the successful top salesperson, who enhances the company's value over the long term.
