Buying styles
Subtitle: simple lessons for selling the way your customer buys
By: Michael Wilkinson ; with Richard Smith, Tierah Chorba, and Lynn Sokler.
Publisher: American Management Association
Published: 2009
Place of publication: New York
Language: eng
ISBN-13: 9780814415276
Subjects: Selling; Consumers' preferences; Consumer satisfaction
Notes: Includes bibliographical references and index.
Table of contents: title: Looking for solutions; title: Identifying the behaviors we hate from customers; title: Recognizing the four basic buying styles; title: Selling to your boss; title: Identifying the buying styles of others; title: Comparing selling styles and buying styles; title: Tailoring your sales approach to your customer's buying style; title: Recognizing style clashes; title: Planning your next steps; title: One year later.