An edition of Buyer behaviour
(2013)
Buyer behaviour
by Frank Atkinson
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The best salespeople understand that people buy differently. Some people buy quickly, on impulse, others buy slowly, doing research and comparing options before making their decision. This book identifies the 4 main buyer types and describes how to recognise them and how to sell to them. Having a single sales strategy is no longer enough.
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Publish Date
2013
Publisher
Bookboon.com
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Subjects
Marketing & SalesShowing 1 featured edition. View all 1 editions?
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Book Details
Table of Contents
Content
1. Introduction to buyer behaviour
1.1 Why it’s about behaviour
1.2 How salespeople get it wrong
1.3 So, what do we need to do?
1.4 Making changes one step at a time
2. Behavioural analysis. Understanding your preferred style
and how to deal with other buyer types
2.1 The two forms of behaviour; assertiveness and responsiveness
2.2 How to deal with behaviour styles
2.3 Identifying your preferred style Development exercise. Behavioural styles
2.4 How to be more assertive
2.5 Organisational and personal needs
3. Buyer tactics
3.1 How negotiators behave when they want to win
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History
- Created July 28, 2015
- 4 revisions
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| August 22, 2020 | Edited by ISBNbot2 | normalize ISBN |
| July 28, 2015 | Edited by Alice Kirk | Edited without comment. |
| July 28, 2015 | Edited by Alice Kirk | Added new cover |
| July 28, 2015 | Created by Alice Kirk | Added new book. |