Items related to Selling to the Affluent
In this classic of marketing literature, best-selling author Tom Stanley explains the mindset and buying patterns of wealthy individuals. Stanley shows salespeople how to approach this enormously attractive market, open doors, appeal to the "hot buttons" of the affluent, and sell to extremely successful people.
He provides insights into different affluent groups including:
- Business owners
- Sales professionals
- Women
- Asian Americans
- Retired millionaires
Stanley also discusses how to sell both tangible products, such as luxury cars and real estate, as well as intangibles, such as financial services. Selling to the Affluent is the most authoritative and comprehensive guide available for selling products and services to the affluent market.
"synopsis" may belong to another edition of this title.
From the Back Cover:
About the Author:
"I told you how to find them. Now learn how to sell them."
Dr. Thomas J. Stanley
"Dr. Stanley's strategies consider the real needs of the high income professionalsneeds that go beyond any product or service. These needs are psychological and revolve around the recognition of the individual's extraordinary level of achievements. He provides some terrific insights as to how to solicit and maintain business by unconventional, but highly effective means".Carolyn J. Cole, Senior Vice President, Consumer Markets, Paine Webber, Inc.
"Must reading for anyone who is serious about building a career in sales to wealthy individuals."J. Arthur Urciuoli, Director of Marketing, Merrill Lynch
"Selling to the Affluent is well written, relevant, and exciting; it presents an important complementary extension to Marketing to the Affluent."William D. Danko, Ph.D., Director, Executive Development Programs, School of Business, State University of New York
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
"About this title" may belong to another edition of this title.
- PublisherMcGraw Hill
- Publication date1997
- ISBN 10 0070610495
- ISBN 13 9780070610491
- BindingPaperback
- Edition number1
- Number of pages496
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Book Description Paperback. Condition: new. Paperback. "I told you how to find them. Now learn how to sell them." - Dr. Thomas J. Stanley. "Dr. Stanley's strategies consider the real needs of the high income professionals - needs that go beyond any product or service. These needs are psychological and revolve around the recognition of the individual's extraordinary level of achievements. He provides some terrific insights as to how to solicit and maintain business by unconventional, but highly effective means". - Carolyn J. Cole, Senior Vice President, Consumer Markets, Paine Webber, Inc. "Must reading for anyone who is serious about building a career in sales to wealthy individuals." - J. Arthur Urciuoli, Director of Marketing, Merrill Lynch. ""Selling to the Affluent" is well written, relevant, and exciting; it presents an important complementary extension to Marketing to the Affluent." - William D. Danko, Ph.D., Director, Executive Development Programs, School of Business, State University of New York. Provides strategies of selling to affluent people. This item is printed on demand. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Seller Inventory # 9780070610491
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