Selling to the Affluent: The Professional's Guide to Closing the Sales That Count (MARKETING/SALES/ADV & PROMO) - Softcover

Stanley, Thomas J.

Softcover

ISBN 10: 0070610495 ISBN 13: 9780070610491

Publisher: McGraw-Hill, 1997

Synopsis

"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.

About this title

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

From the Back Cover

"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

Edition details

• Publisher: McGraw-Hill
• Publication date: 1997
• Language: English
• ISBN 10: 0070610495
• ISBN 13: 9780070610491
• Binding: Paperback
• Number of pages: 496