In The Psyche Of The Salesperson
A SUCCESSFUL SALE MAY REQUIRE THE WEARING OF MANY HATS
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Agencies operate on a psychology emphasizing the use of multiple ad media to make the sale. Other strategies incorporate different disciplines, including market research, design, packaging and distribution.
While the “responder” salesperson’s psychology takes on various forms, typically the ultimate goal is helping customers with their wants. The “personal shoppers” sales type matches the opportunity for profit and skill with their enjoyment of shopping, and “order-takers” work with customers who are savvy enough to know what they need and help them through the maze of available options in the marketplace.
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Mary J. Kilburn
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