附註:Includes bibliographical references (pages 238-242) and index.
Terms of Use; Want to learn more?; Table of Contents; Acknowledgments; Chapter 1 Selling, People Skills, and You; People Skills; Are People Skills Enough?; What's in It for You?; How It Started; The Scientific Background; People Skills Can Be Learned; A Benchmark Profile; Profile: How I Sell; Summing It Up; What's Next?; Chapter 2 Four Patterns of Behavior; What a Model Does; The Basis for This Model; The Basic Dimensional Model; Combining the Dimensions; Applying the Dimensional Model to Customer Behavior; Applying the Dimensional Model to Sales Behavior.
Applying the Dimensional Model to Sales Management BehaviorVariations in Behavior; Some Distinctions; What's Next?; Chapter 3 What's the Difference?; Some Additional Evidence; Sales Management Results; Conclusions; What's Next?; Chapter 4 Why People Buy; Motivation and Q4 Behavior; Tangible Needs; Intangible Needs; The Pyramid of Needs; Why People Buy; Three Motivational Pathways; Uncovering Tangible Needs; Uncovering Intangible Needs; Two Cautions; The Mystery Guest; What's Next?; Chapter 5 Motivating Customers; The Motivation Process; Benefit Statements; Phrasing Benefit Statements.
Satisfying NeedsSolution-Based Selling; The Ultimate Net Gain; A Caution; Conclusion; What's Next?; Chapter 6 Timing the Presentation; The Receptivity Predicament; Receptivity and Agreement; Evaluating Receptivity; Raising Receptivity; Probing; What's Next?; Chapter 7 Probing; Probing and Its Functions; How Probing Increases Receptivity; Finding Out What's on the Customer's Mind; The Eight Probes Used in Q4 Interactions; Probing Styles; What's Next?; Chapter 8 Building Trust; Persuasion and Trust; Presentation Barriers; Q4 Relationship Selling Behavior and Guidelines; What's Next?
Chapter 9 Building Understanding and CommitmentFit Your Words to the Customer; Say What You Mean; Space Your Ideas; Be Alert to Differences in Interpretation; Use First-person Statements; Use Process Checks When Necessary; What's Next?; Chapter 10 Planning the Sale; The Sales Cycle; The Components of Structuring the Sale; Service After the Sale; Other Considerations; What's Next?; Chapter 11 The Q4 Strategies; What Is a Q4 Strategy?; The Road to Pathway 3; The Q4 Strategies: An Overview; A Reminder; What's Next?; Chapter 12 Four Ways of Managing Salespeople.
The Dimensional Model of Sales Management BehaviorA Look at the Real World; What's the Payoff?; A Caution; What's Next?; Chapter 13 Motivating Salespeople; What Is Motivation?; Two Kinds of Job Goals; Q4 Job Goals; The Motivation Process; An Important Parallel; Recognizing the Salesperson's Needs; Two Cautions; A Managerial Predicament; A Caution; Which Benefits Motivate?; What's Next?; Chapter 14 Q4 Coaching for Success; Methods of Development; Coaching: What It Is; Coaching and Performance Appraisal; Coaching: The Foundation; A Structured Coaching Process; The Interactional Dilemma.
摘要:At the core of this text is a proven; behavioral-science-centered approach based on tested research into customer motivation and buying trends. Written by two psychologists; this book arms you with selling skills that will earn your customers' trust. --
