The Mind of the Buyer

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THE MIND OF THE BU YER A PSY CHOLOGY OF SELLING HA RRY D E! TE R K I T S ON, P H. D. OF PSY CH OLOGY. INDIANA U NIVERSITY mmmm T ...

PR IN TED IN TH E U N ITED S TA TES OF A M ER ICA COPY R IGH T, 1 9 21 B Y TH E M A C M ILLA N COM PA NY Set up a nd electro typ ...

P R EF A CE Thi s bo ok i s wri tt e n fo r th e p ro gre ssive sal esma n, a dve rti se r, sal e s co rre sp onden t fo r eve r ...

vi P RE FA CE dryne ss by st ripping away t ech nic al te rm s a nd substit uting w ords of c urren t b usiness u sa ge. Two out ...

P RE FA C E vii used. An d si nc e o ur obj ec tive p sych ologi cal n ome ncl a tu re i s no t cl ut tere d with spiri ti s tic ...

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CONTENTS INT ROD U CT IO N CH APTER I TH E S TR EAM o r T HOU GH T IN T HE S ALE S TA G E ON E—A T T E NTI O N I I IM POR TANT F ...

x C ON TE N T S CH APTER ! II SU GGESTION IN THE SALE ! III TH E P SY C HOLOGI CAL M OM EN T S TAG E S I! —SATISFACTION ! IV SAT ...

I N TR OD U C T I ON ...

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C HAP T E R O N E TH E STREAM OF T H OU GH T I N TH E SALE Successful selling demands psychological point o f View. A sal e i s ...

4 THE M I N D O F T HE B UY E R comm on— t o influenc e th e mind o f th e b uye r. Any selle r, th en, who wi sh e s to b e suc ...

S T R EAM O F T H O U GH T I N SA LE^5 fi rst c ase we sh all divide i t i n to several ra th e r w ell -defined stages, each of ...

6 TH E M IN D O F TH E BUY E R h ow eve r, th e order given ab ove will t ruly represen t c onditions, especially i n th e initi ...

S TR E AM O F T H O U GH T I N SAL E 7 Other po ints o f View. In takin g the psych o l ogi cal p oin t o f view we do no t m ea ...

8 TH E M I N D O F TH E BUY E R Th e e thical si de of selling i s exc eedi ngly im p or ta n t from th e sta ndp oin t o f th e ...

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1 0 TH E M I N D O F THE BUYE R a n d will s ; a nd h e sough t to det e rmine wh enc e i t came an d wh ere i t w en t afte r d ...

S TR E AM O F T H O U GH T I N SA L E^11 (^1 ) Th e influenc e of bo dily c ondi tion s up on t h e mind cam e to b e more cl ea ...