SKOLKOVO School of Management

Wilkinson, Michael, 1957-

Buying styles : simple lessons in selling the way your customer buys / Michael Wilkinson ; with Richard Smith, Tierah Chorba, and Lynn Sokler. - New York : AMA/American Management Association, c2009. - viii, 150 p. : ill. ; 23 cm.

Includes bibliographical references.

Looking for solutions -- Identifying the behaviors we hate from customers -- Recognizing the four basic buying styles -- Selling to your boss -- Identifying the buying styles of others -- Comparing selling styles and buying styles -- Tailoring your sales approach to your customer's buying style -- Recognizing style clashes -- Planning your next steps -- One year later.

9780814415276 081441527X

2009003706


Selling.
Consumers' preferences.
Consumer satisfaction.

HF5438.25 / .W2983 2009

658.85