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- W2314794072 abstract "IF SALES work and sales training are to have maximum effectiveness, they must be planned intelligently. This is possible only upon the basis of a knowledge of what takes place within the prospect before and during the sale. There must be an understanding of the needs which are to be satisfied and the parts played by the intelligence and the emotions, in their gratification. short, there must be insight into the dynamics of the sale. Fortunately, probably the most important contribution which science has made to sales problems lies in the answers which it is beginning to provide to the age-old questions Why do people buy? and In what manner does the salesman exert an influence upon them ? No longer is it necessary to grope blindly or depend on trial and error methods to obtain results. Research by psychologists psychiatrists, and psychoanalysts into motivation and into the influence of the intelligence and the emotions on behavior has provided useful insights into the mechanics of buying behavior. The average person thinks of his decisions to buy as relatively simple. If asked why he purchased a particular item, he will explain that he needed it, looked about until he found something which was to his liking and which he could afford, and bought it. This, unfortunately, greatly over-simplifies the problem; in reality, a decision to buy, like all deci-" @default.
- W2314794072 created "2016-06-24" @default.
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- W2314794072 date "1944-10-01" @default.
- W2314794072 modified "2023-09-27" @default.
- W2314794072 title "Psychology in Selling" @default.
- W2314794072 doi "https://doi.org/10.1177/002224294400900203" @default.
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