Provides practical advice for salespeople on determining customers' psychology from nonverbal cues and using the information to tailor a specific sales approach

What They Don't Teach You in Sales 101

Business & Money

Sommer, Linda

Drozdeck, Steven R.

Yeager, Joseph

Marketing & Sales

McGraw=Hill

Management & Leadership

In today's precarious financial climate, it pays to build client relationships that can weather good markets and bad. Consultative selling, an innovative sales approach with an emphasis on gaining a thorough understanding of the client's point of view, should promise brokers greater client loyalty and retention, deeper asset penetration, fewer customer complaints and more referrals.

The Broker's Edge: How to Sell Securities in Any Market

Gretz, Karl F.

Economics

Prentice Hall Pr

This text supports the belief that the customers are the final judge of the quality of goods and services. It stresses the importance of strong relationship building among sales people and their customers and integrates discussion of ethics throughout the text.

Professional Selling: A Consultative Approach

Wiesenhutter, Walter J.

Richard D.Irwin

Empowering Innovative People: How Managers Challenge, Channel and Control the Truly Creative...

Human Resources

Probus Publishing Co.

This book is about management as a balancing act. Managing business's most precious asset, its creative people, requires providing a delicate balance of structure and freedom. The author discusses identifying creative people, creativity training, employee-management conflict, and how to build a creative organizational climate.

Empowering Innovative People: How Smart Managers Challenge and Channel Their Creative and Talented Employees

Probus Professional Pub

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Books by Drozdeck, Steven R.