Selling to the New Elite
Discover the Secret to Winning Over Your Wealthiest Prospects
(Sprache: Englisch)
Based on unprecedented research, The New Elite took a behind-the-scenes look at America s most powerful and influential class what motivates them, how they think, where they shop, and how they really spend their money. In this practical and fascinating...
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Klappentext zu „Selling to the New Elite “
Based on unprecedented research, The New Elite took a behind-the-scenes look at America s most powerful and influential class what motivates them, how they think, where they shop, and how they really spend their money. In this practical and fascinating follow up, the authors reveal how salespeople and marketers can hone in on this wealthy class, pique their interest, and convert them into loyal customers.Presenting the best practices behind hundreds of mutually satisfying interactions between salespeople and buyers based on studies of elite companies such as Lexus, Chanel, Neiman Marcus, Four Seasons, Cartier, and Louis Vuitton Selling to the New Elite reveals what the truly rich want from brands, what they expect from the marketplace, and how the Great Recession has reshaped their purchasing patterns.
Loaded with insight and indispensable techniques, this one-of-a-kind guide shows readers everywhere how they can win over the wealthiest customers and become rich themselves.
Inhaltsverzeichnis zu „Selling to the New Elite “
CONTENTS List of Figures xi List of Tables xiii Acknowledgments xv Introduction 1 CHAPTER ONE The Desire to Acquire 5 CHAPTER TWO The Passion of the Salesperson 31 CHAPTER THREE The Passion of the Prospect 73 CHAPTER FOUR The Passion of the Product 117 CHAPTER FIVE Theory into Practice: Thirteen Expressions of Passion in Selling 137 CHAPTER SIX From Passion to Execution 183 APPENDIX Our Methodologies for Studying the Affluent and Wealthy 201 Notes 231 Index 239 About the Authors 249
Autoren-Porträt von Stephen Kraus, James Taylor, Doug Harrison
JAMES PIERS TAYLOR is an independent curator and film historian. He has worked previously in several film archives, including those of the BBC, the BFI, the Imperial War Museum, ITN, ITV and Reuters.
Bibliographische Angaben
- Autoren: Stephen Kraus , James Taylor , Doug Harrison
- 2011, 272 Seiten, Maße: 16,1 x 23,5 cm, Gebunden, Englisch
- By Stephen Kraus, James Taylor, Doug Harrison et al.
- Verlag: Amacom
- ISBN-10: 0814416535
- ISBN-13: 9780814416532
Sprache:
Englisch
Rezension zu „Selling to the New Elite “
"An easy read...the book provides a good foundation to help professionals understand the marketing/sales basics when selling elite product to elite prospects." "--Choice magazine"
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