Why Customers Don't Do What You Want Them to Do and What to Do about It

Name: Why Customers Don't Do What You Want Them to Do and What to Do about It
Price: 3.24 USD
Availability: InStock
ISBN: 9780070217010

ISBN-10: 0070217017

ISBN-13: 9780070217010

Edition: 1st 1994

Authors: Ferdinand F. Fournies

List price: $12.95

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Book details

List price: $12.95
Edition: 1st
Copyright year: 1994
Publisher: McGraw-Hill Companies, The
Binding: Paperback
Pages: 224
Size: 6.00" wide x 9.00" long x 0.75" tall
Weight: 0.792
Language: English

Ferdinand F. Fournies, internationally recognized consultant, speaker, and professor at Columbia's Graduate School of Business is now retired.

Preface
The Last Exciting Job	p. 1
How to Be a Professional Instead of an Also-Ran	p. 11
Selling Is the Management of Buying	p. 21
The Time of Your Life	p. 37
They Don't Do Dumb Things on Purpose	p. 51
They Don't Tell Us What They Mean	p. 55
They Don't Know Why They Should Do What You Want Them to Do	p. 67
They Don't Need What You Are Selling	p. 73
They Don't Need Any, Now	p. 77
They Don't Know There Is a Better Way	p. 79
They Don't Know They Have a Problem	p. 83
They Don't Know Why They Should Buy What You Are Selling	p. 89
They Don't Enjoy Talking to You	p. 101
They Don't Know What You Want Them to Do	p. 111
They Are Afraid to Buy	p. 121
They Don't Understand What You Tell Them	p. 125
They Don't Believe What You Tell Them	p. 131
They Anticipate Possible Problems If They Buy Your Product	p. 143
There Really Are Problems with Buying Your Product	p. 153
They Think Something Else Is More Important	p. 179
They Don't Know How to Make the Buying Decision	p. 187
They Don't Know How to Sell	p. 193
They Don't Know How to Order	p. 197
They Don't Know How to Use Your Product	p. 201
They Don't Know How to Negotiate	p. 205
How to Get Your Act Together	p. 211
Index	p. 222
Table of Contents provided by Blackwell. All Rights Reserved.