2015
First Published
3.91
Average Rating
228
Number of Pages
This book delves into the fascinating world of human behavior, specifically focusing on the mental processes that lead to a purchase. Moving beyond the specific techniques of selling, the author explores the universal principles at play in every transaction, regardless of whether it's conducted face-to-face, through written communication, or via visual media. By examining the buyer's journey through the stages of attention, interest, desire, confidence, and ultimately, satisfaction, the book unveils the inner workings of the mind during the buying process. Drawing on historical observations and scientific studies, the author sheds light on how factors like intensity, size, movement, and color can attract and hold attention, and how repetition can leave a lasting impression on the buyer's memory. Ultimately, this book offers valuable insights into the human mind, demonstrating how understanding the buyer's internal journey can lead to more effective and successful selling strategies.
Avg Rating
3.91
Number of Ratings
11
5 STARS
27%
4 STARS
45%
3 STARS
18%
2 STARS
9%
1 STARS
0%
goodreads
Authors
Harry Dexter Kitson
Author · 2 books
Harry Dexter Kitson (1886-1959) was a professor of Education at Teachers College, Columbia University. He taught applied psychology. He was a charter member of the American Psychological Association and a pioneer in the field of vocational guidance.
