Sales Genius

A Master Class in Successful Selling

The author applies the fundamental principles of psychology to the modern organization. He presents a whole spectrum of issues such as image, identity, strategy and work design in terms of a cohesive framework. It shows how to "read" an organization, revealing the perceptions of customers and staff. The learning package aims to destroy the myth that salespeople are born and not made and shows of knowledge of the "pain/pleasure principle" of motivation will enable anyone to understand what prompts people to buy. The centre of the text is the Sales Genius Diary - a 100-day programme of activities based on the 12-traits approach.

Paperback - 240 pages