Why People Don't Buy Things PDF Download

Author: Harry Washburn
Publisher: Basic Books
ISBN: 9780738201573
Category : Business & Economics
Languages : en
Pages : 208

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Book Description
Selling can be a science as well as an art, and offering the right product at the right price is only the starting point. The authors explore the thought processes potential buyers go through every time they consider making a purchase. This guide offers a systematic approach to understanding customers' motivations and tailoring the entire sales strategy to fit the customers' buying path. By teaching salespeople how to recognize different buying profiles, this book offers strategies and tactics to break out of non-productive patterns, forge new relationships, and turn promising prospects into repeat customers.

Author: Amitav Chakravarti
Publisher: Springer
ISBN: 1137466693
Category : Business & Economics
Languages : en
Pages : 209

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Book Description
Full of practical diagrams and maps, as well as international case studies, this book offers a unique and extensively-tested 'GO-STOP Signal Framework', which allows managers to better understand why consumers are not buying their products and what can be done to put this right.

Author: Pamela N. Danziger
Publisher: Paramount Market Publishing
ISBN: 9780972529044
Category : Business & Economics
Languages : en
Pages : 316

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Book Description
Pam Danziger has just updated her bestseller, including several new categories. Since apparel is now more often a discretionary purchase than a necessity, she has added new sections on apparel for women, men, teens, and children. Focusing on why people buy things they could probably do without, Danziger now covers 37 categories and has added material about the retail market in each one. There are also new stories of excellent marketers and commentary about how things have changed since September 11, 2001. Corporate leaders, marketing and sales executives, strategic planners, futurists, and merchandisers will benefit.

Author: Martyn R. Lewis
Publisher: Radius Book Group
ISBN: 1635765234
Category : Business & Economics
Languages : en
Pages : 301

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Book Description
Lewis makes a compelling argument that businesses must look beyond their own internal view of how something is sold, to the external reality of how customers actually buy. He asserts that no one buys anything because of a sales process; customers only buy because of their own buying process. And so, for all those whose livelihood depends upon successful revenue generation, the only rational course of action is to positively influence and effectively manage the end-to-end customer-buying journey. The simple failure of mousetrap logic—that is, the quality of the product or value proposition of the service is sufficient to convince customers to make a purchase—is at the heart of most revenue generation challenges today. How Customers Buy...and Why They Don’t shows that vendors are too often trying to solve the wrong problem, because customers actually do “get it,” they just don’t buy it. The book starts by explaining Outside-in Revenue Generation. It then decodes the six elements of the Customer Buying Journey DNA. It defines the nine Buying Concerns, any one of which can derail a purchase. It unveils the deceptively simple and elegant 4Q Buying Style Quadrant that unlocks the intricacies of how buyers actually think. The second section of the book explains what you can do about customers not buying your products or services. It reveals that there are only four things—Sales and Marketing Imperatives—that can be done to positively impact the market. It goes on to walk the reader through the development of the Market Engagement Strategy. The final section of the book translates the five components of the Market Engagement Strategy into actionable sales and marketing behaviors.

Author: Anat Shenker-Osorio
Publisher: Public Affairs
ISBN: 1610391772
Category : Business & Economics
Languages : en
Pages : 258

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Book Description
Argues that the economic debate is often won with faulty messages and personification of the economy, leading to uncertainty as to what the economy actually is.

Author: Better Homes and Gardens
Publisher: Houghton Mifflin Harcourt
ISBN: 0544800907
Category : Cooking
Languages : en
Pages : 485

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Book Description
The complete book for the DIY kitchen: Enjoy homemade alternatives to store-bought staples including condiments, cheese, pretzels, jerky, liqueurs, marshmallows—and more. Make It, Don’t Buy It is the complete compendium for a new generation of cooks who want to make wholesome food at home instead of purchasing mass-produced items made with artificial ingredients. From cocktail mixes to pizza sauce to beef broth, everything tastes better made at home, and allows for the ultimate in personalization. Make Sriracha with just the right heat, your own herb blends, Sweet Pickle Relish that’s not too sweet, and Garden Vegetable Soup from your backyard, not a can. More than 300 recipes and 200 photographs cover the entire pantry—beverages, breads, candy, soups, sauces, condiments, salad dressings, cheeses, jams, basic pantry items such as flavored vinegars and oils, syrups, desserts, and vegetable blends. Learn freezing, preserving, canning, pickling, drying, and more, to be a whiz in the kitchen. Whether your aim is to capture seasonal bounty, avoid additives, or enjoy homemade food, you’ll find everything for the DIY kitchen here.

Author: Craig Jarrow
Publisher: Mango Media Inc.
ISBN: 1633538923
Category : Self-Help
Languages : en
Pages : 150

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Book Description
“This book will help you own your calendar, block time for what matters most and reclaim your life.” —Paula Rizzo, author of Listful Living: A List-Making Journey to a Less Stressed You You want more time to spend with family, to achieve big goals, and to simply enjoy life. Yet, there seem to be more and more things competing for your time, and more distractions interrupting your day. Craig Jarrow has spent many years testing time management tactics, tools, and systems and written hundreds of articles on productivity, goals, and organization, Through it all he’s learned a simple truth: Time management should be easy, not complicated and unwieldy. And it shouldn’t take up more of your precious time than it gives back! Time Management Ninja offers 21 rules that will show you an easier and more effective way to take control of your time and manage your busy life. Follow these simple principles and get more done with less effort. It’s no-stress, uncomplicated time management that works. “Read this book, apply its rules, and you’ll find freedom.” —Hyrum Smith, bestselling author of Purposeful Retirement

Author: Paco Underhill
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 264

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Book Description
The culmination of 15 years of meticulous research and observation, this riveting audiobook offers hilarious anecdotes and amazing hard facts about one of Americas favorite pastimes. Abridged. 7 CDs.

Author: Simon Sinek
Publisher: Penguin
ISBN: 0143111728
Category : Business & Economics
Languages : en
Pages : 258

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Book Description
Start With Why has led millions of readers to rethink everything they do – in their personal lives, their careers and their organizations. Now Find Your Why picks up where Start With Why left off. It shows you how to apply Simon Sinek’s powerful insights so that you can find more inspiration at work -- and in turn inspire those around you. I believe fulfillment is a right and not a privilege. We are all entitled to wake up in the morning inspired to go to work, feel safe when we’re there and return home fulfilled at the end of the day. Achieving that fulfillment starts with understanding exactly WHY we do what we do. As Start With Why has spread around the world, countless readers have asked me the same question: How can I apply Start With Why to my career, team, company or nonprofit? Along with two of my colleagues, Peter Docker and David Mead, I created this hands-on, step-by-step guide to help you find your WHY. With detailed exercises, illustrations, and action steps for every stage of the process, Find Your Why can help you address many important concerns, including: * What if my WHY sounds just like my competitor’s? * Can I have more than one WHY? * If my work doesn’t match my WHY, what should I do? * What if my team can’t agree on our WHY? Whether you've just started your first job, are leading a team, or are CEO of your own company, the exercises in this book will help guide you on a path to long-term success and fulfillment, for both you and your colleagues. Thank you for joining us as we work together to build a world in which more people start with WHY. Inspire on! -- Simon

Author: Michael J. Sandel
Publisher: Farrar, Straus and Giroux
ISBN: 1429942584
Category : Philosophy
Languages : en
Pages : 246

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Book Description
In What Money Can't Buy, renowned political philosopher Michael J. Sandel rethinks the role that markets and money should play in our society. Should we pay children to read books or to get good grades? Should we put a price on human life to decide how much pollution to allow? Is it ethical to pay people to test risky new drugs or to donate their organs? What about hiring mercenaries to fight our wars, outsourcing inmates to for-profit prisons, auctioning admission to elite universities, or selling citizenship to immigrants willing to pay? In his New York Times bestseller What Money Can't Buy, Michael J. Sandel takes up one of the biggest ethical questions of our time: Isn't there something wrong with a world in which everything is for sale? If so, how can we prevent market values from reaching into spheres of life where they don't belong? What are the moral limits of markets? Over recent decades, market values have crowded out nonmarket norms in almost every aspect of life. Without quite realizing it, Sandel argues, we have drifted from having a market economy to being a market society. In Justice, an international bestseller, Sandel showed himself to be a master at illuminating, with clarity and verve, the hard moral questions we confront in our everyday lives. Now, in What Money Can't Buy, he provokes a debate that's been missing in our market-driven age: What is the proper role of markets in a democratic society, and how can we protect the moral and civic goods that markets do not honor and money cannot buy?