4-* McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved. The Psychology of Selling. Why People Buy Chapter 4 Chapter 4 4-* 4-* The…

Slide 1Copyright © 2011 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin FUNDAMENTALS OF SELLING Customers For Life Through Service 12 th Edition…

1. Chapter4The Psychology of Selling. Why People Buy 2. Chapter44-2 3. Main Topics The Tree of Business Life: Benefits Why People Buy–The Black Box Approach Psychological…

Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin The Psychology of Selling: why people buy 4-* The Tree of Business Life: Benefits…

3-* The Psychology of Selling: Why People Buy Chapter 3 McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved. 3-* Whatâs Known About…