Selling to The New Elite

Index

accumulation of wealth, taxes and, 209

achievement, 54–55

acquisition, 8

channeling vs., 12–17

something nice, 17–24

adaptive selling behavior (ASB), 69

affective manifestations of passion, 65

affective trust, 170

affiliation, 54

affirmative responses, 179

affluent

Americans’ views of, 229

biggest myth about, 79, 84–85

as collectors/connoisseurs, 96–97, 102–105

comparisons, 225

definition of term, 4, 205

income and assets for, 207

journey in their own words, 82–83

key take-aways, 114–115

outlooks on Great Recession, 219

passionate interests of, 92–93

self-descriptors, 164, 165

spending pattern changes, 89–91, 226

survey of attitudes toward salespeople, 228–229

views of, 76

views of money, 84

views of salespeople, 26, 108, 112, 113

Affluent ...