Skip to Main Content
Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition
book

Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition

by Tom Reilly, Paul Reilly
July 2018
Intermediate to advanced content levelIntermediate to advanced
336 pages
8h 58m
English
McGraw-Hill
Content preview from Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition

CHAPTER 6

The Psychology of Price Shopping

For the past five years, we have invested our professional study time in the emerging field of neuromarketing. This fascinating field is the nexus of neuroscience, marketing, behavioral economics, and psychology. Researchers have been mapping the human brain to gain deeper understanding of humans’ perceptual and cognitive processes. One of the outcomes is a better understanding of the decision-making process. For salespeople, this insight is vital to understanding how customers make decisions.

A traditional view of economic decision making is that humans are calculating machines that seek to maximize the utility of their outcomes. Yet, humans persist in making decisions that fall short of their expected ...

Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.
Start your free trial

You might also like

Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top, 2nd Edition

Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top, 2nd Edition

Nicholas A.C. Read, Stephen J. Bistritz
Selling Today: Partnering to Create Value, 14/e

Selling Today: Partnering to Create Value, 14/e

Gerald L. Manning, Michael Ahearne, Barry L. Reece

Publisher Resources

ISBN: 9781260134742