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Provides information on effective tactics for making a sale to professionals with seven-figure incomes, tips and strategies for targeting the affluent blue-collar market, components of sales letters that receive top responses, and more.

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CHOICE Review

Stanley, an acknowledged expert on selling products and services to the affluent, has written a self-help book for those interested in those particular consumers. The book is very readable and filled with numerous anecdotes of both successful and unsuccessful approaches to selling to this target market. Although primarily concerned with the selling of financial services, luxury automobiles, and expensive housing, the author provides some general guidelines that are useful for all people engaged in personal selling. See also Stanley's related volume, Marketing to the Affluent (CH, Jan'89). This is not a scholarly book, but it makes interesting reading for undergraduates studying marketing, selling, or communication. Also suitable for general readers and public library patrons. -R. E. Plank, University of Lowell

Notas de autor provistas por Syndetics

Thomas J. Stanley was born in 1944 in the Bronx, New York City. He went to college in Connecticut, did graduate work at the University of Tennessee, and received a doctorate at the University of Georgia. He was a marketing professor at Georgia State University, a public speaker, a consultant on selling to the rich, and an author. He wrote books on the habits of millionaires including The Millionaire Next Door and The Millionaire Mind. He died in a car accident on February 28, 2015 at the age of 71.

(Bowker Author Biography)