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Behavioral Sciences in Selling
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355 Lexington Avenue advertising Alfred Korzybski American Salesman answer approach attitude ball bearing behavior better buyer competition competitors consumer course customer's dealers decision demonstration develop direct selling door-to-door Electrolux engineers Ernest Dichter example Excalibur experience fact factors feel functional fixedness give homeostasis idea important income individual industry interest interview look low-pressure manufacturers means merchandise mind motivation oil burner percent person Pi Sigma Epsilon position presentation pressure problem prospect psychological purchase question rational reason Reprinted retail Roy Rogers sales executives sales manager sales promotion sales talk sales techniques salesmanship situation social class sold spend status stimulus-response theory strategy successful sumer techniques tell things tion understanding words