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The Hierarchy of Needs
A View from the Field
8 other sections not shown
account knowledge achieve action agenda Apollonian become BUILDING BLOCK buyer buying needs hierarchy Charles closed probe commitment communication competition competitors corporate customer base customer's customer/partner customers and principals David Keirsey decision-makers delegate develop Dionysian diplomacy diplomatic DRAM effective efforts elements engineering Epimethean established extroverted four temperaments Fred goals identified important individual introversion and extroversion introverts involved know your customer listener long-term relationship manufacturing Marilyn Bates market share meeting negotiation objectives Onyx Computer Onyx's open probe opportunity organization partnership personality types philosophy Pierman position prime selling principal and customer principal's priorities problem product manager professional competence Promethean pursue questions rep's reputation respect responsibility REVERSE AUCTION sales pyramid sales rep salespeople salesperson selling needs hierarchy selling time overhead situation skills strategy successful Sun Tzu tactics technical temperament tion today's understanding vendor Zimmermann telegram