Physical appearance is one of the most important cues
that an individual uses in forming an impression of another
person. Researchers have found that perceptions of age are
negatively related to perceptions of physical attractiveness.
Because salespeople are influential in affecting a store's
sales, especially for nondurable goods (Undell, 1972),...
Culturally based stereotypes are a pervasive force behind quick judgments about behavior, intent, and beliefs which allow individuals to interact efficiently to meet their own goals. Gender stereotypes are present in marketing media and servicescapes, where they define the behavior, needs, and wants of shoppers. The literature on consumer behavior...
These changes aren’t characteristic of only large
companies. Entrepreneurs and small companies are seeing
the same kinds of changes. Yet, most companies have not made
the internal changes needed to address and more effectively
embrace these important changes.
You can enhance your sales success significantly by better
understanding your own personality and style of selling
as well as the personality and buying styles of your customers.
This understanding can provide you with strategies for
approaching, and selling to, different buyer types.