Table of contents for ebook and audiobook: „Cracking the Code: The Science of Sales Success”

Business Bible: The Psychology of Sales

• Introduction to Sales Psychology

  • Definition and Significance of Sales Psychology

    • History of Sales Psychology Development
    • Basic Concepts and Theories

  • Customer Characterization

    • Modeling Customer Behavior
    • Basic Customer Traits
    • Communication Styles

  • Foundations of the Sales Process

    • Definition of the Sales Process
    • Sales Process Stage: Identifying Customer Needs
    • Sales Process Stage: Presenting the Offer

• Psychology of Buying Behavior

  • The Influence of Emotions on Purchase Decisions

    • The Role of Emotions in the Buying Process
    • The Influence of Emotions on Purchase Decisions

  • The Influence of Environment on Buying Behavior

    • The Influence of the Surrounding Environment on Buying Behavior
    • The Influence of Marketing on Buying Behavior

  • The Influence of Personality on Buying Behavior

    • The Role of Personality in the Buying Process
    • The Influence of Personality on Purchase Decisions

• Sales Techniques

  • Basic Sales Techniques

    • Open-Ended Question Technique
    • Skill-Based Technique

  • Negotiation Techniques

    • Basic Negotiation Techniques
    • The Influence of Emotions on Negotiations

  • Building Trust Techniques

    • Basic Techniques for Building Trust
    • The Influence of Trust on the Sales Process

• Marketing and Sales Psychology

  • Marketing Fundamentals

    • Definition of Marketing
    • Basic Concepts and Theories

  • Marketing in Sales Psychology

    • The Influence of Marketing on Buying Behavior
    • The Influence of Marketing on the Sales Process

  • Sales Psychology in Marketing

    • Basic Concepts of Sales Psychology
    • The Influence of Sales Psychology on Marketing

• Sales Psychology in Practice

  • The Influence of Sales Psychology on Sales Efficiency

    • The Influence of Sales Psychology on Sales Results
    • The Influence of Sales Psychology on Customer Satisfaction

  • The Influence of Sales Psychology on Building Customer Loyalty

    • Basic Techniques for Building Loyalty
    • The Influence of Sales Psychology on Customer Loyalty

  • The Influence of Sales Psychology on Building a Brand

    • Basic Techniques for Building a Brand
    • The Influence of Sales Psychology on Building a Brand

• Sales Management

  • Foundations of Sales Management

    • Definition of Sales Management
    • Basic Concepts and Theories

  • The Influence of Sales Psychology on Sales Management

    • The Influence of Sales Psychology on Sales Efficiency
    • The Influence of Sales Psychology on Sales Results

  • Sales Management Techniques

    • Basic Techniques for Sales Management
    • The Influence of Sales Psychology on Sales Management Techniques

• Conclusion and Recommendations

  • Summary of Key Points

    • Summary of Sales Psychology
    • Summary of Sales Management

  • Recommendations for Practitioners

    • Recommendations for Salespeople
    • Recommendations for Sales Managers

• Bibliography

  • Literature Sources

    • List of Literature Sources
    • Links to Sources