What's Going On? A Gestalt Approach to Closing a Sale.

Karp, H. B.

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ERIC Number: EJ105449

Record Type: CIJE

Publication Date: 1974

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What's Going On? A Gestalt Approach to Closing a Sale

Karp, H. B.

Training and Development Journal, 28, 11, 46-50, Nov 74

The traditional sales approach is "How can I get the customer to do what I want?" An alternative and more functional approach is, "How can I get myself to do what the customer wants?" (Author/MW)

Descriptors: Behavior Change, Distributive Education, Interpersonal Competence, Job Training, Sales Workers, Salesmanship, Self Actualization, Training Methods

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