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Psychology and Philosophy of (and in) Selling

Curious. What do you think of the following excerpt?:
The use of the word "psychology" frequently pops up in sales discussions. However, even among trainers, the depth of the topic rarely goes beyond what would be discussed in the first half hour of a very first class in Psychology 101. Mazlow's Hierarchy of Needs, and the S-R (stimulus-response) construct are frequent examples. On the other hand, if individuals would express with honesty their philosophy regarding selling, we would have better raw material to advance sales education.
- by Gary A Boye
Interesting! I believe that sales people need to know much more about Psychology - if you want to understand people and find the way to communicate with them, advanced knowledge of psychology is needed. - by AlenMajer
Interesting! I believe that sales people need to know much more about Psychology - if you want to understand people and find the way to communicate with them, advanced knowledge of psychology is needed.
What would you consider advanced knowledge of psychology and what would you recommend as a source? For instance, which universities would you recommend, and would achievement of only a masters degree suffice? Or would you recommend shooting for a doctorate? - by Gary A Boye
Curious. What do you think of the following excerpt?:
The use of the word "psychology" frequently pops up in sales discussions. However, even among trainers, the depth of the topic rarely goes beyond what would be discussed in the first half hour of a very first class in Psychology 101. Mazlow's Hierarchy of Needs, and the S-R (stimulus-response) construct are frequent examples. On the other hand, if individuals would express with honesty their philosophy regarding selling, we would have better raw material to advance sales education.
The current dominant view of psychology is very interesting:

1 There is biological neurology that explores neural structures, functions and interactive communication with other biological systems.

2 There is cognitive neurology which explores the direct interfacing between neural systems and behavior. These studies are responsible for our pharmaceutical discoveries regarding internal chemical imbalance.

3 The rest belongs to philosophy as a system of beliefs and moral criteria directed toward the human condition.

While medication can affect the ability to focus, on a neurological level (ADHD), having the fear of rejection (which is often associated with the lack of focus) in sales, remains based on theoretical or philosophical assumptions.

When discussing sales techniques, you leave the direct connection with the physically "real," past the philosophical social collective reality (psychology), and enter into virtual reality or still yet another layer of philosophy.

This supports your position. There should even be a course called Philosophy of Sales. In the mean time, having the seasoned sales members reveal their philosophy of sales would be very helpful for us all.
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To date, psychology cannot adequately explain the dynamics of sales nor generate any consistent reliable assessment of basic communication. - by John Voris
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