Available:*
Library | Item Barcode | Call Number | Material Type | Item Category 1 | Status |
|---|---|---|---|---|---|
Searching... | 30000010253409 | HF5415.3 S73 1988 | Open Access Book | Book | Searching... |
On Order
Summary
Summary
From the New York Times bestselling author of The Millionaire Next Door, the classic guide on how to market to the rich.
Author Notes
Thomas J. Stanley was born in 1944 in the Bronx, New York City. He went to college in Connecticut, did graduate work at the University of Tennessee, and received a doctorate at the University of Georgia. He was a marketing professor at Georgia State University, a public speaker, a consultant on selling to the rich, and an author. He wrote books on the habits of millionaires including The Millionaire Next Door and The Millionaire Mind. He died in a car accident on February 28, 2015 at the age of 71.
(Bowker Author Biography)
Reviews 1
Choice Review
Stanley (Georgia State University), as head of the Affluent Market Institute, has been conducting research in the affluent market since 1973. His book focuses on how the extraordinary sales professional can identify, target, and execute strategies for penetrating the affluent market, with particular emphasis on marketing financial services. The introductory chapter outlines six basic characteristics of the ESP (extraordinary sales professional) who expects to attract and retain affluent clients. Each of the remaining chapters treats in depth the basic six: courage, knowledge, technique, information sources, orientation, and expertise. The technical appendix includes four selections, two of which are of particular interest: "The Financial Lifestyles of American Millionaires" and "A Strategy for Targeting by Geodemography." In style and approach, the book is reminiscent of Thomas J. Peters and Robert H. Waterman's In Search of Excellence (CH, May '83). A useful supplement to both undergraduate and graduate collections in marketing, sales, and consumer behavior. R. R. Attinson College of Staten Island, CUNY
