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Book
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Vincenzo Russo Giorgio Gabrielli
Neuroselling
Neuroscience’s Contribution to Sales Techniques
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- Overview
- About the author
- Press
-
Vincenzo Russo Giorgio Gabrielli
Neuroselling
Neuroscience’s Contribution to Sales Techniques
- Overview
- About the author
- Press
Overview
The book focuses on neuroselling as a new approach – based on a better understanding of the brain – to sales techniques.
This is the first scientifically sound book about the latest findings on the relationship between brain function and sales techniques.
It is designed to provide the business community with a basic understanding of the human brain and the latest findings on persuasive processes, particularly those based on the brain’s unconscious response mechanisms. For this reason, after a brief presentation of how the brain works and what its secrets are, the authors delve deeper into the processes underlying unconscious decisions, emotions and perceptions, sourcing from the latest neuroscientific research.
The outcome is a scientific and practical handbook, accessible even to beginners; it is a useful application tool for companies and individual professionals working in a topical relational context such as the business world.
About the author
Vincenzo Russo is associate professor of Consumer Psychology and Neuromarketing at IULM in Milan and coordinates one of Italy’s most long-standing neuromarketing research laboratories. He has co-authored some of the most widely used university textbooks on communication, including Psicologia dei consumi (McGraw-Hill, 2012) and Psicologia della comunicazione e neuromarketing (Pearson, 2017).
Giorgio Gabrielli is a contract professor of Neuromanagement at IULM in Milan. He carries out managerial consulting and neurocoaching activities.
Press
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Book formats
Digital formats