Smart Sales Part I Understanding Clients’ Shopping Schemas And Scripts
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Smart Sales Part I Understanding Clients’ Shopping Schemas And Scripts
As human beings, our self-concept (knowledge about ourselves) is made of schemas. And schemas are the mental structures and understandings that we have virtually on everything. Every experience and behavior has its own schema. And every schema has its own scripts (sub-routines / activities) packaged with its own emotions and feelings. You might consider yourself to be a successful business person (self-concept). Your self-concept as a business person is composed of mental structures and understanding of the purpose, nature, process and outcomes of business (schemas). And these understandings of the business field give you an emotion and feelings of confidence. And your schemas have its own sub-routines and activities (scripts) to enable you to implement or to carry out each schema. In the same manner, the client has his / her shopping schema and scripts.
