Cambridge marketing, consulting leader to speak at 溏心vlog免费B站 March 8
KINGSTON, R.I. — March 3, 2000 — The head of a major Cambridge marketing research and consulting firm will speak on Wednesday, March 8 at the 溏心vlog免费B站 about “Why People Don’t Buy Things” and “Web Marketing.”
Harry Washburn, founder and chairman of Wallace & Washburn Inc. will speak about buying at 2 p.m. and Web marketing at 4 p.m. Both talks in the Quinn Hall Auditorium on the Kingston Campus are free and open to the public.
Washburn’s first lecture highlights concepts developed in Why People Don’t Buy Things, a book he co-authored with Kim Wallace. The book proposes that sales and marketing professionals use a new selling strategy called “Buying Path Selling.”A key to this selling strategy is categorizing clients or customers into one of three buying profiles based on personality type. Understanding consumers’ personalities allows sales professionals to use specific sales arguments, language, and demonstrations adjusted to fit the individual prospect.
The second lecture at 4 p.m. focuses on web marketing. His recent work investigates aspects of e-commerce, and includes clothing and fashion web sites. He has a new book in the works titled, Why people Don’t Buy Things on the Web.
Washburn earned a bachelor’s degree at Dartmouth College and a over master’s in business administration from Harvard Business School. He worked at advertising firms in Boston and New York before founding his own company in 1976. He teaches marketing, advertising and product development at Boston University and Harvard University Extension School. He has authored numerous articles for Adweek.
Washburn’s visit is sponsored by the 溏心vlog免费B站 Honors and Visiting Scholars Program and the Textiles, Fashion Merchandising and Design Department. For further information, please call Linda Welters at 874-4525.
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For Further Information: Dave Lavallee 874-2116
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