1.1 Attitudes of Affluent Buyers Toward Salespeople
2.1 Predictors of Sales Performance
2.2 Self-Descriptors of Successful Salespeople
2.3 Leisure Activities of Top Salespeople
2.4 Behavioral, Cognitive, and Affective Manifestations of Passion
3.1 How Americans Describe the Wealthy
3.2 Myths and Realities of Today’s Wealthy
3.3 The Journey of the Affluent, in Their Own Words
3.4 What the Affluent Are Passionate About
3.5 Niche Passions of the Affluent
3.6 Percentage of Affluent Who Are Collectors/Connoisseurs
3.7 Percentage of Affluent Who Contribute to Specific Charity Types
3.8 Affluent Who Are Collectors/Connoisseurs
3.9 Do’s and Don’ts of Selling to Wealthy Segments
3.10 Fields in Which the Affluent Perceive Salespeople as Passionate
3.11 Summary of Key Take-Aways
5.1 Words That Resonate (or Not) with the Affluent
5.2 Words of Character and Complexity
A.1 Income and Assets for Higher-Income Households