Sales Forci n g Meth od

The invention relates to the methods of computer engineering processing of data and can be used in trading for achieving the aim of sales expansion.

In psychology there are methods classifications of consumers due to their personal characteristics . In the field of market and consumer's behavior the use of personal characteristics is based on Sigmund Fried' s doctrine and his popularizers within the scope of commerce ( B . Hunter, "Consumer Models : Introduction in Psychography") . The personal characteristics of buyers in supermarket being women were examined in applied research works . According to psychological types of human characters these women were divided into two groups : " conservatives " - reliable, steady, rational and conscientious persons and " innovators " extroverts, open-hearted, flexible, energetic and searching for new impressions people (G.R.Foxall and R. E . Goldsmith, 1 988) . This classification was held on the basis of examining and thorough interviewing.

The demerit of this classification is that it takes as principle the subdivision of consumers into the groups and foresees the group, but not the personal approach to the examining their personality.

The classification of psychological types of human characters is known as their subdivision into introverts and extroverts, which in their turn are subdivided into apprehensive, sensing, sensitive, intuitive, irrational types (Y.K.Hustav. Psychological types) .

Furthermore there is Huns Urgent Izenk's "The theory of psychological types of a person" . It is based on the principal of hierarchical arrangement of personal traits where there are super traits or types as extroverts and introverts, which have the great influence on human behavior. Having taken the quite different methods of examining: self-observation, peer review, analysis of biographical data, physical and physiological data, Izenk revealed two main psychological types and called them

extrovert - introvert and neurotism - stabi l ity. The table below is pertained to his consideration of combination of these traits.

steady neurotic extrovert extrovert

(L .Hiel, D .Zigler. Theories of personality (main regulations, research works and application)) .

The most similar analogue of this invention is "Face photo storage system"(USA patent Jte 2001 088362 1 dated 1 8.06.200 1 , published 1 9. 12.2002) . This invention is based on the usage of digital camera, when one or more photo s of a buyer being at some action are taken at the entrance to the shop or at the cash desk. Both taken photos and current data are stored in the database . Using all the material from different databases the owner of the shop can compare photos of buyers with previous- ones, the time o f their purchase and the purchase itself and can determine whether some buyer is active customer or not. Moreover he can take information concerning customer ' s choice of goods . When the certain buyer comes to obtain some goods, the shop owner is able to make usage of all the storing

informati on to be more careful to him . That i s the attempt to raise sales l evel .

The invention regarded above allows determining a certain buyer, his preferences and demands, but only by virtue of some time .

The description of invention specifying below will contain the method of receiving operational data, namely: personal characteri stics of the customer to use them at work with buyers .

The aim of this method is achieved by the following : At first person' s face is to be shot and a photo is to transferred into computer screen. Then by setting the cursor in the center of the picture it is divided into two halves : right and left one. Two received parts are composed in two separate portraits of man' s face and then compared with the help of computer program. When portraits are processed recommendations of interaction with certain customer due to his psychological type appear on the screen.

Picture 1 - the initial photo of man's face ;

Picture 2 - separate composed pictures made of left and right halves of a face;

Picture 3 - table of psychological types of a person;

Picture 4 - the example of procedure of approach to a customer.

The examining method is based on the principal of differentiating people (buyers) by their personal psychological characteristics . Among the diversity of psychological types there are three basic : the logical, the intuitivist and the uncertain. In their turn in relation to person' s emotional condition they are classified as steady and unsteady types that require different approaches to a customer.

The above-suggested method guarantees the high reli ability of its usage and is directly connected with seller' s j ob on the reason it provi des him with complete approach, which is effective in making successful interrelation with a customer. This approach includes eight principal recommendations that foresee high probability of coming into contact and revealing true intentions of the buyer.

For example: when entering the shop the customer's face is shot and photos are transferred into the computer. The seller chooses the best photo and using the cursor places the portrait on the top part of computer screen under the name "INITIAL PORTRAIT"(pict.l). On the initial portrait customer's face is divided by the cursor into two halves. When being divided the portrait is processed by computer program and the seller gains two portraits: "SPIRITUAL" and "VITAL" (pic.2). "SPIRITUAL" portrait is gained by mirror backup of left part of the whole photo. "VITAL" portrait - by copying the right part accordingly.

The seller analyzes " SPIRITUAL " and " VITAL" portraits and replies the following-questions:

1) Which of two portraits contains the more insurance, readiness for action?

- spiritual;

- there's no difference;

- vital.

2) Is there peace of mind, strength in "SPIRITUAL" portrait?

-there's;

-I don't know;

-there isn't.

As the result the psychological type of the customer is determined due to the received replies. The table of possible types appears on the computer screen (pic.3) and characteristics of the present type are available for the seller (pic.4). Simultaneously the seller is supplied with due recommendations on procedure (algorithm) of the sale (bargain). This algorithm contains the manner of seller's behavior (e.g.: speech temp), phrase patterns the seller will use applying to the customer.