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Exchange Behavior in Selling and Sales Management

ISBN-10: 0750685905

ISBN-13: 9780750685900

Edition: 2008

Authors: Aziz Guergachi, Peng Sheng

List price: $61.95
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Description:

The eight building blocks of Value-Integrated Selling are logically integrated by a series of bonds that make use of relevant theoretical knowledge about buyers? tendencies, psychographics, and behaviors. The framework also allows the sales staff (salespeople and sales managers) to define a complete roadmap for selling and sales management that accounts for various complex issues. - Develops a revolutionary framework to describe consumer and organizational buying processes, derived from author?s earlier work in a nationally-sanctioned textbook in China - Approaches data modeling in a sales context - Includes insight the personal interactions between buyer and seller, both the implicit and explicit
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Book details

List price: $61.95
Copyright year: 2008
Publisher: Routledge
Publication date: 1/15/2008
Binding: Paperback
Pages: 240
Size: 6.00" wide x 9.00" long x 0.75" tall
Weight: 0.836

Foreword
Preface
Acknowledgements
Introduction
About the Authors
Exchange Behavior in Selling and Sales Management (X-Be)
Overview of the (1 + 7) Elements of X-Be
Phases of the Purchase Process Model: Value Formation and Exchange on the Part of Customer
Key Persons and Core Opinion Leaders: Value Roles on the Part of Customer
Views on Criteria: Base for Judging Value
Buying Points and Selling Points: Expression of Customer Value
Deliverability and Integrated Product: Totality of a Purchase in Terms of Value
Appropriate Communicators and Networked Resources: Facilitators of Value Formation and Exchange
Selling Status Indices: Measures for Monitoring the Value Integration Process
Dealing with Competition: An Approach from the Perspective of Customer Value
Putting the Elements Together: A Roadmap for Effective Selling and Sales Management
Theoretical Foundations and Advanced Topics
Theoretical Foundations
Advanced Topics for Researchers
References
Index