Exchange Behavior in Selling and Sales Management

Name: Exchange Behavior in Selling and Sales Management
Availability: OutOfStock
ISBN: 9780750685900

ISBN-10: 0750685905

ISBN-13: 9780750685900

Edition: 2008

Authors: Aziz Guergachi, Peng Sheng

List price: $66.95

30 day, 100% satisfaction guarantee!

Out of stock

We're sorry. This item is currently unavailable.

what's this?

Rush Rewards U
Members Receive:

You have reached 400 XP and carrot coins. That is the daily max!

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…

Book details

List price: $66.95
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
Language: English



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