Peng Sheng, Aziz Guergachi

Exchange Behavior in Selling and Sales Management

• Gebundenes Buch

Produktbeschreibung

Presents a framework for the successful operation of selling and sales management. This book is composed of eight fundamental building blocks, which provide a framework to describe the dynamics of consumer and organizational buying processes. It also provides a scientific, analytical approach to the personal elements in selling.

Produktdetails

• Verlag: Taylor & Francis Ltd
• Erscheinungstermin: 15. August 2017
• Englisch
• Abmessung: 160mm x 236mm x 18mm
• Gewicht: 454g
• ISBN-13: 9781138465961
• ISBN-10: 1138465968
• Artikelnr.: 50153765

Autorenporträt

Peng Sheng, Aziz Guerpson

Inhaltsangabe

Part 1 Exchange Behavior in Selling and Sales Management (X-Be); Chapter 1
Overview of the (1 + 7) Elements of X-Be; Chapter 2 Phases of the Purchase
Process Model: Value Formation and Exchange on the Part of Customer;
Chapter 3 Key Persons and Core Opinion Leaders: Value Roles on the Part of
Customer; Chapter 4 Views on Criteria: Base for Judging Value; Chapter 5
Buying Points and Selling Points: Expression of Customer Value; Chapter 6
Deliverability and Integrated Product: Totality of a Purchase in Terms of
Value; Chapter 7 Appropriate Communicators and Networked Resources:
Facilitators of Value Formation and Exchange; Chapter 8 Selling Status
Indices: Measures for Monitoring the Value Integration Process; Chapter 9
Dealing with Competition: An Approach from the Perspective of Customer
Value; Chapter 10 Putting the Elements Together: A Roadmap for Effective
Selling and Sales Management; Part 2 Theoretical Foundations and Advanced
Topics; Chapter 11 Theoretical Foundations; Chapter 12 Advanced Topics for
Researchers;