1st Edition
Exchange Behavior in Selling and Sales Management
240 Pages
by
Routledge
240 Pages
by
Routledge
240 Pages
by
Routledge
Also available as eBook on:
Exchange Behavior in Selling and Sales Management presents a pragmatic and easy-to-implement framework for the successful operation of selling and sales management. Focused specifically on the value-exchange behavior of buyers and sellers, the book is composed of eight fundamental building blocks, which provide: * A revolutionary framework to describe the dynamics of consumer and organizational... Read more
Preface; Acknowledgements; Introduction; PART I: 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 II: Theoretical Foundations and Advanced Topics; Chapter 11: Theoretical Foundations; Chapter 12: Advanced Topics for Researchers; References
Biography
Peng Sheng, Aziz Guerpson
