Exchange Behavior in Selling and Sales Management

ISBN-13: 9780750685900 / Angielski / Miękka / 2008 / 248 str.

Aziz Guergachi; Peng Sheng

Opis

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

Spis treści

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

O autorze

Peng Sheng, Aziz Guerpson