Exchange Behavior in Selling and Sales Management

ISBN-13: 9781138465961 / Angielski / Twarda / 2017

Aziz Guergachi

Opis

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.

Spis treści

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;

O autorze

Peng Sheng, Aziz Guerpson