Exchange behavior in selling and sales management

Exchange behavior in selling and sales management

Guergachi, Aziz
Sheng, Peng

50,40 €(IVA inc.)

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 thesales staff (salespeople and sales managers) to define a complete roadmap forselling and sales management that accounts for various complex issues. INDICE: PrefaceAcknowledgementsIntroductionPart One: Value-Integrated SellingTMChapter One: Overview of the Eight Elements of Value-Integrated SellingTMChapter Two: Phases of the Purchase Process Model The Process of Value Formulation and Exchange on the Customer?s SideChapter Three: Key People in the Purchase Process and their Value PreferencesChapter Four: Views on Criteria (not Voice of Customer) Key People?s Base for Judging ValueChapter Five: Buying Points and Selling Points The Expression of ValueChapter Six: Deliverability and Integrated Product The Totality of a Purchase in Terms of ValueChapter Seven: Appropriate Communicators and Networked Resources Facilitators of Value Formulation and ExchangeChapter Eight: Selling Status Indices in Value-Integrated SellingTMChapter Nine: Competition in Value-Integrated SellingTMPart Two: Applications and Theoretical Foundations of Value-Integrated SellingTMChapter Ten: Putting the Elements Together: A Roadmap for Selling and Sales ManagementChapter Eleven: Theoretical FoundationsConclusion

  • ISBN: 978-0-7506-8590-0
  • Editorial: Butterworth-Heinemann
  • Encuadernacion: Rústica
  • Páginas: 240
  • Fecha Publicación: 01/02/2008
  • Nº Volúmenes: 1
  • Idioma: Inglés