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Exchange behavior in selling and sales management

Record Type:	Electronic resources : Monograph/item
Title/Author:	Exchange behavior in selling and sales management/ by Peng Sheng, Aziz Guergachi.
Author:	Sheng, Peng.
other author:	Guergachi, Aziz.
Published:	Oxford :Butterworth-Heinemann, : 2008.,
Description:	xviii, 222 p. :ill. ; : 23 cm.;
Subject:	Consumer behavior. -
Online resource:	An electronic book accessible through the World Wide Web; click for information
ISBN:	9780750685900

Exchange behavior in selling and sales management
Sheng, Peng.

Exchange behavior in selling and sales management[electronic resource] /by Peng Sheng, Aziz Guergachi. - Oxford :Butterworth-Heinemann,2008. - xviii, 222 p. :ill. ;23 cm.

Includes bibliographical references and index.

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 -- --.

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 buying processes * A scientific, analytical approach to the personal elements in selling * A much needed insight into the personal interactions between buyers and sellers, both the implicit and explicit * A new and unique structure which integrates psychographic data mining and modeling techniques in a sales context, for the first time Exchange Behavior in Selling and Sales Management reflects selling and sales management practices within the field, based upon the extensive experience of the authors and other contributors. It is essential reading for advanced students, practitioners and researchers in sales and marketing. - 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.

Electronic reproduction.
Amsterdam :
Elsevier Science & Technology,
2009.

Mode of access: World Wide Web.

ISBN: 9780750685900

Source: 141358:141501Elsevier Science & Technologyhttp://www.sciencedirect.comSubjects--Topical Terms:

95539
Consumer behavior.
Index Terms--Genre/Form:

96803
Electronic books.

LC Class. No.: HF5438.4 / .S54 2008

Dewey Class. No.: 658.81

Exchange behavior in selling and sales management
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050 1 4 $a HF5438.4 $b .S54 2008
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100 1 $a Sheng, Peng. $3 291545
245 1 0 $a Exchange behavior in selling and sales management $h [electronic resource] / $c by Peng Sheng, Aziz Guergachi.
260 $a Oxford : $c 2008. $b Butterworth-Heinemann,
300 $a xviii, 222 p. : $b ill. ; $c 23 cm.
504 $a Includes bibliographical references and index.
505 0 $a 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 -- --.
520 $a 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 buying processes * A scientific, analytical approach to the personal elements in selling * A much needed insight into the personal interactions between buyers and sellers, both the implicit and explicit * A new and unique structure which integrates psychographic data mining and modeling techniques in a sales context, for the first time Exchange Behavior in Selling and Sales Management reflects selling and sales management practices within the field, based upon the extensive experience of the authors and other contributors. It is essential reading for advanced students, practitioners and researchers in sales and marketing. - 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.
533 $a Electronic reproduction. $b Amsterdam : $c Elsevier Science & Technology, $d 2009. $n Mode of access: World Wide Web. $n System requirements: Web browser. $n Title from title screen (viewed on Dec. 3, 2009). $n Access may be restricted to users at subscribing institutions.
650 0 $a Consumer behavior. $3 95539
650 0 $a Selling $x Psychological aspects. $3 100678
650 0 $a Sales management. $3 100655
650 1 7 $a Verkooptechnieken. $2 gtt $3 291547
650 1 7 $a Methodologie. $2 gtt $3 279253
655 7 $a Electronic books. $2 local. $3 96803
700 1 $a Guergachi, Aziz. $3 291546
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776 1 $c Original $z 9780750685900 $z 0750685905 $w (OCoLC)182663608
856 4 0 $3 ScienceDirect $u http://www.sciencedirect.com/science/book/9780750685900 $z An electronic book accessible through the World Wide Web; click for information
994 $a C0 $b TEF