Exchange Behavior in Selling and Sales Management

Business & Finance, Management & Leadership, Management, Marketing & Sales
Cover of the book Exchange Behavior in Selling and Sales Management by Peng Sheng, Aziz Guergachi, Taylor and Francis
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Author: Peng Sheng, Aziz Guergachi ISBN: 9781136404443
Publisher: Taylor and Francis Publication: January 28, 2008
Imprint: Routledge Language: English
Author: Peng Sheng, Aziz Guergachi
ISBN: 9781136404443
Publisher: Taylor and Francis
Publication: January 28, 2008
Imprint: Routledge
Language: English

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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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.

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