Exchange Behavior in Selling and Sales Management
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A01=Aziz Guergachi
A01=Peng Sheng
advanced marketing research
Agent Based Modeling
analytical sales management framework
Attitude Index
Attitude Scouting
Author_Aziz Guergachi
Author_Peng Sheng
buying
Buying Points
Category=KC
Category=KJ
Category=KJS
Classical Control Theory
CMM Level
CMM.
Col
consumer behaviour analysis
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
High Competition Environment
integrated
key
Key Person
Mixed Competition
Networked Resources
Non-personal Selling
offer
organisational buying process
person
point
points
Pop Stars
PPP Model
process
product
psychographic segmentation
purchase
ROI
sales interaction dynamics
Sales Management
Sales Offer
Sales Opportunities
Satisfactory Customer Relationship
Seller's Connectedness
Seller’s Connectedness
Smart Objective
value integration modelling
Vice Versa
Yangtze River
Young Man
Product details
- ISBN 9781138465961
- Weight: 600g
- Dimensions: 152 x 229mm
- Publication Date: 15 Aug 2017
- Publisher: Taylor & Francis Ltd
- Publication City/Country: GB
- Product Form: Hardback
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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.
