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Informationen zum Autor Peng Sheng, Aziz Guerpson Zusammenfassung 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. Inhaltsverzeichnis 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
List of contents
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
