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Exchange behavior in selling and sal...

Guergachi, Aziz.

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Exchange behavior in selling and sales management

Record Type:	Language materials, printed : 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.
[NT 15003449]:	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 -- --.
Subject:	Consumer behavior. -
Online resource:	http://www.sciencedirect.com/science/book/9780750685900An electronic book accessible through the World Wide Web; click for information
ISBN:	0750685905

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: 0750685905

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

535816
Consumer behavior.
Index Terms--Genre/Form:

542853
Electronic books.

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

Dewey Class. No.: 658.81

Exchange behavior in selling and sales management
LDR:03731cam 2200301 a 45 001 893037
003 OCoLC
005 20101126
006 m d
007 cr cn|||||||||
008 101126s2008 enka ob 001 0 eng d
020 $a 0750685905
020 $a 9780750685900
035 $a (OCoLC)474952083
035 $a ocn474952083
037 $a 141358:141501 $b Elsevier Science & Technology $n http://www.sciencedirect.com
040 $a OPELS $b eng $c OPELS
049 $a TEFA
050 1 4 $a HF5438.4 $b .S54 2008
082 0 4 $a 658.81 $2 22
100 1 $a Sheng, Peng. $3 927455
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 535816
650 0 $a Sales management. $3 624757
650 0 $a Selling $x Psychological aspects. $3 664580
650 1 7 $a Methodologie. $2 gtt $3 854347
650 1 7 $a Verkooptechnieken. $2 gtt $3 924404
655 7 $a Electronic books. $2 lcsh $3 542853
700 1 $a Guergachi, Aziz. $3 927454
710 2 $a ScienceDirect (Online service) $3 848416
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