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Exchange Behavior in Selling and Sales Management (Paperback)
Loot Price: R1,632
Discovery Miles 16 320
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Exchange Behavior in Selling and Sales Management (Paperback)
Expected to ship within 12 - 17 working days
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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.
- 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
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