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Exchange Behavior in Selling and Sales Management Sheng, Peng/ Guergachi, Aziz 1 of 1

Learn more about Exchange Behavior in Selling and Sales Management:

Format: Paperback
ISBN-10: 0750685905
ISBN-13: 9780750685900
Sku: 204992893
Publish Date: 10/1/2007
Pages:  222
Age Range:  NA
The eight building blocks of Value-Integrated Selling are logically integrated by a series of bonds that make use of relevant theoretical knowledge about buyers? tendencies, psychographics, and behaviors. The framework also allows the sales staff (salespeople and sales managers) to define a complete roadmap for selling and sales management that accounts for various complex issues.
- 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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Product attributeeBooks:   Kobo
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