Taylor's Library

Normal view MARC view ISBD view

Exchange behavior in selling and sales management [electronic resource] / by Peng Sheng, Aziz Guergachi.

By: Sheng, Peng.
Contributor(s): Guergachi, Aziz | ScienceDirect (Online service).
Publisher: Oxford : Butterworth-Heinemann, 2008Description: xviii, 222 p. : ill. ; 23 cm.ISBN: 9780750685900; 0750685905.Subject(s): Consumer behavior | Selling -- Psychological aspects | Sales management | Verkooptechnieken | MethodologieGenre/Form: Electronic books.Additional physical formats: No titleDDC classification: 658.81 Online resources: An electronic book accessible through the World Wide Web; click for information
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 -- --.
Item type Current location Call number Status Notes Date due Barcode
Main Collection Taylor's Library - Perpetual(TU)
658.81 (Browse shelf) e-book SHTEx,7000,03,CL,PPT

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 -- --.

Electronic reproduction. Amsterdam : Elsevier Science & Technology, 2009. Mode of access: World Wide Web. System requirements: Web browser. Title from title screen (viewed on Dec. 3, 2009). Access may be restricted to users at subscribing institutions.