Exchange behavior in selling and sales management /
Sheng, Peng.
Exchange behavior in selling and sales management / by Peng Sheng, Aziz Guergachi. - Oxford : Butterworth-Heinemann, 2008. - 248 p. : ill. ; 23 cm.
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 to define a complete roadmap for selling and sales management.
Specialized.
9780750685900 (pbk.) : £28.99 0750685905 (pbk.) : £28.99
Consumer behavior.
Selling--Psychological aspects.
Sales management.
Exchange behavior in selling and sales management / by Peng Sheng, Aziz Guergachi. - Oxford : Butterworth-Heinemann, 2008. - 248 p. : ill. ; 23 cm.
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 to define a complete roadmap for selling and sales management.
Specialized.
9780750685900 (pbk.) : £28.99 0750685905 (pbk.) : £28.99
Consumer behavior.
Selling--Psychological aspects.
Sales management.
