Exchange Behavior in Selling and Sales Management

Taylor & Francis

Presents a framework for the successful operation of selling and sales management. This book is composed of eight fundamental building blocks, which provide a framework to describe the dynamics of consumer and organizational buying processes. It also provides a scientific, analytical approach to the personal elements in selling. > 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 mi;