Exchange Behavior in Selling and Sales Management

1st Edition

Authors: Peng Sheng Aziz Guergachi
Paperback ISBN: 9780750685900
Imprint: Butterworth-Heinemann
Published Date: 15th January 2008
Page Count: 240


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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.

Key Features

  • 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


Academic researchers in Sales Management; graduate/MBA and upper-level undergraduates in Sales Management; Sales Management professionals

Table of 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


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About the Author

Peng Sheng

Affiliations and Expertise

Visiting Professor, North University of China; CEO, Beijing Time Sonic Technology Co. Ltd.

Aziz Guergachi

Affiliations and Expertise

Associate Professor, Ryerson University, Toronto, Canada