Verwandte Artikel zu Exchange Behavior in Selling and Sales Management

Exchange Behavior in Selling and Sales Management - Softcover

Sheng, Peng; Guergachi, Aziz

 
9780750685900: Exchange Behavior in Selling and Sales Management
Softcover
ISBN 10: 0750685905 ISBN 13: 9780750685900
Verlag: Routledge, 2008

Inhaltsangabe

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.

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Über die Autorin bzw. den Autor

Peng Sheng, Aziz Guerpson

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Verlag
Routledge
Erscheinungsdatum
2008
Sprache
Englisch
ISBN 10 
0750685905
ISBN 13 
9780750685900
Einband
Taschenbuch
Anzahl der Seiten
240
Kontakt zum Hersteller
Nicht verfügbar
Verantwortliche Person
Buchpark GmbH
gpsr@buchpark.de

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Trebbin
Brandenburg
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Deutschland