Peng Sheng's Exchange Behavior in Selling and Sales Management PDF

By Peng Sheng

ISBN-10: 0080557562

ISBN-13: 9780080557564

ISBN-10: 0750685905

ISBN-13: 9780750685900

Alternate habit in promoting and revenues administration offers a practical and easy-to-implement framework for the profitable operation of marketing and revenues administration. concentrated in particular at the value-exchange habit of purchasers and dealers, the publication consists of 8 primary construction blocks, which provide:* A innovative framework to explain the dynamics of customer and organizational purchasing strategies* a systematic, analytical method of the private parts in promoting * a far wanted perception into the non-public interactions among dealers and , either the implicit and specific * a brand new and special constitution which integrates psychographic information mining and modeling strategies in a revenues context, for the 1st time trade habit in promoting and revenues administration displays promoting and revenues administration practices in the box, established upon the huge adventure of the authors and different participants. it truly is crucial examining for complicated scholars, practitioners and researchers in revenues and advertising and marketing. - Develops a progressive framework to explain purchaser and organizational deciding to buy techniques, derived from author's prior paintings in a nationally-sanctioned textbook in China - methods info modeling in a revenues context - comprises perception the private interactions among patron and vendor, either the implicit and specific

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Additional resources for Exchange Behavior in Selling and Sales Management

Sample text

Selling points originate from the latter sphere and refer to those factors that enable the key person to socially justify – in effect, “sell” – his buying behavior to those whose opinions he values or whose approval he requires. Since these people can influence the key person’s buying decision, they act as de facto key persons during the purchaser’s decision-making process. Selling points, 12 1 (1 + 7) ELEMENTS OF X-Be thus, reflect collective benefits and dividends rather than individual ones.

Yet getting the right answer for it does not seem to be an easy job in many sales situations that include not only organizational selling, but consumer selling as well. To address this question, various buying roles that people can play on the customer side have been proposed. , Kotler & Keller (2005)] states that there are five buying roles for consumer marketing (Initiator, Influencer, Decider, Buyer, and User) and seven for industrial marketing (Initiator, User, Influencer, Decider, Approver, Buyer, and Gatekeeper).

For this reason, therefore, we do not think it is proper to specifically isolate Information Search as an independent purchasing phase in a purchase process model. From a cognitive point of view, indeed, humans constantly search and process information (internally or externally or both) in order to take actions, to assess the result of these actions, and to react according to the assessed result at any stage of their decision-making process. , non-personal selling methods such as advertising, direct mailing and so on), with sales made with little or no involvement of a salesperson, particularly in the case of small ticket consumer goods purchased by end users.

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Exchange Behavior in Selling and Sales Management by Peng Sheng


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