Exchange behavior in selling and sales management
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| 1. Verfasser: | |
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| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Oxford
Butterworth-Heinemann
2008
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| Online-Zugang: | FAW01 URL des Erstveröffentlichers |
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| 082 | 0 | |a 658.81 |2 22 | |
| 100 | 1 | |a Sheng, Peng |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Exchange behavior in selling and sales management |c by Peng Sheng, Aziz Guergachi |
| 264 | 1 | |a Oxford |b Butterworth-Heinemann |c 2008 | |
| 300 | |a xviii, 222 pages | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b c |2 rdamedia | ||
| 338 | |b cr |2 rdacarrier | ||
| 500 | |a 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. - 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 | ||
| 500 | |a Includes bibliographical references and index | ||
| 650 | 7 | |a BUSINESS & ECONOMICS / Sales & Selling / Management |2 bisacsh | |
| 650 | 7 | |a Consumer behavior |2 fast | |
| 650 | 7 | |a Sales management |2 fast | |
| 650 | 7 | |a Selling / Psychological aspects |2 fast | |
| 650 | 7 | |a Verkooptechnieken |2 gtt | |
| 650 | 7 | |a Methodologie |2 gtt | |
| 650 | 4 | |a Methode | |
| 650 | 4 | |a Psychologie | |
| 650 | 4 | |a Wirtschaft | |
| 650 | 4 | |a Consumer behavior | |
| 650 | 4 | |a Selling |x Psychological aspects | |
| 650 | 4 | |a Sales management | |
| 700 | 1 | |a Guergachi, Aziz |e Sonstige |4 oth | |
| 856 | 4 | 0 | |u http://www.sciencedirect.com/science/book/9780750685900 |x Verlag |z URL des Erstveröffentlichers |3 Volltext |
| 912 | |a ZDB-33-ESD |a ZDB-33-EBS | ||
| 999 | |a oai:aleph.bib-bvb.de:BVB01-029787647 | ||
| 966 | e | |u http://www.sciencedirect.com/science/book/9780750685900 |l FAW01 |p ZDB-33-ESD |q FAW_PDA_ESD |x Verlag |3 Volltext | |
Datensatz im Suchindex
| _version_ | 1804177652487028736 |
|---|---|
| any_adam_object | |
| author | Sheng, Peng |
| author_facet | Sheng, Peng |
| author_role | aut |
| author_sort | Sheng, Peng |
| author_variant | p s ps |
| building | Verbundindex |
| bvnumber | BV044385426 |
| collection | ZDB-33-ESD ZDB-33-EBS |
| ctrlnum | (ZDB-33-ESD)ocn474952083 (OCoLC)474952083 (DE-599)BVBBV044385426 |
| dewey-full | 658.81 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.81 |
| dewey-search | 658.81 |
| dewey-sort | 3658.81 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| id | DE-604.BV044385426 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T07:51:29Z |
| institution | BVB |
| isbn | 9780750685900 0750685905 9780080557564 0080557562 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-029787647 |
| oclc_num | 474952083 |
| open_access_boolean | |
| owner | DE-1046 |
| owner_facet | DE-1046 |
| physical | xviii, 222 pages |
| psigel | ZDB-33-ESD ZDB-33-EBS ZDB-33-ESD FAW_PDA_ESD |
| publishDate | 2008 |
| publishDateSearch | 2008 |
| publishDateSort | 2008 |
| publisher | Butterworth-Heinemann |
| record_format | marc |
| spelling | Sheng, Peng Verfasser aut Exchange behavior in selling and sales management by Peng Sheng, Aziz Guergachi Oxford Butterworth-Heinemann 2008 xviii, 222 pages txt rdacontent c rdamedia cr rdacarrier 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. - 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 Includes bibliographical references and index BUSINESS & ECONOMICS / Sales & Selling / Management bisacsh Consumer behavior fast Sales management fast Selling / Psychological aspects fast Verkooptechnieken gtt Methodologie gtt Methode Psychologie Wirtschaft Consumer behavior Selling Psychological aspects Sales management Guergachi, Aziz Sonstige oth http://www.sciencedirect.com/science/book/9780750685900 Verlag URL des Erstveröffentlichers Volltext |
| spellingShingle | Sheng, Peng Exchange behavior in selling and sales management BUSINESS & ECONOMICS / Sales & Selling / Management bisacsh Consumer behavior fast Sales management fast Selling / Psychological aspects fast Verkooptechnieken gtt Methodologie gtt Methode Psychologie Wirtschaft Consumer behavior Selling Psychological aspects Sales management |
| title | Exchange behavior in selling and sales management |
| title_auth | Exchange behavior in selling and sales management |
| title_exact_search | Exchange behavior in selling and sales management |
| title_full | Exchange behavior in selling and sales management by Peng Sheng, Aziz Guergachi |
| title_fullStr | Exchange behavior in selling and sales management by Peng Sheng, Aziz Guergachi |
| title_full_unstemmed | Exchange behavior in selling and sales management by Peng Sheng, Aziz Guergachi |
| title_short | Exchange behavior in selling and sales management |
| title_sort | exchange behavior in selling and sales management |
| topic | BUSINESS & ECONOMICS / Sales & Selling / Management bisacsh Consumer behavior fast Sales management fast Selling / Psychological aspects fast Verkooptechnieken gtt Methodologie gtt Methode Psychologie Wirtschaft Consumer behavior Selling Psychological aspects Sales management |
| topic_facet | BUSINESS & ECONOMICS / Sales & Selling / Management Consumer behavior Sales management Selling / Psychological aspects Verkooptechnieken Methodologie Methode Psychologie Wirtschaft Selling Psychological aspects |
| url | http://www.sciencedirect.com/science/book/9780750685900 |
| work_keys_str_mv | AT shengpeng exchangebehaviorinsellingandsalesmanagement AT guergachiaziz exchangebehaviorinsellingandsalesmanagement |