Exchange Behavior in Selling and Sales Management

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.

Prezinta un cadru pentru functionarea cu succes a vanzarilor si managementului vanzarilor. Aceasta carte este alcatuita din opt elemente fundamentale, care ofera un cadru pentru descrierea dinamicii proceselor de cumparare ale consumatorilor si organizatiilor.