Exchange Behavior In Selling And Sales Management
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Exchange Behavior In Selling And Sales Management
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Author : Peng Sheng
language : en
Publisher: Routledge
Release Date : 2008-01-28
Exchange Behavior In Selling And Sales Management written by Peng Sheng and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008-01-28 with Business & Economics categories.
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.
A Critical Examination Of The Recent Evolution Of B2b Sales
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Author : Cohn, Joel G.
language : en
Publisher: IGI Global
Release Date : 2024-02-27
A Critical Examination Of The Recent Evolution Of B2b Sales written by Cohn, Joel G. and has been published by IGI Global this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-02-27 with Business & Economics categories.
The seismic shifts in B2B selling brought about by the recent global pandemic have left scholars grappling with the fundamental question of permanence. As the traditional face-to-face dynamics of B2B sales stand challenged, academic minds seek answers: Are these changes enduring, or will we revert to the familiar norms of in-person interactions? A Critical Examination of the Recent Evolution of B2B Salesis a groundbreaking exploration designed for academic scholars seeking clarity in these uncertain times. In the pursuit for understanding, scholars encounter a myriad of questions. What truly transpired in sales activities during the pandemic? Does the surge in virtual selling signify a lasting transformation, or is it merely a temporary adaptation? Critical thinking becomes paramount, necessitating a deep dive into published ideas to discern the strength of conclusions drawn. The academic community grapples with the challenge of scrutinizing the landscape to determine if the changes are indeed permanent and if so, how B2B sales forces can effectively adapt.
Sales Management
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Author : Eli Jr
language : en
Publisher: Eli Jr
Release Date : 2024-04-16
Sales Management written by Eli Jr and has been published by Eli Jr this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-04-16 with Business & Economics categories.
In the competitive world of sales, a comprehensive understanding of the fundamentals is crucial for success. Sales Management by Eli Jr is a definitive book that guides you into the intricate landscape of sales, offering a wealth of knowledge and practical insights for aspiring sales professionals and seasoned experts alike. From the evolution of professional sales to the customer-centric model and the nuances of sales strategies, this book provides a comprehensive exploration of the dynamic realm of sales. It guides you into the intricacies of sales organizations, staffing options, and process alignment, offering valuable guidance for optimizing sales structures and operations. The book also tackles the critical aspects of performance, compensation, and incentive plans, shedding light on effective sales forecasting, sales channels, and sales promotion. It provides a strategic approach to sales force planning, types of sales, and the psychology behind consumer behavior, empowering readers to understand why people buy and how to tailor their approach accordingly. Furthermore, Sales Management guides you into the art of personal selling, from prospecting and handling objections to the intricate process of closing a sale. It navigates through the ethical and legal aspects of selling, the relationship between sales and marketing, and the disparities between consumer and organizational buying behavior. Readers will uncover the profound impact of environmental and managerial forces on sales, gaining valuable insights into international selling and the art of delivering compelling sales presentations. With a focus on sales controlling, sales cost analysis, and the essence of effective selling, this book equips readers with the tools and knowledge needed to thrive in the competitive landscape of modern sales. In Sales Management, Eli Jr combines extensive industry expertise with practical wisdom, offering a compelling and insightful resource that transcends traditional sales literature.
Sales Force Management
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Author : Joseph F. Hair, Jr.
language : en
Publisher: John Wiley & Sons
Release Date : 2020-09-16
Sales Force Management written by Joseph F. Hair, Jr. and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-09-16 with Business & Economics categories.
The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.
The Oxford Handbook Of Strategic Sales And Sales Management
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Author : David W. Cravens
language : en
Publisher: OUP Oxford
Release Date : 2012-11-22
The Oxford Handbook Of Strategic Sales And Sales Management written by David W. Cravens and has been published by OUP Oxford this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-11-22 with Business & Economics categories.
The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
Handbook Of Marketing
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Author : Barton A Weitz
language : en
Publisher: SAGE
Release Date : 2002-11-04
Handbook Of Marketing written by Barton A Weitz and has been published by SAGE this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002-11-04 with Business & Economics categories.
The Handbook of Marketing presents a major retrospective and prospective overview of the field of marketing, and provides a landmark reference at a time when many of the traditional boundaries and domains within the marketing discipline have been subject to change. The Handbook frames, assesses and synthesizes the work in the field and helps to define and shape its current and future development. It includes contributions from leading scholars in the field, and the input of an international and extremely distinguished advisory board of marketing academics. The Handbook of Marketing will be invaluable to advanced undergraduates, graduate students and academics in marketing.
Theoretical Developments In Marketing
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Author : Charles W. Lamb, Jr.
language : en
Publisher: Marketing Classics Press
Release Date : 2011-10-15
Theoretical Developments In Marketing written by Charles W. Lamb, Jr. and has been published by Marketing Classics Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-10-15 with Business & Economics categories.
Sales Management
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Author : Thomas N. Ingram
language : en
Publisher: Routledge
Release Date : 2015-03-27
Sales Management written by Thomas N. Ingram and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-03-27 with Business & Economics categories.
The new 9th edition of Sales Management continues the tradition of blending the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes current coverage of the trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. Key changes in this edition include: Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices An expanded discussion on trust building and trust-based selling as foundations for effective sales management All new chapter-opening vignettes about well-known companies that introduce each chapter and illustrate key topics from that chapter New or updated comments from sales managers in "Sales Management in the 21st Century" boxes An online instructor's manual with test questions and PowerPoints is available to adopters.
Handbook Of Social Resource Theory
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Author : Kjell Törnblom
language : en
Publisher: Springer Science & Business Media
Release Date : 2012-11-06
Handbook Of Social Resource Theory written by Kjell Törnblom and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-11-06 with Social Science categories.
Our lives as human beings are characterized by production and use of social resources, material (e.g., money and physical possessions) as well as immaterial (such as love, knowledge, and power). Distribution and exchange of these resources are central to individuals’ physical and mental health and quality of life. Over the past four decades, Social Resource Theory (SRT) has evolved to build vital links between social psychology and public policy, providing a valuable lens for understanding and addressing social class, inequality, and injustice. The recent conceptual and theoretical developments and future prospects of this robust field are on full display in this Handbook of Social Resource Theory. An international, interdisciplinary panel of experts expands on the pioneering work of the late Dr. Uriel Foa and his wife Edna Foa, starting with the basic structure of SRT. The Handbook includes integrations of SRT with other social scientific frameworks, analyses of organizational and cultural issues, reports of empirical research using various methods, as well as applications to different areas including: Social justice Quality of life Interpersonal relationships Social dilemmas Stress management Work satisfaction Cognitive development Consumer behavior Cross-cultural behavior Covering human social transactions from the interpersonal to the intercultural levels, the Handbook of Social Resource Theory extends this relevant line of study to enhance the work of social psychologists, sociologists, anthropologists, political scientists, and public policy makers. “The Handbook presents the basic tenets of the social resource theory originated from the late Uriel Foa and provides an authoritative agenda for the future developments of this theory. Kjell Törnblom and Ali Kazemi have made an excellent job in gathering a global group of contributingscholars representing an outstanding mix of respected and long-standing researchers in social psychology, sociology, psychology, management, economics and marketing, political science, history, and applied ethics/philosophy. This Handbook is an ideal resource for researchers, instructors, and graduate students in all these fields with an interest in social resource theory.” Edna B. Foa Professor of Clinical Psychology, University of Pennsylvania “Uriel Foa (1916-1990) developed social resource theory in the 1960s. In the next half century this theory has generated an enormous amount of new data and theory in social, cross-cultural, and educational psychology, as well as in related disciplines. It has inspired work on interpersonal relationships, attributions, the understanding of status, morality, distributive justice, procedural justice, social dilemmas, interpersonal evaluation, biosocial theory, and action construal. Applications in both organizational and educational settings and in marketing studies indicate the theory’s relevance for the “real world.” This volume edited by Kjell Törnblom and Ali Kazemi is the wonderful Festschrift that Foa did not have, because he died when he was too young by contemporary life expectancy standards. It includes chapters by many of the stars of the fields that social resource theory has influenced.” Harry C. Triandis Professor Emeritus, University of Illinois “Forty years ago Edna and Uriel Foa began to spell out the unwritten social rules by which we trade – on a daily basis – friendship, information, respect, gifts, favors and other rewards and punishments. Sociologists, psychologists, economists, and others owe the editors a tremendous debt of gratitude for reminding us of the eloquence and indispensability of the originalwork on social resource theory and for bringing together a distinguished roster of scholars and scientists to reflect on the theory and to exercise it in the service of addressing an astonishing number and variety of important social and organizational problems.” John T. Jost Professor of Psychology and Politics, New York University “What material and symbolic goods count as resources? How do resources relate to power? How can the exchange and distribution of resources be understood in both interpersonal and societal terms? In this outstanding volume, Törnblom and Kazemi bring together a constellation of experts from a variety of disciplines to address questions such as these. Taking as their basis the classic statement by Uriel and Edna Foa of the resource theory of social exchange, the Handbook moves through theoretical to practical analyses and presents both laboratory and field research conducted in a number of different countries. The book makes an excellent contribution to our understanding of social exchange theory in particular and of social relationships in general. The collection is both impressive and important.” Faye J Crosby Professor of Psychology, University of California Santa Cruz “A tour de force, this comprehensive volume presents cutting edge insights inspired by Foa and Foa’s social resource theory. Törnblom and Kazemi have brought together a stellar cast to address ageless questions about the cornerstones of social life and provide generative roadmaps for future theorizing and research. This volume is a rich resource for scholars as well as students and educated readers who want to know more about the complexities of social life.” Linda J. Skitka Professor of Psychology, University of Illinois atChicago
Managing Employee Attitudes And Behaviors In The Tourism And Hospitality Industry
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Author : Salih Kusluvan
language : en
Publisher: Nova Publishers
Release Date : 2003
Managing Employee Attitudes And Behaviors In The Tourism And Hospitality Industry written by Salih Kusluvan and has been published by Nova Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with Business & Economics categories.
The tourism industry, of which the hospitality industry is the core element, is one of the largest and the fastest growing industries world-wide. According to World Tourism Organisation forecasts, the industry will continue to grow and employ more people in the twenty-first century. In parallel with the growth of the tourism and hospitality industry world-wide, consumer expectations and demands for quality are rising while consumer tastes are varying on the one hand, and competition among the firms, both nationally and internationally, is intensifying on the other. In this business environment of heightened consumer expectations, distinct market segments that demand unique products and services, and stiff competition, tourism and hospitality organisations are looking for ways to excel in service quality, customer satisfaction, competition and performance. This book takes the view that employees are one of the most, if not the most, important resources or assets for tourism and hospitality organisations in their endeavour to provide excellent service, meet and exceed consumer expectations, achieve competitive advantage and exceptional organisational performance. The purpose of this book is to emphasise the critical role of employees for tourism and hospitality organisations and to examine the ways and means of managing their attitudes and behaviours for the mutual benefit of both parties: tourism and hospitality organisations and their employees.