Exchange Behavior in Selling and Sales Management

Value-Integrated Selling is a comprehensive conceptual framework that deconstructs, systematizes and elucidates selling, sales management and the various actions that are related to them. Composed of eight fundamental building blocks (or elements), the model has its theoretical foundations in psychology and sociology. Its central precepts reflect extensive experience within the field, based upon the various kinds of selling and sales management practices that authors and contributors have observed.