chapter  7
18 Pages

APPROPRIATE COMMUNICATORS AND NETWORKED RESOURCES: FACILITATORS OF VALUE FORMATION AND EXCHANGE

In the previous chapters, we focused the discussion on a particular exchange process and the X-Be building blocks that are used to approach such a process. But, before the salesperson gets to work on a specific process, she has to deploy a great deal of effort to know the industry and business community in which her company operates, collect relevant customer information, and find leads and qualify them. To do all of this, she will have to interact with many people and get involved in myriad sales events and activities. This chapter introduces the sixth building block of the X-Be framework that helps dealing with these issues: the appropriate communicator and networked resources.