chapter  8
18 Pages

SELLING STATUS INDICES: MEASURES FOR MONITORING THE VALUE INTEGRATION PROCESS

In previous chapters, we discussed the various parameters that need to be abided by a salesperson and sales manager in the course of integrated planning and executing sales activities; these centered primarily on communication and interaction with customers. We also introduced the first six basic elements of X-Be as follows:

• A working model of PPP for the phases of the purchase process – a process of value formation and exchange on the customer side.