Sales Behaviorology

Author: Sheng Peng
Publisher:
Publish Date: 2005-05-01
Features: In October 2002, Mr. Sheng Peng's monograph, What Exactly Is This Thing Called Sales?, garnered significant attention and praise from readers in both the business and academic communities. Numerous professionals from domestic and foreign enterprises recognized its value through corporate training, lectures, exchanges, and MBA or EMBA courses at universities, giving it high commendation. In December 2003, professors and experts from the marketing departments of 12 universities, including Tsinghua University, Shanghai Jiao Tong University, and Peking University, conducted a specialized discussion on the book and decided to adapt it as a textbook for MBA, EMBA, and university business administration marketing programs under the title Sales Behaviorology. The Sales Behaviorology before the readers is jointly launched by professors and experts in marketing from 11 universities, including Tsinghua University, Shanghai Jiao Tong University, Zhejiang University, Harbin Institute of Technology, and Shenzhen University.
Sales behaviorology is a technical discipline that studies effective and appropriate sales behaviors and sales behavior management based on the "profit-seeking" cognitive, psychological, and behavioral patterns of customers with different "value roles" in the formation and exchange of value. Sales behavior is a social practice that has existed since ancient times and increasingly influences the lives and work of each of us. How to effectively carry out and manage our sales activities, how to effectively participate in the value formation and exchange process of customers, and how to achieve continuous value exchange based on the cognitive, psychological, and behavioral patterns of customers—this book, Sales Behaviorology, aims to provide readers with a practical "cognitive framework" and action guide to help them clarify those "confusing and disorganized" sales and sales management issues.