Tag: exchange behaviour framework

Innovation | Sustainability | Management

Selling Sustainability

After reading about the Exchange Behaviour Framework, as explained in my previous post, I decided to investigate the application of the Exchange Behavior framework to the selling of sustainability. For this analysis, the concepts of a sustainable ‘product’ has been used. For a sustainable ‘product’ to be sustainable, it must be able to make a…
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December 23, 2016 0

The Exchange Behaviour Framework

One of my favourite readings for my Product Development and Commercialization was the first chapter of the book Exchange Behavior in Selling and Sales Management by Peng Sheng, Aziz Guergachi. This publication goes over a framework made up of 8 fundamental building blocks for the successful operation of selling and sales management. I thought it would…
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December 23, 2016 0

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