Peng Sheng

Chapter 1 – Overview of the (1 + 7) Elements of X-Be

Chapter 8 – Selling Status Indices: Measures for Monitoring the Value Integration Process

Chapter 10 – Putting the Elements Together: a Roadmap for Effective Selling and Sales Management

Chapter 5 – Buying Points and Selling Points: Expression of Customer Value

Chapter 3 – Key Persons and Core Opinion Leaders: Value Roles on the Part of Customer

Chapter 11 – Theoretical Foundations

Chapter 9 – Dealing with Competition: an Approach from the Perspective of Customer Value

Chapter 6 – Deliverability and Integrated Product: Totality of a Purchase in Terms of Value

Chapter 4 – Views on Criteria: Base for Judging Value

Chapter 7 – Appropriate Communicators and Networked Resources: Facilitators of Value Formation and Exchange