The sale is the act of selling something for money, or, in the other word, “Exchange”. There is no free lunch in this world. Business would give something when they expected to get something more in return. So:
Selling = Exchange ____ (1)
An exchange will occur when two or more parties are voluntarily involve in an exchange. Voluntarily is the keyword because each party choose, by its own will, to do it, and must not be forced. Therefore, each party must have another equation in their mind that need to be satisfied to trigger a decision to exchange as in formula (2).
Expected Value <= Perceived Value ____ (2)
Expected value is also depending on the following factors in formula (3)
Expected Value = Word Of Mouth + Personal Needs + Past Experience + Company Communication ____ (3)
Perceived Value can be calculated by
Perceived Value = Company Delivered Value ____ (4)
Company Delivered Value = Translation of Strategy + Monitoring + Control ____ (5)
Translation of Strategy = Company Strategy – (Bias + Myopia) ___ (6)
Company Strategy = Perceived Customer Expectation + Company Position ____ (7)
Perceived Customer Expectation = Customer Information + Market Research ___ (8)
