Value based selling
Melkman, Alan.
Value based selling [electronic resource] / Alan Melkman. - London : Henry Stewart Talks, 2010. - 1 online resource (1 streaming video file (63 min.) : color, sound). - Pricing on value . - Henry Stewart talks. Marketing & management collection. Pricing on value .
Animated audio-visual presentation with synchronized narration. Title from title frames.
Contents: Key questions -- How organizations work and create value -- Value creation -- The organizational value chain -- Value propositions -- Customer management hierarchy -- The Decision Making Unit (DMU) -- Contact base issues -- Developing the contact strategy -- From salesperson to consultant -- Why salespeople don't ask more questions -- Customer value -- Quality or return -- Total price or investment -- Value based selling.
Access restricted to subscribers.
Mode of access: World Wide Web.
System requirements: Browser compatibility: updated Mozilla Firefox, Google Chrome, Safari or Internet Explorer 8+. Browser settings: enable JavaScript, enable cookies from the Henry Stewart Talks site. Required Desktop Browser plugins & viewers: Updated Adobe Flash Player & Adobe Acrobat Reader. Mobile device & operating system versions: Android v2.1+, iPhone 4+ (iOS v5.x+), iPad 2+ (iOS v5.x+), BlackBerry OS v7.0+, Windows Phone v6.5.1+.
2656 Henry Stewart Talks
Consumer satisfaction.
Pricing.
Selling.
Value.
Value based selling [electronic resource] / Alan Melkman. - London : Henry Stewart Talks, 2010. - 1 online resource (1 streaming video file (63 min.) : color, sound). - Pricing on value . - Henry Stewart talks. Marketing & management collection. Pricing on value .
Animated audio-visual presentation with synchronized narration. Title from title frames.
Contents: Key questions -- How organizations work and create value -- Value creation -- The organizational value chain -- Value propositions -- Customer management hierarchy -- The Decision Making Unit (DMU) -- Contact base issues -- Developing the contact strategy -- From salesperson to consultant -- Why salespeople don't ask more questions -- Customer value -- Quality or return -- Total price or investment -- Value based selling.
Access restricted to subscribers.
Mode of access: World Wide Web.
System requirements: Browser compatibility: updated Mozilla Firefox, Google Chrome, Safari or Internet Explorer 8+. Browser settings: enable JavaScript, enable cookies from the Henry Stewart Talks site. Required Desktop Browser plugins & viewers: Updated Adobe Flash Player & Adobe Acrobat Reader. Mobile device & operating system versions: Android v2.1+, iPhone 4+ (iOS v5.x+), iPad 2+ (iOS v5.x+), BlackBerry OS v7.0+, Windows Phone v6.5.1+.
2656 Henry Stewart Talks
Consumer satisfaction.
Pricing.
Selling.
Value.