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.
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