TY  - ADVS
AU  - Melkman,Alan
TI  - Value based selling
T2  - Pricing on value
PY  - 2010///
CY  - London
PB  - Henry Stewart Talks
KW  - Consumer satisfaction
KW  - Pricing
KW  - Selling
KW  - Value
N1  - 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
UR  - http://hstalks.com/lib.php?t=HST113.2656&c=250
UR  - http://hstalks.com/lib.php?t=HST113&c=250
ER  -