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007			cr|cna|||a||||
007			vz|czazum
008			101007s2010 enk|||||||||||s|||v|eng d
028	5	0	_a2656 _bHenry Stewart Talks
035			_a(HSTalks)HST2656_1_3
100	1		_aMelkman, Alan. _4spk
245	1	0	_aValue based selling _h[electronic resource] / _cAlan Melkman.
260			_aLondon : _bHenry Stewart Talks, _c2010.
300			_a1 online resource (1 streaming video file (63 min.) : _bcolor, sound).
490	1		_aPricing on value
500			_aAnimated audio-visual presentation with synchronized narration.
500			_aTitle from title frames.
505	0		_aContents: 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.
506			_aAccess restricted to subscribers.
538			_aMode of access: World Wide Web.
538			_aSystem 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+.
650	0	0	_aConsumer satisfaction.
650	0	0	_aPricing.
650	0	0	_aSelling.
650	0	0	_aValue.
830		0	_aHenry Stewart talks. _pMarketing & management collection. _pPricing on value
856	4	0	_uhttp://hstalks.com/lib.php?t=HST113.2656&c=250
856	4	2	_uhttp://hstalks.com/lib.php?t=HST113&c=250 _3Series
908			_a141013
989			_a20230822095114.0
999			_c6050 _d6050