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, 2056-4570 . - Henry Stewart talks. Business & 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.
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, 2056-4570 . - Henry Stewart talks. Business & 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.
2656 Henry Stewart Talks
Consumer satisfaction.
Pricing.
Selling.
Value.