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Value based selling [electronic resource] / Alan Melkman.

By: Melkman, Alan [spk]Material type: FilmFilmSeries: Henry Stewart talksBusiness & management collection. Pricing on value: Publisher: London : Henry Stewart Talks, 2010Description: 1 online resource (1 streaming video file (63 min.) : color, sound)Subject(s): Consumer satisfaction | Pricing | Selling | ValueOnline resources: Click here to access online | Series
Contents:
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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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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Mode of access: World Wide Web.

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