000			01612ngm a2200349 a 4500
001			HST2656_1_3
003			UkLoHST
006			m c
007			cr|cna|||a||||
007			vz|czazum
008			101007s2010 enk|||||||||||s|||v|eng d
028	5	0	_a2656 _bHenry Stewart Talks
035			_a(UkLoHST)1804
040			_aUkLoHST _beng _cUkLoHST
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, _x2056-4570
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.
650		0	_aConsumer satisfaction.
650		0	_aPricing.
650		0	_aSelling.
650		0	_aValue.
830		0	_aHenry Stewart talks. _pBusiness & management collection. _pPricing on value.
856	4	0	_uhttps://hstalks.com/bm/1804/
856	4	2	_uhttps://hstalks.com/bm/p/480/ _3Series
999			_c79867 _d79867