- Gebundene Ausgabe: 150 Seiten
- Verlag: Amacom; Auflage: illustrated edition (März 1991)
- Sprache: Englisch
- ISBN-10: 0814450369
- ISBN-13: 978-0814450369
- Größe und/oder Gewicht: 24,1 x 16,5 x 1,9 cm
- Amazon Bestseller-Rang: Nr. 1.035.425 in Englische Bücher (Siehe Top 100 in Englische Bücher)
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Produktinformation |
Produktbeschreibungen
Kurzbeschreibung
Presents a new approach to selling that emphasizes not competing on the basis of the best price, but the highest value i.e. demonstrating to current and prospective customers that using your products or services will either cut their costs or improve their revenues. Distributed by Gale. Annotation
Synopsis
Presents a new approach to selling that emphasizes not competing on the basis of the best price, but the highest value i.e. demonstrating to current and prospective customers that using your products or services will either cut their costs or improve their revenues. Distributed by Gale. Annotation
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The ONLY way to sell
30. März 2000
Format:Gebundene Ausgabe
This book discusses VALUE. Value is not what you put INTO your products and services, it is what the customer GETS OUT. Three qualifiers of value are how much, how soon, and how sure--these are what the customer needs to know.
Value is applied to impact a customer's business--his profits. Profits come from the customer selling more and/or from reducing costs. Nothing else matters.
Four chapters summarize the value strategy: know your value, price your value, sell your value, and control your value. These chapters and this book are invaluable for getting away from selling on features and functions and, instead, competing on value.
This book is tremendous in its own right, and it is--or should be--the "prerequisite" for one of Hanan's other books, "Consultative Selling."
In summary, this is highly recommended for every company that sells products and/or services.
Pretty Common Sense Stuff, but...
6. April 2009
It contains mostly common sense - but as we all know, common sense isn't common. The most important take aways from the book were th know what your value really is, know how to effectively measure it, now how to effectively translate the value into customer value, and know how to reliably control the delivery of the value to the market. A good reminder.
Pretty Common Sense Stuff, but...
6. April 2009
Format:Gebundene Ausgabe|Von Amazon bestätigter Kauf
It contains mostly common sense - but as we all know, common sense isn't common. The most important take aways from the book were th know what your value really is, know how to effectively measure it, now how to effectively translate the value into customer value, and know how to reliably control the delivery of the value to the market. A good reminder.
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