The prime solution : close the value gap, increase margins, and win the complex sale /
Thull, Jeff,1949-
Chicago, IL : Dearborn Trade Pub.,
c2005.
Includes bibliographical references (p. 197-205) and index.
The elusive prime solution -- Three eras of value dilution -- Five barriers to keeping value promises -- Value leverage for business performance -- Multiple decisions, mutual understandings -- Effective execution, measurable results -- Creating the prime solution : if we build it, they may not come -- Marketing the prime solution : it's not about us, it's about the customer -- Selling the prime solution : it's not about closing, it's about quality decisions -- Delivering on the value promise : promising value is expected, delivering value is exceptional.
Industrial marketing.
Sales management.
Selling.
Customer relations.
Value.