Beyond selling value
Subtitle: a proven process to avoid the vendor trap
By: Mark Shonka, Dan Kosch.
Contributors: Kosch, Dan.
Publisher: Dearborn Trade Pub.
Published: 2002
Place of publication: Chicago
Language: eng
Number of pages: 283
Subjects: Selling.; Value.; Customer relations.
Description: "Breaking out of the "vendor trap" requires nothing short of a wholesale rethinking of what it means to sell value. Salespeople must re-evaluate the types of opportunities they pursue, what they learn about their customers, the level of customer they're willing to sell to, and how they communicate with executives who buy value." "Such a revolutionary change in approach to the nature of sales also requires a new strategic, step-by-step plan for progressing through the sales cycle. That is precisely the process described in Beyond Selling Value - the most effective method available for selling value instead of price, avoiding commoditization, and differentiating yourself from the competition while developing long-term business relationships in today's hyper-competitive marketplace."--Jacket.
Notes: Includes index.