Kari Kaario : Selling value : maximize growth by helping customers succeed
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SKU
P-SELL-CAEC0B
Myynnin rooli on murroksessa: Value Sales -ajattelu muuttaa yritysten tavan tunnistaa kasvun ja kannattavuuden mahdollisuudet asiakaskunnassa. Teos korostaa asiakassuhteiden arvon maksimointia strategisen myynnin ja asiakasprosessien kehittämisen avulla.
Suitable for: Yritysmyynnin ja asiakkuudenhallinnan ammattilaisille sekä myynnin kehittämisestä kiinnostuneille.
The role of sales is changing. A new strategy for selling is needed, and it's called Value Sales. Value Sales fundamentally changes the way we look at identifying opportunities for growth and profitability in the customer base.
The sales force is under a lot of pressure. The book aims to find ways to succeed in sales as these pressures mount. Unit prices are going down in almost all industries, and companies are forced to look for new revenue streams and sources of profit.
Value Sales requires a new type of sales processes and competencies, and it also implies changes to sales management. Value Sales is a big investment into customer relationships, and sales investments need to be allocated to customers with greatest future potential.
Value Sales brings with it another new idea: Customer Process Innovation. The salesperson of the future must understand the business drivers of the customer in such detail that he or she can proactively innovate changes to the customer's processes. The value created by these changes needs to be quantified to the customer in order to capture part of the value to the provider.
The sales force is under a lot of pressure. The book aims to find ways to succeed in sales as these pressures mount. Unit prices are going down in almost all industries, and companies are forced to look for new revenue streams and sources of profit.
Value Sales requires a new type of sales processes and competencies, and it also implies changes to sales management. Value Sales is a big investment into customer relationships, and sales investments need to be allocated to customers with greatest future potential.
Value Sales brings with it another new idea: Customer Process Innovation. The salesperson of the future must understand the business drivers of the customer in such detail that he or she can proactively innovate changes to the customer's processes. The value created by these changes needs to be quantified to the customer in order to capture part of the value to the provider.
* The description may refer to a different version of the product. Details mentioned in the description, such as accessories, may not be part of the product you have selected. For detailed information about the product you have selected, please refer to the feature list below.
| Categories | |
|---|---|
| Author | Kari Kaario |
| Coauthors | Kaj Storbacka & Hanna-Leena Mäkinen ym. |
| Title | Selling value : maximize growth by helping customers succeed |
| SKU | P-SELL-CAEC0B |
| Keywords | asiakaslähtöisyys, asiakassuhde, yritykset, myynti, myynninedistäminen, yritysstrategiat, asiakkuudenhallinta, suhdemarkkinointi, companies, Customers, Relationship marketing, sales promotion, Selling |