The Resource Value based selling, Alan Melkman, (streaming video)

Value based selling, Alan Melkman, (streaming video)

Label
Value based selling
Title
Value based selling
Statement of responsibility
Alan Melkman
Creator
Speaker
Subject
Language
eng
Member of
Characteristic
videorecording
http://library.link/vocab/creatorName
Melkman, Alan
Series statement
Pricing on value
http://library.link/vocab/subjectName
  • Consumer satisfaction
  • Pricing
  • Selling
  • Value
Label
Value based selling, Alan Melkman, (streaming video)
Instantiates
Publication
Color
multicolored
Configuration of playback channels
monaural
Contents
Contents: 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
Control code
HST2656_1_3
Dimensions
unknown
Extent
1 streaming video file (63 min.)
File format
one file format
Form of item
electronic
Medium for sound
other
Other physical details
digital, mono., SWF file, sd., col.
Sound
sound
Sound on medium or separate
sound on medium
Specific material designation
  • remote
  • other
System details
System requirements: Operating System: PC Windows 2000+, Mac OSX+ 3.2. Browser Compatibility: IE6+, Firefox 2+, Opera 9+, Safari 2+ 3.3. Browser settings: enable JavaScript, enable popups from the Henry Stewart Talks site. 3.4. Required Browser Plugins & Viewers: Adobe (Macromedia) Flash Player 7+, Adobe Acrobat Reader 6.0+
Video recording format
other
Label
Value based selling, Alan Melkman, (streaming video)
Publication
Color
multicolored
Configuration of playback channels
monaural
Contents
Contents: 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
Control code
HST2656_1_3
Dimensions
unknown
Extent
1 streaming video file (63 min.)
File format
one file format
Form of item
electronic
Medium for sound
other
Other physical details
digital, mono., SWF file, sd., col.
Sound
sound
Sound on medium or separate
sound on medium
Specific material designation
  • remote
  • other
System details
System requirements: Operating System: PC Windows 2000+, Mac OSX+ 3.2. Browser Compatibility: IE6+, Firefox 2+, Opera 9+, Safari 2+ 3.3. Browser settings: enable JavaScript, enable popups from the Henry Stewart Talks site. 3.4. Required Browser Plugins & Viewers: Adobe (Macromedia) Flash Player 7+, Adobe Acrobat Reader 6.0+
Video recording format
other

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