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|a HF5416.5.D385 2017
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|a 658.81
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|a UAMI
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|a Davies, Mark.
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|a Infinite Value :
|b Accelerating Profitable Growth Through Value-Based Selling.
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| 260 |
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|a London :
|b Bloomsbury Publishing PLC,
|c 2017.
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| 300 |
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|a 1 online resource (338 pages)
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| 336 |
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|a text
|b txt
|2 rdacontent
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| 337 |
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|a computer
|b c
|2 rdamedia
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|a online resource
|b cr
|2 rdacarrier
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|a Print version record.
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|a FC ; Half title; Title; Copyright; Dedication; Contents; Foreword Professor Hugh Wilson; Introduction: Accelerating profitable growth through value-based selling; Part One The Infinite Value concept; 1 Challenging trends for business markets; Ever-decreasing circles; All the macro-economic levers are being pulled; The buyer perspective; New norms: New challenges, new rules; 2 A faltering response; Observations from business marketing organizations; Value leakage -- money that is being left on the table; Tensions and the headaches they cause; 3 Is value-based business a better way?
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|a Is there a different way to do business?Will focusing on value improve things?; Refresh your business model; Focus on value co-creation; Infinite Value -- a value-based business blueprint; 4 The seven elements of the Infinite Value organization; The seven elements of the value-based business; The Infinite Value proposition; Value matters; Part Two The seven elements of value-based business; 5 The customer value strategy; Why do you need a customer value strategy (CVS)?; The customer value strategy cycle; Building an effective customer value strategy; Value matters.
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|a 6 Offer development and innovationImproving the future state of your customer; Cost, price and value; Defining value proposition and customer offer; Innovation: 'Today a peacock, tomorrow a feather duster'; The value equation; The four sources of value impact; Total cost of ownership; Total cost of partnership; How to write a compelling (customer) value proposition; The customer value proposition framework; Linking customer proposition to the offer; Value matters; 7 Value-based selling; The value cloud; The four relationship zones; The value-based selling cycle; Engage with the customer.
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|a Agree supply termsDeliver the value promise; Value matters; 8 Key account management (KAM); Strategy: Customer by customer; Seven reasons why you might need a KAM programme; Strategy. Capability. Transformation; Building KAM capability; Challenges for the key account manager; The key account plan; Silo busting (managing virtual teams); Nesting KAM plans with the customer footprint; The key account manager -- a competence framework; The critical partnership: KAM and service-based offerings; KAM as the future of value-based business; Value matters; 9 Channel partnerships.
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|a What are third-party channels?Why are third-party channels so important for a value-centric business?; The many faces of your channel partners; A secret competitive advantage?; Extending your business; Selecting and appointing channel partners; Extending customer value strategy principles with channel partners; Developing and building channel capability; Value matters; 10 Value-based pricing; Pricing 'customer by customer'; Price and the marketing mix; The top and bottom line leverage effect; Connecting value-based business and pricing; Pricing and contract structure options.
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|a Five key focus areas to build value-based pricing capability.
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|a Includes bibliographical references (pages [317]-319) and index.
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| 590 |
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|a ProQuest Ebook Central
|b Ebook Central Academic Complete
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| 650 |
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|a Selling.
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| 650 |
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|a Value.
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| 650 |
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|a Organizational change.
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|a Customer relations.
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|a Organizational Innovation
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|a Vente.
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|a Valeur.
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|a Changement organisationnel.
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|a selling.
|2 aat
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|a value (economic concept)
|2 aat
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|a Customer relations
|2 fast
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| 650 |
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|a Organizational change
|2 fast
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| 650 |
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|a Selling
|2 fast
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| 650 |
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|a Value
|2 fast
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| 758 |
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|i has work:
|a Infinite value (Text)
|1 https://id.oclc.org/worldcat/entity/E39PCGWpjjFKTBCXfgBw3dmkrC
|4 https://id.oclc.org/worldcat/ontology/hasWork
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| 776 |
0 |
8 |
|i Print version:
|a Davies, Mark.
|t Infinite Value : Accelerating Profitable Growth Through Value-Based Selling.
|d London : Bloomsbury Publishing PLC, ©2017
|z 9781472935298
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| 856 |
4 |
0 |
|u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=4786454
|z Texto completo
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|b YANK
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